(877) 561-ZONE

Lead Tip #8:

Don't Get Stuck
With Bad Leads

It's a fact with ANY company you get online leads from: some leads you just can't contact or write.

Online prospects don't submit the right information 100% of the time. They mistype their phone number. They enter bogus info on purpose. Or they forget to enter in a condition that makes them uninsurable.

Do you have to pay for those?

Nope. At least, you shouldn't have to. Some companies refuse to acknowledge that bogus leads happen, and have zero intention of replacing them.

Others make it a headache to get the return credit you deserve. When you try to get your money back, no one answers the phone, returns your call or replies to your email - until you just give up.

Don't get burned by a company that holds your money hostage - refusing to credit you for their invalid leads and then pulling a disappearing act.

Your lead company is only as good as their return policy

Anyone can promise quality leads, but the test is if they make good on their word. Before you partner with a company, you need to know you won't eat the cost of invalid leads.

Ask these questions to find out how they handle returns:

• Do they give you a generous window to return leads by?
  This is a BIG one. Any agent knows you can't always get a lead on the phone the first time you call. Some companies only give you a day or two to return a lead. That's not always enough time to figure out if a lead's truly unreachable or uninsurable, and then you're stuck paying for it.

• Are returns monitored individually by a real person?
  Your lead returns should be verified by a real person, not randomly rejected by a computerized system.

• How do they define an "invalid lead"?
  Not all companies have the same definition. Some won't issue credit if just one piece of information is correct. That means if you've got a good email address but a bad phone number, you can't return it. Savvy marketers need complete information - including phone, email address and mailing address - so they can plug each lead into all their ongoing campaigns.

•  How easy is it to return a lead?
  You're too busy to hop on the phone and haggle for credit over every single bad lead. Your company should give you a convenient online system that lets you return bad leads from your desk, 24/7.

• How are replacement credits issued?
  Make sure you have a clear understanding of how your account is credited.

Avoid getting stuck with a pile of worthless leads you can't work, and can't get credit on. Before you make your next lead buy, get the details on your company's return policy.

Jeremiah Desmarais , ProspectZone. ProspectZone is a leading provider of internet leads to the mortgage and insurance industries, and the creators of Smart Leads TM. Reach him at jdesmarais@prospectzone.com or 1-877-561-9663 .

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Lead Improvements

Put a Dollar Value
on Your Lead Sources!

New Feature:
Cost Per Sale Report

No more guessing how your lead sources are doing. Now you can automatically track your conversion ratio and cost per sale for every lead source! See which lead sources convert highest for any time period you choose, based on the status you've given them.

Configure your Cost Per Sale report now.

1. Login to your BrokerOffice account
2. Click on the "Reports" tab
3. Your Cost Per Sale report is automatically displayed. Just click on "Configure it today!" and follow the simple steps to add a new lead source.

Editing Leads Just Got Easier!

New Feature:
Edit All Your Leads
From Your Dashboard

Now you can easily edit lead contact information and set their status straight from your lead summary page. Just click on the field you want to update, and enter the new information. Your changes are automatically updated once you click out of the field.

We've also added a new phone number field to your lead summary. Work straight down your list of new leads and update them as you go - no more visiting separate edit screens for each lead. Make changes to ANY lead, all from one screen.

Are You Using These
Other Cool Features?

Now that setting the status for your leads is so easy, you can get more value from these existing features:

Agent Sales by Lead Source Report

Compare the number of leads you've received from all your sources side-by-side, and get the stats on how many are at a certain status, including how many you've closed, quoted, or don't want to call again.

Lead Status Actions

Want a status to trigger a certain action? You can easily assign up to 3 actions to any status you choose.

1. Login to your BrokerOffice account
2. From your "Leads" screen, click on "Lead Status Actions"
3. Choose the status you'd like to trigger the action (Ex. Emailed, Left message, Closed)
4. Select your action. You can choose to stop LeadMiner autoresponder emails , delete an event from your calendar, or add an event to your calendar.

Need help? Just call our support department at
1-877-561-9663 ext 4 to learn more.