Comments on: To Return a Lead or Not to Return a Lead http://blog.leadcritic.com/lead-management/to-return-a-lead-or-not-to-return-a-lead The Home for Lead Industry News & Opinion Wed, 17 Mar 2010 15:42:02 +0000 http://wordpress.org/?v=2.9.1 hourly 1 By: John Scott Smith http://blog.leadcritic.com/lead-management/to-return-a-lead-or-not-to-return-a-lead/comment-page-1#comment-316345 John Scott Smith Wed, 21 Oct 2009 15:48:07 +0000 http://blog.leadcritic.com/featured/to-return-a-lead-or-not-to-return-a-lead#comment-316345 I like this discussion (and, the novella!) at least as much as the article that preceded it. The discounted price approach of LMB makes things so much simpler at the price of removing ALL feedback from the loop. However, I have found that in most instances our customer base is not interested in spending time reviewing the other points that we'd be looking for in lead returns. The focus is on closing rate, and little else. In fact, I have even found that many of the customers using CRM's are not pulling enough or the kind of reports that would aid both themselves in determining where to focus their efforts and us in driving up lead quality. Unfortunately, it really does leave us spending too much time divining what is working, best. I like this discussion (and, the novella!) at least as much as the article that preceded it. The discounted price approach of LMB makes things so much simpler at the price of removing ALL feedback from the loop.

However, I have found that in most instances our customer base is not interested in spending time reviewing the other points that we’d be looking for in lead returns. The focus is on closing rate, and little else. In fact, I have even found that many of the customers using CRM’s are not pulling enough or the kind of reports that would aid both themselves in determining where to focus their efforts and us in driving up lead quality. Unfortunately, it really does leave us spending too much time divining what is working, best.

]]> By: Lead Buyers, Returing Leads and Bad Lead Management http://blog.leadcritic.com/lead-management/to-return-a-lead-or-not-to-return-a-lead/comment-page-1#comment-316329 Lead Buyers, Returing Leads and Bad Lead Management Wed, 21 Oct 2009 04:57:25 +0000 http://blog.leadcritic.com/featured/to-return-a-lead-or-not-to-return-a-lead#comment-316329 [...] returns/scrubs to the lead providers too. I have written a post on whether or not you should be returning leads or not and many of you weighed in on the [...] [...] returns/scrubs to the lead providers too. I have written a post on whether or not you should be returning leads or not and many of you weighed in on the [...]

]]> By: Value of Providing Feedback on Leads To Improve Overall Lead Quality | LeadPoint Blog http://blog.leadcritic.com/lead-management/to-return-a-lead-or-not-to-return-a-lead/comment-page-1#comment-313348 Value of Providing Feedback on Leads To Improve Overall Lead Quality | LeadPoint Blog Mon, 21 Sep 2009 22:09:08 +0000 http://blog.leadcritic.com/featured/to-return-a-lead-or-not-to-return-a-lead#comment-313348 [...] that regularly is raised on online blogs and at lead gen conferences. The vast majority of lead gen thought leaders have, however, come to the conclusion that when working with an ethical lead provider it is in the [...] [...] that regularly is raised on online blogs and at lead gen conferences. The vast majority of lead gen thought leaders have, however, come to the conclusion that when working with an ethical lead provider it is in the [...]

]]> By: LEADCRITIC | Mortgage Leads News and Opinions http://blog.leadcritic.com/lead-management/to-return-a-lead-or-not-to-return-a-lead/comment-page-1#comment-143505 LEADCRITIC | Mortgage Leads News and Opinions Wed, 08 Oct 2008 04:52:05 +0000 http://blog.leadcritic.com/featured/to-return-a-lead-or-not-to-return-a-lead#comment-143505 [...] 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 your lead providers will save [...] [...] 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 your lead providers will save [...]

]]> By: Lead Quality In A Lead Exchange | Leadpile - The Lead Exchange Blog http://blog.leadcritic.com/lead-management/to-return-a-lead-or-not-to-return-a-lead/comment-page-1#comment-132383 Lead Quality In A Lead Exchange | Leadpile - The Lead Exchange Blog Mon, 29 Sep 2008 14:17:08 +0000 http://blog.leadcritic.com/featured/to-return-a-lead-or-not-to-return-a-lead#comment-132383 [...] a lead company potentially deal with lead quality if they do not allow returns? According to the Leadcritic, Lower My Bills has not allowed leads to be returned for some time. However, they incorporate an [...] [...] a lead company potentially deal with lead quality if they do not allow returns? According to the Leadcritic, Lower My Bills has not allowed leads to be returned for some time. However, they incorporate an [...]

