Mortgage intermediaries are committed to maintaining existing client relationships and place limited reliance on lead generation firms for new business purposes, according to a survey by the Association of Mortgage Intermediaries.
Ami’s November census reveals 36% of respondents have used lead generation firms within the last 12 months and 77% of these firms reported a conversion rate of less than one quarter where leads had been bought.
A further 69% of firms did not see purchased leads as important to their business while 79% of respondents confirmed they have made arrangements to allow ongoing contact with their clients.
More specifically, 39% of those surveyed maintain regular contact with their existing client bank via alternative means such as newsletters, brochures or other circulars.
Chris Cummings, director general of Ami, says: “The results show that mortgage intermediaries place high value on their existing client base, and that they are committed to building and maintaining long term relationships with their customers.”
He adds: “The feedback should also concentrate the minds of those who do buy leads, as too few lead generators deliver the level of service expected. Those intermediaries who do use them should vet firms accordingly.”
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