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Speed is of essence when calling leads

Over the last few years I have written a lot of articles about lead generation, many of them containing advice for advisers on how to generate a better return on their spend.

Justin Rees, Director of marketing and partnerships, Leadpoint UK

The same things hold true for lead buyers who want to make a success out of lead generation in 2012 as they did when I joined the industry in 2007.

The fundamental issue now for lead buyers is still making contact with consumers. Many buyers don’t speak to enough of their leads to have a realistic chance of making a decent return on their investment.

In simple terms, if you only speak to 50% of the leads you buy, you are only giving yourself half the opportunity.

The good news is that for many advisers looking to improve their contact rates and get 2012 off to a flying start, there are some simple things to concentrate on.

The first is to ensure every lead is followed up immediately on receipt. Studies show that contact and conversion rates diminish by the minute after lead receipt.

The other thing is having a structured contact process. The best practice recommendation is to try every lead four times a day for four days before auctioning the lead.

To do this properly requires resources in terms of time and effort, and preferably some software to track everything.

Lead buyers who can improve their speed of contact and the number of contact attempts will have a greater chance of converting more leads and generating a better return on investment.


Government presses ahead on MIG

The government says it is on track to launch its mortgage indemnity guarantee scheme in March despite claims that the proposed start date is unrealistic. Last week Nigel Stockton, financial services director at Countrywide, said lenders are still awaiting the finer details of the scheme and therefore the first mortgages under the initiative are unlikely […]

Accord enters 90% LTV arena with fixed deals

Accord Mortgages’ launch into 90% LTV lending has been welcomed by brokers. The lender, which previously lent up to 85% LTV, last week launched a range of two and five-year fixed rates at 90% LTV. New products include a two-year fix at 4.89% with a £995 fee, a two-year fix at 4.99% with a £995 […]

Strong dollar can be a powerful driver of UK dividend growth in 2015

By Robin Geffen, fund manager and CEO 

This year threatens to be a challenging one for UK dividend hunters. Last year saw an all-time record amount paid out in UK dividends — some £97.4bn, according to research from Capita Dividend Monitor. Yet as Capita also pointed out, out the biggest single factor driving the growth in the fourth quarter of last year was easy to identify: the rising US dollar. 

In our view, this trend is much more than simply a one-quarter phenomenon. It is actually the most profound issue to get right as a UK equity income investor in 2015. We believe that the US dollar will continue to strengthen significantly from its current level. This is due more to the US economy’s demonstrable de-coupling from the rest of the world than to a view on the UK. The US has a strong chance of tightening monetary conditions this year without jeopardising growth or de-stabilising its housing market. The same can unfortunately not be said about the UK.


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