Streamline your lead qualification system for Financial Services

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hello so today I would like to talk to you about two different types of leads or two different types of phone calls that you could have and their names we kind of give them are sort of convince and convert online or convert online and convince on the phone so I'm gonna jump over to my screen here okay so we have got our two different types of leads our two sort of customers if you like two different phone calls oh I've given them names made up let's see and so I've got Angie so Angie knows who you are she knows your name and she can recognize your voice knows how to help people like them exactly right then before those you're an expert has an element of trust in you already and there's an element of rapport that's kind of been built already so when you have that kind of phone call maybe they'll mention something they've seen because I've seen quite a few of your videos already over a few weeks they've got to know you a little bit Audrey on the other hand doesn't know who you are personally they know that you're a broker advisor seen some reviews if you had them and has just seen your ad today so it's just been introduced to you today and in fact that is introduced to your business and they haven't seen anything I'm seeing a photo of you haven't seen any videos or any content like that but knows that you're a broker adviser doing whatever it is you do okay so pros and cons to get Angie as a customer it's a bit more complicated when calculating your return on investment because this has happened over a couple of weeks you spent time creating content that's written content video content and you've also set up a campaign that's not totally complicated but you've had to invest some time in creating a advertising campaign that isn't just won over and there Audrey on the other hand really easy to calculate the return on investment because it is just either throwing ads and getting leads straight away or buying those leads in you know the cost per lead and then you can calculate your cost per sale so and I'm not saying that one is right and one is wrong because you may prefer one or the other don't care about Angie because you you're really good on the phone you can build rapport really quickly and that's not an issue okay yeah so which would you prefer have a little think which would be easier to deal with let's say they were coming in vol you were getting ten sort of or Therese ten Angie's like which would you prefer would it make your life easier does it matter to you at all one really good things to think about when you saying up campaigns I would like you to consider though if order OMG have been looking around at other businesses and they've done it in the evening and you guys are obviously at home and you're not at work next morning you leave from a voicemail and maybe three other broker or advisors leave a voicemail as well pretty much saying the same thing are you gonna stand out are you gonna be remembered are they gonna think oh I remember Joe Bloggs because yeah because of these videos everything I'll call them first or I've not heard of day from tightening mortgages or or whatever it is so think about what extra business you could get in that situation what misses you're missing out if now is not the right time for them are you gonna be remembered so if it's a case of our you know not a tire kicker as much but maybe you've think they're a tire kicker if you've built no rapport with them maybe if you've already got some rapport and it is something they're gonna do next month or in a few weeks actually they will come back to you because you've got element of trust and rapport already just something to think about and also how many phone calls will it take to do business think about the amount of time you need to spend on say a referral where you've already got trust and rapport compared to a cold lead is it gonna save you time dealing with customers that you've built rapport with already and then if you have a high volume of these which type of customer is more profitable more sustainable bearing in mind so the pros of getting your click leads you can just buy them you know how much your cost believe is your cost per sale is you can just keep buying them and you can scale like that or you could do a load of work at the beginning on creating some content and actually you could live off that for a little bit if that's working for you so a bit of time at the beginning but then actually save time doing the actual business if you've got high volume of them which one is actually going to work for you and be more sustainable and more profitable so that is pretty much what I really wanted you to think about and like I say I'm not saying one is right and one is we generate both types of leads for our clients this may depend on budget so if you're doing something like Facebook Ads and you just want quick leads and you've got say you've got twenty twenty-five thirty pounds a day to spend on it then I would and you're happy with getting those quick leads then spending all on that if you're like budgets really tight and you're like oh twenty pounds a day 20 pounds 30 pounds that's like way too much if you're only spending like a couple of Koide five quid then I would highly recommend you go down the other route because if you just try and get a sale with like a really tiny budget it's just it's just not gonna work they think about which type of customer you want to go after and that will actually define really what type of advertising campaign you do if any or if you just carry on buying leads and carry on relying on introduces