Lead generation is of growing significance to the mortgage industry.
All of the major groups are now clearly focused on how they can deliver a steady stream of leads to their broker partners.
Earlier this month, Mortgage Choice acquired the online lead generation website helpmechoose.com.au.
But the brokerage is not the only one to hop on the lead generation bandwagon.
1300 Home Loan’s chief executive officer John Kolenda last week introduced his new company – a lead generation business – to the broker channel.
Mr Kolenda told The Adviser that while good brokers can always rely on repeat and referral business, quality leads are a broker’s bread and butter.
“I have been in this industry for 17 years and I would say lead generation remains the most important business area for brokers,” he said.
“Any help they can get in this area would obviously be well received.”
Mr Kolenda’s comments were echoed by FYI director Sam Ayliffe.
While Mr Ayliffe admits the majority of his business is repeat, he says a steady stream of leads is crucial to a broker’s success.
“New leads help keep my business fresh and moving forward. A steady stream of leads is one step better and is a real value-add not only for my business, but my broker partners as well,” he told The Adviser.
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