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Everything we know about the lead business from everyone at the Leads360 family. From online lead providers like LowerMyBills.com to Mortgage Lead Management best practices. We'll tell you what we know and what we've learned.  

Secret Shopping Pulls Back the Curtain on Bungled Lead Follow-Up

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How quickly and consistently are your agents following up with prospects? It’s well known that speed to contact is the single greatest contributor to successfully establishing a relationship with a new prospect. (For the unconvinced, check out this study on the effect of speed on lead conversion rates).

And that when it is not possible to reach a prospect immediately, following up with them via emails and phone calls strategically, (i.e., in accordance with proven best practices) is the next most important step that a sales rep or enrollment counselor can take to try to establish a relationship.

So are these things being done? Are calls being made immediately when leads are received? Are leads being followed up on? If you’re using a lead management system, it’s easy to take steps to ensure that every lead is called immediately, and followed up on appropriately. It’s automatic.

But if you are not using a lead management system, there is still a way to see how quickly leads are being called and how consistent is the follow up. Secret shop your reps. Get a Google voice number and submit a bogus lead with it. See how quickly it gets called and how often. I think the results might surprise you. Even in the biggest for profit schools, mortgage lenders, and insurance carriers sometimes earn failing grades when it comes to following up with leads.

Pass the Beans!

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