Fixing meetings with bought leads


Practitioner tips to ensure you maximise the investment you’ve made on internet generated leads.

Fixing Meetings with Bought Leads
It’s January and the mass hordes are flocking to the gyms to work off the pounds from Christmas and fulfil their New Years’ Resolutions. We all know by February many would have given up but will still be paying that direct debit gym membership.
We’ve all been there.

Paying good money for no return.
The parallel extends to bought mortgage leads from a marketing agency or an internet company. You often pay substantial amounts for a lead, but do you turn these into appointments. This article will show you how you can maximise your investment and achieve more face to face meetings which you can turn into income.

The Process:

You must aim to call the lead as soon as it has been received; delay and you’ll lose the impact. Even if it arrived at night, try and at least text that you’ll phone in the morning.

“Hi I’m Paul from ABC, we mortgage specialists. You were online just now and wanted to speak with someone about a mortgage.”

“The reason for my call is to see what we can do to help you and if it’s a good time, I’d like to find out what it is you want to achieve?”

Note, I don’t use the “is it convenient?”, never works.

“is that OK?”

Use plenty of test closes to get the customer nodding and agreeing. Yes tags work will here as well, don’t they?

They seriously don’t want to receive advice, believe me, that’s regulator speak not customer speak.

This is what we all do well as mortgage advisers. The capability to ask questions. You’re not fact-finding though, you’re exploring the motivation behind the call, seeking the customer’s hot buttons. More than likely they were online doing the ubiquitous researching and they reached a point where they couldn’t research anymore and needed some further help.

Are they looking to consolidate some loans? Are they re-mortgaging? Have they had trouble obtaining mainstream finance? Seek their motivation to contact someone.

Use plenty of verbal assertions and paraphrase. Enable them to talk.

Summarise when they’ve finished and sell the meeting.

Sell the Meeting
“We’ve helped hundreds of people in your position over the last 5 years and are experts in this area. I could ask you some more questions, then I might be able to fix up a meeting with you. We can then discuss some options and show you some new ideas that’ll help you to bring all your loans together under one highly competitive mortgage.”

“How does that sound?”

Remember to test close and don’t come across desperate for the business, note the “I might be able to” much softer. Customers also like to hear the word “options and ideas”. They seriously don’t want to receive advice, believe me, that’s regulator speak not customer speak.

At this junction, you may feel some push-back. Be ready for this. Typically, you’ll get the “send me some literature”. You need to deal with these, so plan your responses. I like to work with the principle of knee jerk reactions. Think about it. When pushed for a decision, all of us react instantly with a “no” – we knee jerk react. It’s built into out DNA.

So, when faced with a typical “I’m not sure” or a “send me literature” merely re-ask what it is you asked for. Make sure you acknowledge what they’ve just said and just state the same request you made earlier. They’ve now had time to think about it and will be positive.

Regulations and Fee
You’ve got to do this otherwise you’ll have your compliance people down on you like a ton of bricks but do it customer friendly, don’t use regulator speak.

“Have you heard of the Financial Conduct Authority?”

“They look after us to ensure you get sound advice from us and we’re directly regulated with them. That means we can give you access to every bank, building society and lender, many you’ve never heard of, can’t find on the internet and are only able to deal through me.”

Now drop a landmine, in case the customer is inclined to talk to someone else.

“You see if you went direct to your bank, they can only give you options from within their products and many people online also have restricted options, I can look at all the lenders for you”

“Does that sound interesting?” Note another test close. Now comes the crucial part.

“You might be wondering how I earn a living. First, if we meet up, there’s no charge at all for that meeting and if we can help you, we’ll arrange everything, sort out all the online paperwork and forms, talk to all the

people we need to. We do that all for you and charge a fee but I can let you know exactly how much that will be when we meet and you can normally add it to the loan so you won’t have to fork out for it upfront.”

Here you may get push back again. Handle it. Re-assert you’ll talk through the amount when you meet. If you need to you can pacify by announcing it’ll be less than £500 but this is dangerous as the customer might start wanting more detail. State the fact that the first meeting is on your dollar so there’s no harm talking.

Fact find
The pure purpose of the next series of questions is to qualify the customer not fact find. You don’t want to go see everyone, you need to check to see that you can help, it’s the type of customer you normally work with, they’re not going to shop around outrageously and they are the type of customer where a fee is quite normal.

“I want to make sure we can help you”

Confirm you can help and fix the meeting.

“Great news, I’m confident I can help you so you don’t need to go anywhere else, shall we fix up a time to talk further?”

Follow this methodology and you’ll be successful with the vast majority of leads and you won’t have that guilty feeling of paying the gym membership every month and avoiding any benefit. But you still might have those extra few pounds on you from Christmas – I know, I have.


About Author

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Paul Archer is an Online Sales Trainer, Speaker and Conference Host. He’d be happy to assist you in moving your workshops online during this challenging period. Email him on or LinkIn with him at The world of sales development has changed, many have missed this and boldly go on to run courses in the old-fashioned way. You want to develop your people – professional advisers, salespeople, coaches - and know there is a better way. He can help you. Think about music. I mean the music industry. In 2000 music became free, illegally at first with Napster, downloads became cheap as chips and streaming now cost $10 a month. In the same way, traditional self-development is now free. Everything is available online. Music artists and bands now make their money performing live. The live experience is what fans will pay money for. Recorded music is merely to create demand for the live experience. He brings his 35+ years of sales expertise and experience to you in two ways: Online, on-demand, just in time. He doesn’t run “just in case” training courses, they’re a thing of the past. Development should be “just in time”. Curated video, live videocasts and webinars, podcasts — books, articles and blog posts delivered via his Learning Platforms, YouTube or your in-house systems. Live. He can bring his expertise to your teams in live sessions, but these are rare now and need to be exceptional events. Conferences, seminars and events, he can educate, entertain them with my unique speaking style that has been enjoyed by thousands of sale people and advisers across the globe. Forty-five minutes, 2 hours, maybe a day – you choose. You figured there was a better way to develop your sales teams, you are right, and now you may want to make contact with him so you can talk further. You can Linkin with him at, and he’ll start a conversation or head to his YouTube Channel for more at email him at or phone him on +44 7702 341769, and where ever you are in the world he’d love to hear from you. Paul is a prolific writer and blogger – maintaining three blogs, with attracting thousands of hits from all over the world. He has published eight books. His latest tome "Pocketbook of Presentation Skills” was released in January 2020 and is available from Amazon. The third edition of his book “Train the Trainer of the 21st Century” is also available from Amazon.

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