How many of your LO’s are actually making you money? If I had to guess I would say that less than 20% of your team actually makes you money. The other 80% is probably wasting leads, money and valuable desk space.

I think most of you can agree that production has slowly decreased over the last 6-8 months, but I really wonder how many of you have made a change to your sales process. Yes, I know you probably tightened up your lead filters and adjusted lead spend, but did that get your conversions back to where they once where?

There comes a time when you need to trim the fat. We saw Lending Tree do this last month and I am sure many of you went through this same process as well. So now what do you do? If you don’t run individual conversion reports now is the time to start. Narrow down the performers and get rid of the LO’s that are not producing, even if it’s your brother-in-law. Sorry brother-in-law, but if its not you now, it may be your sister down the road, especially if the business goes to the pits.

This may be a tough move for many of you, but I recommend to those who currently do not employee telemarketers, to replace the LO’s that were not producing with lower paid telemarketers. Now is a better time than ever to begin feeding your producers with hot in-house transfers.

If you feel uncomfortable about making a change like this on a grand scale, start out with 2-3 telemarketers and get the ball rolling. I believe you will soon realize the benefits and continually scale up the initiative.

Guy’s this isn’t rocket science. You know the 80/20 rule is in effect and it’s probably more like the 90/10 rule if you are like many of the shops out there. You just have to take action.

Hasta la vista non-producers. .

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