As a lead generation service for mortgage brokers, we definitely see common traits amongst the most successful of our partners. And it's really important to choose the right partners. It's better having a few select partners that are stellar and can handle volume, than to distribute volume amongst too many partners. The partners need to get enough qualified leads to see an accurate conversion ratio.
How does one get to a good conversion ratio?
1. Response time. This is THE most important - as mentioned above. If you're not on the phone with the lead right away, they are already talking to someone else. Trust. Even if you don't have the time to answer all their questions, just call them to tell them you received their request and will be getting back to them as soon as possible.
2. If you're too busy to answer all the leads as they come in, hire someone else. Lots of our brokers have assistants or agents under them who are always answering the phone.
3. Know your stuff. This seems obvious, but if you're not experienced and knowledgeable, you should not be signing up for a lead generation service. The customers who come in are shoppers - they compare and they know how to spot a good deal, or service provider, rather.
4. Collect the right information. If the lead says they want to be called back in the evening, call them back in the evening. They don't want to work on a 9-5 schedule.
5. Be persistent! Sometimes, it takes 4 or 5 e-mails and 2-3 calls to get a lead to respond to you. They may still be collecting information or waiting for the right time to take the next step, and will typically not ignore you after such persistence.
6. Be nice. Another obvious one but our most successful partners are the most friendly.
I hope this helps!
