Converting leads: having a mindset for success

By Ryan Smith on May 7, 2019

The importance of having a mindset for success when contacting new client enquiries

There are a number of best practice techniques you should follow to give yourself the best chance of converting financial advice leads into clients.  But it’s also important that you have a mindset for success.

You need to understand that you won’t contact or convert every lead you receive. You shouldn’t let these failed attempts impact your confidence. Be positive, competitive and committed in your approach to converting leads.

Set your expectations

Remember, not all of your enquiries will become new financial advice clients. It’s also unlikely that you’ll make contact with all of the leads you receive.

This is why it’s important to set your expectations ahead of time and maximise every opportunity you’re given.

Have a consistent contact strategy in place with benchmark contact and conversion rates. This will mean you can measure your performance over the short, medium and long term and see where you can make improvements.

Be positive

Always stay positive, even if an enquiry doesn’t become a client.

If you are rejected, continue to use your contact strategy and move onto the next lead. Think about why the enquiry didn’t become a client, and what you can learn from this to improve your approach for the future.

If you aren’t reaching your benchmark contact and conversion rates, you may need to adjust your contact strategy accordingly.

Be competitive

You may not be the only adviser who the enquirer has submitted their details with. This becomes even more likely if you’re taking financial advice leads from an online lead provider.

You need to be contacting the enquiry within seconds and minutes, rather than minutes and hours. This will give you the best chance of being the first adviser they speak with and improves the likelihood of them becoming your client.

Be committed

Always follow your contact strategy. Use phone, voicemail, text and email to contact the enquiry, and follow up with them multiple times.

Data from Lead Tech’s top-performing partners tells us that the average number of contact attempts before conversion is between 11 and 14.

Get support from Lead Tech

Lead Tech’s partner success team provides support and training to all our partners to help them make the most of our leads. If you want to receive high-quality financial advice leads to grow your business, get in touch with us.

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