Six questions that separate a process from a slogan
Put these to every company on your list and write the answers down. A company that answers all six in specifics has a process. One that answers in adjectives has a sales page.
- Where does the enquiry come from, and what did the ad or the page promise the person?
- How is the mobile number verified, and at what point?
- What happens when the same person enquires twice?
- How does the record reach my CRM, and how long after the enquiry?
- What counts as an invalid lead, who decides, and inside what window?
- What changes in the campaign after month one, and who decides?
Why the sixth question matters most
Almost every supplier page stops at delivery. The campaign that matters is the one still running in month three, and that depends on someone reading which sources produced leads that answered the phone and moving spend to match. Ask who does that, how often, and whether your feedback on booked meetings goes back into the targeting. A company with no answer is selling you month one on repeat. Our version of that work is described under lead generation campaign optimisation.
How PrimeLeads answers its own questions
Enquiries come from forms built for one product, and the person asks to be called. The mobile is verified by SMS at the point of enquiry. Duplicates are checked against records already sent to you before anything is charged. Delivery is live into your CRM. Invalid leads are reviewed within five business days and replaced or credited when confirmed. The campaign is tuned weekly on which sources hold up, with your feedback folded in whenever you send it.
Signs to walk away
None of these is unusual, which is the point. They are the defaults of a company that sells leads without running a process.
- Exclusive leads, with no statement of how many brokers receive the record
- A dispute process with no deadline attached to it
- Delivery by spreadsheet, the next morning or later
- A retainer with no written definition of a lead
- A promise about volume or settlement rates, which nobody controls
Test before you commit
The model that makes comparison cheap is pay per lead in Australia: a fixed cost per lead agreed up front, no retainer and no lock in. Start on a low volume in one state, judge the contact rate, and only then decide whether the company earns a bigger share of your marketing. The alternative, doing it yourself, is covered under how to generate leads as a mortgage broker.