]]> By: Raj Parekh http://blog.leadcritic.com/lead-management/to-return-a-lead-or-not-to-return-a-lead/comment-page-1#comment-130304 Raj Parekh Sun, 28 Sep 2008 00:50:34 +0000 http://blog.leadcritic.com/featured/to-return-a-lead-or-not-to-return-a-lead#comment-130304 No, Sometimes action requires research, conversation, trial and error, discussions with partners, financial modeling, and ultimately a commitment to allocate resources, both financial and human to these types of projects. I believe all the LMS providers are committed to bringing relevanct to the process of improving the entire lead life-cycle and their constant involvement and attempt to be part of the discourse should evidence that. I think to say that we're not or to imply that we're not with clever analogies is simply off base. I think these conversations are healthy and I know that there is work being done by all the players to improve the process. Doing as Anony-mouse points out, requires more than just words, that I agree with. But this dialogue, the conferences we are meeting at and sharing ideas and listening to each other's visions is just part of it. It has always been a part of it and it has in many cases been the catalyst for innovation. So, yes Mouse there is a lot of talk, and there's a lot of and lab testing that's going on. But in my opinion, the only thing you should be concerned about is whether our lab tests are being conducted on mice. I would seriously watch my back if I were you. ;-) No,

Sometimes action requires research, conversation, trial and error, discussions with partners, financial modeling, and ultimately a commitment to allocate resources, both financial and human to these types of projects. I believe all the LMS providers are committed to bringing relevanct to the process of improving the entire lead life-cycle and their constant involvement and attempt to be part of the discourse should evidence that. I think to say that we’re not or to imply that we’re not with clever analogies is simply off base. I think these conversations are healthy and I know that there is work being done by all the players to improve the process. Doing as Anony-mouse points out, requires more than just words, that I agree with. But this dialogue, the conferences we are meeting at and sharing ideas and listening to each other’s visions is just part of it. It has always been a part of it and it has in many cases been the catalyst for innovation. So, yes Mouse there is a lot of talk, and there’s a lot of and lab testing that’s going on. But in my opinion, the only thing you should be concerned about is whether our lab tests are being conducted on mice. I would seriously watch my back if I were you. ;-)

]]> By: Noel Collins http://blog.leadcritic.com/lead-management/to-return-a-lead-or-not-to-return-a-lead/comment-page-1#comment-129992 Noel Collins Sat, 27 Sep 2008 18:44:26 +0000 http://blog.leadcritic.com/featured/to-return-a-lead-or-not-to-return-a-lead#comment-129992 Horses die in the desert, it's that simple. Horses die in the desert, it’s that simple.

]]> By: Anony-mouse http://blog.leadcritic.com/lead-management/to-return-a-lead-or-not-to-return-a-lead/comment-page-1#comment-129463 Anony-mouse Sat, 27 Sep 2008 04:56:45 +0000 http://blog.leadcritic.com/featured/to-return-a-lead-or-not-to-return-a-lead#comment-129463 This industry knows how to talk but not do. With all these strong -- and long -- opinions, why isn't there more change in this space? This industry knows how to talk but not do. With all these strong — and long — opinions, why isn’t there more change in this space?

