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Take a lead from AMI guide

The Association of Mortgage Intermediaries is launching a guide to help intermediaries with lead generation.

The move follows concerns from AMI members about the increase in the number of lead-generation firms which often do not deliver what they promise or deliver below their original sales pitch.

The AMI says there have been some cases of members paying for leads up front and then never hearing from the lead generator again.

The guide covers business development, questions to ask a lead-generation company and what type of firms to be wary of. It includes FSA principles and how they cover lead generation, types of activity to be wary of and issues to consider when choosing a firm.

The guide stresses the importance of record-keeping and conducting regular reviews of requirements.

AMI director Chris Cummings says: “Anyone reading the media might think buying in leads was a very suspect business. Under the right circumstances, lead-buying can, in fact, be an extremely valuable business tool. Our new guide has been produced to help mortgage intermed- iaries generate their own leads, buy in leads and find the right business partner to deal with.”

A2B Mortgage Company mortgage adviser Steve Brockman says: “Anything that can help firms from getting stitched up by these sorts of companies has to be a good thing.”

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