Guest Post By Adrian Huth, friend and “good guy” in the industry.

Allow me to introduce myself…. I am an individual who has been in the lead generation industry going on 10 years.  I have seen the industry involve from the early days of the mortgage boom to the now recent collapse and repositioning to new [...]

In the old days I would out lead providers for being scum bags, now I am a little more cautious, go figure! I guess I have also been a little naive in thinking that there were not as many shady companies in the industry has there once was.
The unfortunate news that they are still out [...]

Finding the right lead source has always been a problem. It often entails receiving a multitude of calls from sales people pitching the best quality for the cheapest price.  You then are forced to use your gut on whether or not to make a purchase. This isn’t much different then any other purchase. For example [...]

I think we all know that data is the key to successful campaigns. As a lead buyer it is extremely important to aggregate your data to a single location where you can properly analysize the data. From there you can determin what sources, filters or sales persons perform the best. For the lead providers they [...]

How easy is it to let the simple things in our businesses slip through the cracks?
I bring this up because of an email I received a few weeks ago. The sender was looking for advice on lead buying and I caught myself starting the email saying, “Buying leads is very simple…”. And in fact it [...]

Last week we briefly discussed lead volume per sales agent and more specifically how many leads each agent should have in their pipeline at any given time. This question is first in a number of lead management questions you should answer prior to starting another day of business.  There should be a number of business [...]

I had a great conversation the other day on the topic of lead volume per agent/ loan officer. The discussion evolved from the question I asked regarding how many leads each agent had in their pipeline at any given time. The answer was 150  to 200 leads. Based on my experience that seemed like a [...]

This is really simply too.
I have said it a number of times and I promise this will be the last. I talk to lead buyers every day that choose not to take leads on weekends, however typically I can talk them into taking the leads by telling them my many examples of how they convert [...]

Some time back, there was a conversation born from another post as to whether or not companies are really selling Internet leads in real-time.  I have to admit that the suggestion that companies are not, caught me by surprise.  The suggestion was that lead providers - and I am talking about the legitimate ones, not [...]

Just a little rant:
I have mentioned this and asked this question before, however I think it is worth asking again. What is the correct price YOU should pay for lead?
This may be different for each and every one of you and mostly likely is. Do you know what your target price is? I know many [...]

I just want to think out loud a bit, which I guess isn’t much different then most of the post here, so pardon the random direction of the post.
I was just thinking about mortgage lead prices and what the true value of a lead represents. I guess in most cases it is different for each [...]

I wanted to discuss a few issues that have continued to come up in the last few weeks for me in my daily discussion.
The first is the topic of returning leads or negotiating a flat rate. We discussed this topic last week and I posed the opinion that negotiating a flat rate of return with [...]