Company track record
Here today, gone tomorrow. Brokers need reassurance that the companies they choose for their marketing campaigns are reputable and professional. Brokers also should verify that the telemarketing company complies with all federal and state do-not-call legislation. Brokers also must protect themselves from National Do-Not-Call Registry legislation and ensure their telemarketing company assumes all responsibilities for these infractions. A main reason for outsourcing telemarketing is to avoid these hefty fines, so brokers must ensure they assume no liability.

In addition, check the company’s history to validate its credentials. If a company is somewhat new, be concerned — it might not have a track record. Try to target established companies; longevity often is a sign of success, and success translates to a quality telemarketing system.

Never be afraid to ask for industry references. Speaking to another broker often will provide insight about what to expect.

Although it can be frustrating, lead generation can increase revenue and closings for brokers. Telemarketing, though often frowned upon, is the best resource to use when searching for qualified mortgage leads. When done properly, telemarketing lead generation provides the mortgage community the best option for qualified, exclusive leads.

Choosing the right telemarketing company will increase your success rate and ROI.

Michael Bococinski, founder of TheMortgageCircle.com and senior vice president of business development for Metro Marketing, is a specialist in direct mortgage marketing. He has provided the mortgage industry powerful and successful consulting through direct-marketing campaigns for more than 10 years. For a free mortgage marketing analysis, call him at (888) 781-2770, or e-mail him at mbococinski@themortgagecircle.com.

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