Getting Better Leads – Average GMI for All Auto Finance Applications

In an effort to deepen our market knowledge Voisys recently conducted an in-depth survey of Gross Monthly Income’s (“GMI”s) based on over 14,000,000 credit applications.   These applications were completed during the months of December and January.   Presented below are the results of this study.

31% of applicants submitted a GMI below $2,000 per month, the most widely used GMI threshold in validating leads.

33% of applications included a GMI above $2,000 up to $3,000.

Observation: By strictly adhering to the $2,000 standard one is inviting the lowest qualifying applicants.  Move your specification to $2,500 and you may see a marked improvement in credit quality while still accessing the bulk of the most desirable credit challenged applicants. 

With fully two-thirds of leads accounted for at $3,000 a month and below, the remaining also yields a useful bit of information.

Over 30% of leads include a GMI between $3,000 and $6,000, a substantial amount of leads that can be discretely targeted.

Observation: For those who want higher income leads, using a lead standard of $3,000 and higher you may still yield a substantial number of leads, of a much better quality.