Lead Generation Debate

Brett M. Speer · Joined: 03 Apr 2006 Posts: 9 Location: Winnipeg, Manitoba

Hello board,

My name is Brett and I represent a Lead Generation company. I have recently joined these boards and can assure you I am not here to advertise my service. I am here because this board is a helpful tool to continue learning about this industry, as well as to keep up-to-date with current events.

However, I would like to open a discussion about everyone's experience with purchasing leads, whether it's internet generated leads or "live transfers".

So, what has everyone experienced in terms of purchasing leads? Profitable or no? Why or why not? Do you see value in this type of service, or do you personally prefer face-to-face meetings with clients? Why do you currently buy leads, or what are your reasons for not purchasing leads?

Again, I am not advertising as per the advertising policy on the board. I am simply curious as to the community's standpoint on lead generation. Please take the time to share your experiences with the rest of us, positive or negative.

Regards,

David · Joined: 19 May 2004 Posts: 754 Location: Atlanta, GA

Thanks for joining. This is certainly a topic that brings strong feelings from people. I think the problem is quality in most cases:
1) Quality from the standpoint of the leads themselves
2) Quality from the standpoint of the companies that are contacting the leads.

Haplo · Joined: 20 Jan 2005 Posts: 2422 Location: Springfield, IL

Here are some links you may want to check out on previous discussions on this topic:

http://www.mortgageforum.net/viewtopic.php?t=1177

http://www.mortgageforum.net/viewtopic.php?t=1199

http://www.mortgageforum.net/viewtopic.php?t=1316

http://www.mortgageforum.net/viewtopic.php?t=1108

http://www.mortgageforum.net/viewtopic.php?t=1246

That should get you started :)

Also, if you wouldn't mind modifying your auto-signature to conform with the advertising policy and signature thread (in the general forum) that would be great. It's not that we don't want contact information, it's just that for folks who've just joined we'd prefer to keep the information available on the board, not leading outside :)

chow · Posted: Wed Apr 05, 2006 11:29 am Post subject:

Funny thing happened on my rounds around the call center yeterday. HUD runs advertisments on various products. Usually the REO's, First time homebuyer, or HECM's. I was do live monitors with my team to get them used to having me hang out in their cubes for real time training-

We answer a call, and see the gentleman has called in before. CSR answers question, caller is quiet. She asks if he has any questions-because HECM callers usually do. I think the gentleman was in shock for a moment. Then he responds: I'm a lender, and I just called to find out what you guys were telling people when they called in. I heard the ad, and was wondering what you said to people.

The Gal gets off the phone and turns around and asks me-Do they really not believe we just give information out here?

People are so used to being hooked, that they are a little slow on the uptake of an idea-Set up a call center for information just for the sake of information! If the oldest GSE has people calling in and not believing it, what do you think the boiler rooms go through? Outbound calling would be a high turnover business right now.

The other thing is: How many times have people called you to set an appointment telling you that you had indicated you wanted the service because of a call? It's happened to me more than a few times, and when I used leads or a telemarket set up-I got the same issues. I trust a referral lead over any other lead.

Brett M. Speer · Joined: 03 Apr 2006 Posts: 9 Location: Winnipeg, Manitoba

Here is an issue I would like to address. A lot of you on the board are using, or have used telemarketers either inhouse or through an outsourced company.

For those who are aware of the DNC Compliance Law, almost half of the nation are registered, limiting the number of people who you can call. That other half who are not registered are being bombarded with more sales calls than ever to make up for this.

As Chow said, many people out there simply find it hard to believe a telemarketer can direct them to free information, and are not always out to dip into your pockets.

Telemarketing can be a tough nut to crack and can be either profitable or not depending on how and who is doing it. IMHO telemarketing can be a lucrative way to bring in business if done intelligently.

Obviously I see the value of a referral lead and face to face meetings. What better way to truly sell yourself than in person? A sincere personality will also come out over the phone, albeit a little harder to pull off.

I've read those other threads about lead generation and it is generally seen as a mixed bag. There are many take-the-money-and-run businesses out there who have tarnished the industry, and really makes my job a lot harder.

