Tag Archives: RMT Group

Interview with Ryan Mellor, Sales Director of RMT Group

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ryanmellorRyan, why do you think the UK market financial services lead generation is so interesting for RMT Group?

I think the UK market is interesting for two main reasons. The first reason is that our brand RMT Group and RMT Direct Leads is well recognized in the UK by Independent Financial Advisors and Restricted Advisors alike because of its great reputation for high quality appointments offered, which has helped us achieve steady growth over the past 4 years.

Large financial advice networks and its advisors rely on our customer acquisition solutions, such as True Potential, SJPP and Charles  Derby. We work in total with 35  financial advisor firms who have a constant demand of our appointments. We have now completed a large number of appointments and positive testimonials over the past 4 years that we now use to strengthen the positive image of our brand. We are also #1 on Google UK for many related financial services lead search terms.

The second reason is our role in the UK market. We have recently registered a Gibraltar that applies no VAT to the sale of services to the UK means we have a unique 20% advantage over our UK competition. Gibraltar itself is dominated by financial services and online gambling. It represents a big opportunity to take RMT Group to another level and expand volumes considerably.

How are financial services lead generation doing at the moment?

Since the introduction of the Retail Distribution Review in 2012 we have seen strong demand for financial services leads. To put it simply, it is now very feasible for a financial advisor to buy in leads and turn these into fees with relative ease as you now giving the consumer a service that should improve their financial situation. We have almost unlimited demand for our appointment service but the difficulty lies in generating the actual appointments which is becoming increasingly challenging. Through data profiling we have stemmed the natural decline in call rate conversions which has happened over the past 2 years due to PPI and Charity telephone campaigns which have impacted negatively in the consumers mind. Added to the recent clampdown by the Information Commissioners Office – the ICO on opted in data, resulting in Call Credit Group pulling out of the market for the supply of consumer data in February this year has made data acquisition very much more difficult.  We have discovered that a appointment setting is still our strongest sector. It represents 60% of everything we do. We moved into the online financial services lead generation earlier this year which is growing steadily.

What strategy have you put in place?

There are three clear strategy points that I’ve been focusing on. We’ve been focusing on upholding the great brand that RMT Group represents. We must always be aware of perception in the market, our customer service, so that our brand stays strong. Our second strategy is to do business with both clients and end-users in both the online financial services sector and financial advisor appointment setting, which is our strongest area. Thirdly, to be the number one choice for high quality financial advisor appointments covering the UK.

Are there any activities or current projects you could talk to us about?

This year we have rebranded IFA Direct to IFA Direct Home and launched a brand new website and brand Local Professional Direct. This will enable RMT Group to expand into other verticals such as Mortgages, Insurance, Accountants and even Architects leads.

Could you tell us a bit more about your call centre, its structure and the people

We have colleagues who have spent a long time at RMT Group, such as Ann Causer and Peter Buckley. They know the product and our people very well. We’ve been working together for a long time. It is important to have trustworthy and reliable RMT Group colleagues.

Three years ago, we had the possibility to move to larger premises, which we did and more recently we added a second office for the online activities. We like to have a good atmosphere between our colleagues. We always do a summer event, this year being in Malaga and we also get together every year for the Christmas party in our favourite restaurant Ponchos. There are 15 of us all together in the office. There are a Operations Manager, two administration assistants ten co-ordinators,  Charlotte Till who is the Operations Director and myself.

Could you tell us about your background?

After my university degree, I began my career as a trainee architect for the architectural firm Lawrence Tring Architect’s. I then had the opportunity to work as a technical coordinator for a social housing developer company in London, Lovell’s before moving on to Taylor Woodrow. After relocating to Spain 11 years ago, I started a new career in marketing overseas property and investments before setting up my own company. In 2012, I set up, with Charlotte Till, RMT Group (UK) Ltd a company providing financial services leads to the new restructured financial services sector before setting up RMT Group Limited in Gibraltar in 2015. We own the brands IFA Direct Home and Local Professional Direct. I live in Spain with my partner Charlotte Till and we have one son.

Ryan Mellor is Co-founder of RMT Group, RMT Direct Leads, IFA Direct Home, RegulatedAdvice.co.uk and Local Professional Direct.

A Day in the Life of Charlotte Till – Operations Director at RMT Group

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charlotte till

Being the Co-founder & Operations Director of RMT Group (UK) Ltd, the role of Operations Director has been established and adapted by myself from the very beginning. My main role, consist of looking after the IFAs needs and managing the co-ordinators who call on behalf of IFA Direct Home. It’s a kind of tug of war between the IFAs high demands and the co-ordinators desire to book as many appointments as possible.

Once the financial advisors have signed up to a campaign of IFA appointments through the web portal RMT Direct, they are passed over to me. After setting up the diaries, ordering the data and getting the IFA set up on our system, we are ready to go. My main role with the financial advisors is to make sure that their campaign runs smoothly, at both ends and answer any questions or queries that they have.

Even though, we all do the same job every day no day has ever been the same. With up to 24 co-ordinators spread over 2 offices, it can get very busy and noisy. The staff always has many questions and quite often would like me to do the impossible. For example, “ I have a client who is only available at 8 O’clock, Friday evening. The IFA ‘s diary shows him as busy at that time, but can I book it please?”. Obviously, my answer is no.

The co-ordinators work from a dialler and a CRM and it is up to me to make sure that they manage their time efficiently and that they are doing what they should be doing. I believe I am quite a fair manager, so mainly I am just making sure they get on with the task in hand. As I mentioned before, I do get asked a lot of questions every day. I can’t say I always know the answer, but I have the IFA’s on board to ask if I do not know something.

Working with both the co-ordinators and the IFAs, I am the go between the two of them. I am sure every now and then, they would love to be in contact with each other, but that is my job! I am fair to both parties and always investigate any issues fully and answer any questions given to me. Basically, the final decision is mine.

I am very lucky to have an amazing colleague, Ann, who assists me in all that I do. Thanks Ann!

I enjoy my job very much. I enjoy working with the co-ordinators and the IFAs and feel that I have a good relationship with all parties.

Charlotte Till, Co-founder at RMT Direct

If you are a financial advisor and you would like to work with us, please visit RMT Direct.

Ryan Mellor is Co-founder of RMT Group, RMT Direct Leads, IFA Direct Home, RegulatedAdvice.co.uk and Local Professional Direct.