The changing face of lead generation

Even for the advisers that had found their way to a reputable lead provider, buying leads was perceived as something extra rather than a significant source of new business. In truth, most decent adviser firms didn't really need lead generation as many could rely on their own client banks and referral networks to generate business. Fast forward to 2009 and everything has changed including the perception of lead generation as an industry. Most of the cowboy outfits have disappeared and lead generation is now widely accepted as a very powerful marketing tool for financial advisers. This proces...