Intermediaries rely on client contact, not lead generation

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, dir...