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Leads drive broker business

Staff Reporter 4 minute read

Jessica Darnbrough

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.

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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.”

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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.

Leads drive broker business
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