Vanessa Blount, head of paaleads.com, believed that with 65 per cent of people seeking financial advice online first, brokers who did not look to access the internet would miss out on potential business. She said:“Brokers have to wake up to the technology age. It’s astounding that there are those who don’t use the internet. People have switched on to the power of the internet. If brokers don’t, they will not be getting any business in five to 10 years’ time.”
While brokers may have an online prescence in the form of a website, Blount suggested internet leads were the only way for a smaller broker to truly access the internet and effectively reach potential clients.
Blount said: “Lead companies act as a conduit between a broker and a client, which provides the business to consumer element that wouldn’t otherwise exist. If a broker has a home page with their contact details and an enquiry form, how are they going to drive traffic to that site and convert it into meaningful business? People want to sort a mortgage out then and there and with leads, if a broker is quick off the mark, the client could still be on the internet when they reply.”
Steve Brockman, director of A2B Mtg Co Ltd, said the internet would definitely play a large part in the future, but added: “A lot of smaller brokers’ business comes through personal recommendation anyway, so they’re getting quality leads through known sources. I think most intermediaries would concentrate on providing a level of service that maintains as much of their current client base as possible. Surely it’s also quicker for a client making enquiries to go direct through a broker’s website rather than a third party.”
