1. It can leave you to do what you love best: sell. Lead generation can take up energy and, if it’s not successful, it can be discouraging. Letting someone else do the dirty work can leave you with energy to use on the things that further your business: building relationships with clients that lead to sales.
2. It can save you money and time. Creating and mailing out 100 postcards time and time again gets expensive–both for your wallet and your watch. Lead generation companies do large amounts of volume through the post office which gets them discounted rates. These savings are then passed on to you, often making it a cheaper form of marketing than many alternatives.
3. It can make your other efforts worthwhile. Even if you conduct your own search, if you’re advertising a seminar for instance, you’ve still already paid for the food, the location, and the marketing to get people there. If your list doesn’t pay off, you’re still stuck with the bill. Putting at least part of the work in the hands of professionals can ensure that the effort you’ve poured into the other aspects of the campaign pays off.
4. It can reduce direct competition. Often times, advisors will get wind of a lead just about the same time everyone else does. Two to three advisors per lead doesn’t yield promising results. Though it can be pricier, seeking out exclusive leads from generation companies can eliminate some of the cut-throat nature that comes with the search. Put yourself ahead of the pack.
5. It can weed out unsuccessful leads. New technologies have made professional lead generation companies even more effective at finding the right client for the right advisor. Many web-based companies now analyze telephone numbers and words within quote requests to determine legitimacy. Those that come back as containing frivolous information are discarded and the rest receive an automated call to begin the prospecting process. This pain-staking process leaves only the most qualified and interested leads to be passed on to advisors.