More and more IFAs are looking to expand their businesses, in particular through the recruitment of new advisers to their firm. The challenge however is providing the right level of support and opportunity to enable advisers to achieve profitable business aspirations, especially when they may have a limited client bank, or indeed are totally new to the industry.
Keith Richards, group sales and marketing director at Tenet Group comments: “We are developing a number of initiatives which will help IFAs grow their business and generate additional income.”
Lead-generation is not a new concept, but following FSA regulation, including a ban on cold-calling customers, the number of lead-generation companies has grown rapidly.
Tenet recognised that advisers would benefit from some guidance in an area that can otherwise be something of a minefield and embarked on providing a service for its advisers that would offer assurance of both calibre and results.
To this end, Tenet has launched a comprehensive lead generation offering, available through the marketing zone of its member Extranet. Following a very successful member pilot scheme, to determine the service level and effectiveness of a number of different lead generation specialists, Tenet now has a panel of diverse preferred suppliers and can offer a bespoke service to its advisers.
Following the pilot scheme, the final suppliers chosen were a direct result of member experience. Participants were given a number of free leads and duly reported back their experiences. Many of the free leads proved to be lucrative as they converted into viable business and reported conversion rates from some members were as high as 50 per cent.
The newly launched offering aims to be both comprehensive and flexible, with the reassurance of quality control.
Advisers have the option to set up a number of criteria including purchasing only higher value leads, control the volume of leads received or even put them on hold for a period, specify the location of leads by postcode and even bulk buy leads – ideal for new advisers.
Group marketing manager, Richard Ardron comments: “The demand for fresh leads has picked up pace over the last few months, but as more and more suppliers enter the market, it is important to ensure adviser needs are being met, which of course vary from company to company. We are offering our advisers a variety of solutions, all providing something a little different.”
The Lead generation service has been launched to complement the Tenet Marketing Tool Kit, which offers comprehensive programme of marketing support, including services such as a website builder, email campaign management system and corporate print and design service, enabling advisers to create new business opportunities in a cost-efficient way.
