Mortgage Note Marketplace Vendor Uses Hunter to Reach Enterprise Leads Across Ads and Email

Meet Paperstac

Founded in 2015, Paperstac brings the process of buying and selling mortgage debt into the modern era. They replaced spreadsheets and emails with a digital platform featuring online escrow and audits, making it safe for anyone to trade debt.

After building a strong retail user base of nearly 40,000 people, they’re now targeting the enterprise market. 

Their new target buyers manage massive debt trades, including companies with $500 million in assets under management or billion-dollar portfolios.

The challenge

As Paperstac expanded into the enterprise space, they had plenty of unknowns to address.

As Brett Burky, Paperstac’s Marketing Director describes, buyers were "unknown unknowns,” because larger organizations don’t typically respond to basic sales calls or generic Facebook ad blasts. 

Additionally, the industry's average age is 50 and older, which means email remains the most effective way to generate leads.

Paperstac needed a way to map out this exclusive market and confidently secure the right contact information to get their foot in the door. 

Their previous approach, based on guesswork and patching tools together, wouldn’t scale:

• They would search for a partner or servicer and try to guess their email structure, like "first initial dot last name".
• They would then place multiple variations of the guessed email address in the BCC field, hoping one would deliver.

As they shifted to enterprise targets, this method was no longer a viable way to build trust with billion-dollar companies.

The solution

With the need to adapt, Brett developed a system to understand Paperstac’s market in a way that would enable multi-channel outbound to create a halo effect with their enterprise audience. Brett now identifies great-fit leads using this outbound framework:

1. Mapping the network: Brett uses a network mapping tool to export the contacts of established players attending industry conferences.
2. Scoring the leads: He cross-references these lists to find individuals who appear frequently across multiple networks, identifying the true consensus players in the market.
3. Finding contact info: Brett then uses Hunter to look up the top-scoring companies and verify their email structures.
4. The "halo effect": Before sending a single email, he uploads the verified list from Hunter to create custom and lookalike audiences on Facebook and Google, building brand awareness.
5. Personalized outreach: Once the prospect is warmed up by ads, Brett uses verified email addresses to send tailored offers with specific mortgage notes that perfectly match the buyer's criteria.

The results

The strategic value Hunter provides Paperstac is immense. 

By identifying the exact web of influence in their market, Brett transformed his outreach from cold guessing to highly targeted, omnipresent campaigns.

"Hunter is just magic." 

Brett Burky, Marketing Director, Paperstac

Hunter has been a constant subscription for the team since around 2017.

It sits right alongside SalesNavigator in Brett's browser as a vital tool for navigating a demographic that relies heavily on email communication

The takeaway

For Brett, Hunter isn't just an add-on; it's a foundational element of his daily workflow. 

Hunter turns the complex web of enterprise networking into accessible, verifiable contact data, enabling Paperstac to confidently scale their innovative platform to the biggest players in the mortgage debt industry

As Brett says himself:

"I will never not have it. It's one of my core tools. Sometimes you'll have something you might use, and you forget about it, but not Hunter."