Lead Gen Agency Owner Built a Call Center Pipeline From Business Loan Searchers
A lead generation agency owner used intent data and skip tracing to build a direct-dial call list of business owners actively searching for small business loans — creating a high-converting pipeline for an outbound call center client.
The Situation
A lead gen agency owner was selling call-ready leads to a call center client focused on small business lending. The problem was list quality — purchased lead lists were full of people who had expressed vague interest months ago, leading to low contact rates and hostile call recipients. He needed a way to reach business owners at the exact moment they were actively searching for funding.
How It Was Done — Step by Step
Built Intent Audience Around Business Loan Keywords
He used Smart Marketer’s intent data to identify individuals who had searched for business loan, SBA loan, working capital, and merchant cash advance keywords within the past 72 hours — capturing people at the peak of their funding research.
Applied Business Owner Filters
The raw intent audience was filtered using B2B2C linkage data to surface individuals who were associated with a registered business — removing employees and researchers and keeping only actual business decision-makers.
Skip Traced to Direct Dial Numbers
Each identified contact was run through a skip trace to append direct mobile and office phone numbers. The result was a list of business owners who were actively searching for loans, matched to phone numbers that could be called immediately.
Delivered Weekly Call Lists to the Client
He packaged the output as a weekly CSV delivery — name, company, phone, and the loan type they’d been researching. The call center received fresh, intent-matched leads every Monday morning.
Monetized the Model as a Recurring Deliverable
Rather than selling one-off lists, he structured it as a weekly subscription: $3,500 per week for 250 call-ready leads. The client renewed for six months because contact rates and conversion rates were substantially higher than any other lead source they’d used.
The Result
The combination of real-time intent signals, business owner filtering, and skip tracing created a lead pipeline that outperformed every other source the call center was using. What made it work was timing — reaching people within 72 hours of their loan search, not 90 days later.
“Every other list we had was people who maybe looked at a loan offer three months ago. These were people actively searching that week. Night and day difference on the phones.”
Lead Generation Agency Owner — B2B Lead Generation Agency
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