For those out there considering doing this, use your own discretion. You are all salespeople and know when you are trying to be sold.

Regards,

Haplo · Joined: 20 Jan 2005 Posts: 2422 Location: Springfield, IL

I share some of the same feelings as Chow. I'm not much of a 'one and done' type of salesperson and I've found that the referral leads are generally a lot better for long term relationship building. Online or telemarketed leads seem to have less rapport building time, because someone else has done the selling, I'm now just following up. Most of my personality comes out when someone first meets me, so when someone else does that part it is difficult for me to jump in and achieve that same result.

That's just my selling style though. For many people my way wouldn't work, and for others it works great.

carlo@GetLeads · Joined: 04 Dec 2005 Posts: 51 Location: Sunny San Diego, CA

I'd like to contribute to this forum by giving a FREE tele-seminar call for the loan officers and tell them the entire/honest truth about Live Transfer Leads. You folks might want to tune-in so I can give you an honest opinion on what 90% of lead providers do to generate these calls.

Get your alarm clock and set it at 12:55pm PST, 1:55pm MST, 2:55pm CST, 3:55pm EST (as per your local time zone). Then call 605-772-3200 passcode 892657

LOL. You definitely would want to hear this. Most lead providers will be shocked when they find out that an actual lead company is telling you an untold truth about live transfers. Definitely get in there tomorrow (April 6, 2006).

Thanks,
Carlo @ GetLeads Network

Haplo · Joined: 20 Jan 2005 Posts: 2422 Location: Springfield, IL

I know Chow isn't too pleased about this, but I'm seeing this as less than an ad, and more of an information dealio thingie. If I can squeeze in the time I plan to listen in, just to see what's said.

I'm not sure if this violates any agreements you have or what not, you may want to verify that. I'll try and come back and let you folks know what the call is about.

carlo@GetLeads · Joined: 04 Dec 2005 Posts: 51 Location: Sunny San Diego, CA

Hey Travis,

Thanks for at least keeping this info posted. This call is very informative and very beneficial to the LO's.

Thanks,
Carlo

Brett M. Speer · Joined: 03 Apr 2006 Posts: 9 Location: Winnipeg, Manitoba

Did anyone here attend Carlo's seminar? I was hoping to make it just to hear some of the material but unforseen circumstances kept me occupied.

Any feedback?

Haplo · Joined: 20 Jan 2005 Posts: 2422 Location: Springfield, IL

I'm listening now, feel free to call in now, it's still going.

Haplo · Joined: 20 Jan 2005 Posts: 2422 Location: Springfield, IL

Overall it was what I would call 'grey area'. There was some helpful information, as well as it being a marketing pitch.

It was worth listening to, even if only to give me some information about lead generation and how one company approaches it (that being said, if I was going to use lead generation, how Carlo's company does it would be how I'd prefer it to be done.)

Thanks for updating your signature Carlo, and I hope you stick around and enjoy the board with us. Maybe as we get new LO's around here your perspective on sales can help them out.

Brett M. Speer · Joined: 03 Apr 2006 Posts: 9 Location: Winnipeg, Manitoba

Carlo,

I caught the last bit of the seminar and I admit it is a very good way to advertise your service. I didn't ask any questions, but how often do you hold these seminars?

I didn't catch the beginning of the discussion, so I am unsure as to why you are charging your price per lead? I understand you are coming from a quality standpoint, but I have seen other Lead Generation Companies promising the same thing at similar price points without delivering (Alansis/Double Positive).

By the way you have a good phone voice. Good luck with the business development!

carlo@GetLeads · Joined: 04 Dec 2005 Posts: 51 Location: Sunny San Diego, CA

Brett,

Thank you for the compliment. Send me a private message so I can tell you more about our service and why we charge what we charge. I want to make sure I'm following the MF.net ad guidelines.

Thanks,
Carlo

carlo@GetLeads · Joined: 04 Dec 2005 Posts: 51 Location: Sunny San Diego, CA

Travis,

Thank you very much for taking the valuable time of your day to listen-in. I appreciate the feedback. :D

Thanks,
Carlo

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