]]> By: Jeremi McMaster http://blog.leadcritic.com/lead-management/to-return-a-lead-or-not-to-return-a-lead/comment-page-1#comment-128855 Jeremi McMaster Fri, 26 Sep 2008 17:15:03 +0000 http://blog.leadcritic.com/featured/to-return-a-lead-or-not-to-return-a-lead#comment-128855 Okay so let it be known that i don't have the experience that some of the commentators do in lead management and lead distribution, but i do have the experience in taking leads. I started taking leads with get smart in 99/00 and continued taking leads with company's like LMB, LT, Adchemy ext for the next 8 years. Everyone of them had a different return policy and all of them moved in to the reduced pricing to offset the returns. I can see why they did this regardless of the profits its a big undertaking to deal with lead return. Most of the company's mentioned had a call staff that would actually call the returned leads to verify if they were good or not which is expensive not to mention time consuming. Now that being said here is my observation of lead returns, i hated having to return leads it was a pain to put them in a spreadsheet send them over, wait for two weeks till you received your next bill and cross check what were credited or not. My time is money so the less time i had to deal with credits allowed me more time to manage staff and oversee production which was my strong suit and allowed profits to increase. Now that im out of the loan biz and onto the lead biz i see the need for some form of communication on leads with the individuals who are working them. Im all about creating a good product that works, allows for a high contact ratio and high closing as well. There is no way to achieve high ratios without working with your customers and understanding how your leads are performing, bad info, didn't apply, great lead ext. There is no perfect world in leads and never can be but i think there is a way to find a balance between return and reduction in price. We haven't decided on the returns yet at my company as we are torn on the best method get feed back on our product Either way i know communication is the key to success of any product. Okay so let it be known that i don’t have the experience that some of the commentators do in lead management and lead distribution, but i do have the experience in taking leads. I started taking leads with get smart in 99/00 and continued taking leads with company’s like LMB, LT, Adchemy ext for the next 8 years. Everyone of them had a different return policy and all of them moved in to the reduced pricing to offset the returns. I can see why they did this regardless of the profits its a big undertaking to deal with lead return. Most of the company’s mentioned had a call staff that would actually call the returned leads to verify if they were good or not which is expensive not to mention time consuming. Now that being said here is my observation of lead returns, i hated having to return leads it was a pain to put them in a spreadsheet send them over, wait for two weeks till you received your next bill and cross check what were credited or not. My time is money so the less time i had to deal with credits allowed me more time to manage staff and oversee production which was my strong suit and allowed profits to increase. Now that im out of the loan biz and onto the lead biz i see the need for some form of communication on leads with the individuals who are working them. Im all about creating a good product that works, allows for a high contact ratio and high closing as well. There is no way to achieve high ratios without working with your customers and understanding how your leads are performing, bad info, didn’t apply, great lead ext. There is no perfect world in leads and never can be but i think there is a way to find a balance between return and reduction in price. We haven’t decided on the returns yet at my company as we are torn on the best method get feed back on our product Either way i know communication is the key to success of any product.

]]> By: Noel Collins http://blog.leadcritic.com/lead-management/to-return-a-lead-or-not-to-return-a-lead/comment-page-1#comment-128300 Noel Collins Fri, 26 Sep 2008 05:17:53 +0000 http://blog.leadcritic.com/featured/to-return-a-lead-or-not-to-return-a-lead#comment-128300 Raj, I'm not sure it's standardization I'm speaking of, I understand you are selling a technology that you've not let out of the bag yet, but I really don't believe that any lead provider or buyer out there needs some other fee/service to figure out how to send leads/negiotiate price points with lead providers... Next thing you know, we'll hear that Sparkoom is the savior of analytics when anyone can print out a credit pull report or closed loan/opened loan/contact rate report from any number of sources. The real question is when did everyone become lazy or refuse to use the tools at hand. If you think about it everyone from providers to LMS's companies to buyers complain that "No one does what they're supposed to". Yet everybody complaines about a bad economy and poor client base reception. Would you pay more for services in a economic depresssion for "Best Practices" that occur every day in well run organizations regardless of LMS/Provider/Buyer.? THOUGHTS???? Raj, I’m not sure it’s standardization I’m speaking of, I understand you are selling a technology that you’ve not let out of the bag yet, but I really don’t believe that any lead provider or buyer out there needs some other fee/service to figure out how to send leads/negiotiate price points with lead providers… Next thing you know, we’ll hear that Sparkoom is the savior of analytics when anyone can print out a credit pull report or closed loan/opened loan/contact rate report from any number of sources. The real question is when did everyone become lazy or refuse to use the tools at hand.

If you think about it everyone from providers to LMS’s companies to buyers complain that “No one does what they’re supposed to”. Yet everybody complaines about a bad economy and poor client base reception. Would you pay more for services in a economic depresssion for “Best Practices” that occur every day in well run organizations regardless of LMS/Provider/Buyer.? THOUGHTS????

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