Lead Conversion

Expected Lead Conversion

Conversion rate is approximately 10% to 25% depending on the skill of the broker. This does not include referrals, cross selling of products and returning clients. Lead conversions are enhanced if the following protocol is adhered to;

• Contact the client as soon as possible either by phone or email. Respect their preferred time to call if listed on the contact form..

• Leads should be seen as a long term solution to gaining clients and sales. Adopting a short term approach, that is, expecting to convert a lead upon first contact will lead to failure and frustration. You will only experience success in this business if you adopt a long term approach

The lead purchaser should do the following to be successful;

• Treat every contact as a potential sale for now and the future. Even if they do not qualify instantly they may qualify 3 months or even 2 years time. Always offer your time and advice regardless of obtaining a sale.

• Provide a professional service regardless of obtaining a sale. Always offer assistance even if they do not use your service. This can lead to referrals to family, friends and work colleagues.

• Sending monthly newsletters and market updates is another way gain trust and to keep in constant contact with a potential client. You will need to develop an email list and create a monthly newsletter to implement this. There are many other marketing strategies which goes beyond the scope of this website.

• Geographic location is important for higher conversions. Providing a service in the same city as your client holds a significant advantage over securing clients interstate.

The mortgage industry is a competitive market but if you follow the above and adopt a long term view, you will gain the trust and respect from a potential client. This can lead to referrals and obtaining business from other brokers or banks if they provide poor service.