Tag Archives: Ryan Mellor

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.

Behind the scenes at RMT Direct

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Steve Garbett

It might be Friday, but we are still working hard in the office on your behalf at the RMT Group. Introducing Steven Garbett who is our top telephone co-ordinator for making appointments to help people reduce their pension charges through IFA Direct Home.

Jeff Bertrand

The RMT Recruitment brand is part of the RMT Group helping source clients searching for a new career in the UK and overseas in the financial sector. Introducing Co-founder Jeff Bertrand at RMT Recruitment office who extends and assists the recruiting arm adding a competitive advantage by sourcing, recruiting and hiring top level talent for it’s clients.

Charlotte Till

We know who is BOSS at the RMT Group in the office… spot the coffee mug.

ryan e. mellor

Ryan Mellor Co-founder of the RMT Group has been busy this week connecting with IFA’s across the UK to join us in business to business.

RMT Direct the web portal and registered trademark of RMT Group is ranked number #1  on Google UK for financial services leads.

Ryan Mellor, Co-founder at RMT Direct

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

B2C Cold Calling – The Expansion

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B2C Cold Call
The who, what, why, where, when and how

At IFA Direct we divide the call into 4 parts, the introduction, expansion, home run and the benefits.

This post will look into more detail what should happen in the expansion part of the call. The expansion is the most unscripted part of B2C Cold calling process and is generally the longest part of the call. Its essentially, the fact find part of the call where the caller will find all the pertinent information relating to the prospect. It is the who, what, why, where, when and how.

So many time newbies working in our B2C team, given any interest in the hook part of the call by the prospect will talk at the prospect rather than ask the who, what, why, where, when and how.

One guy who was working in our call centre, who I will not name, talked non-stop for 3 minutes, simply because the prospect had a pension. When questioned why he had talked non-stop for 3 minutes he said “well he had a £20,000 pension, so I had to tell him everything….!”

No doubt he had been so relieved from the previous 50 “not interested’s” that he fell into the classic trap of telling and not selling. Ironically, this approach would be more likely lead to boring the prospect or pushing the prospect away, rather than achieving the desired outcome of generating a need and booking an appointment.

Selling is asking the who, what, why, where, when and how. Asking for example “Who is your pension with?..How long have you had the pension….What type of pension is it….What is the value of your pension?

Once you have basic information regarding the prospect, you  then maybe armed to calculate potential savings from Annual Management Charges (AMC) . If you could demonstrate a £5,000 saving in AMC over 5 years before their 55th birthday, they are more likely to engage with you, take note and perhaps book and an appointment to see a financial advisor, rather than if you simply told them this.

You can thing bring other relevant benefits into the B2C cold call such as the possibility of transferring to a more flexible pension which they probably don’t have and need. Simple.

Ryan Mellor, 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.

Ryan Mellor at RMT Direct Answers FAQs

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ryan Mellor
RMT Direct Appointment

IFA Question – What IFA Lead products do you have?

Ryan Mellor – We have 3 products IFA Direct Home Appointment, IFA Direct Business Appointments and Online IFA Leads.

IFA Question – How do you generate your IFA Home Appointments?

Ryan Mellor – We use a dialler system using opted in data, calling postcode specific areas. The data is profiled to persons between the age of 35-55, homeowners who earn a minimum of £25,000 per year.  The pension appointment is booked around the potential benefit of reducing the Annual Management Charge.

IFA Question – How much do your IFA Home Appointments cost?

Ryan Mellor – Less than £20,000 we charge £265+ VAT and above we charge £295+ VAT.

IFA Question – I won’t make any money on appointment that is below £20,000.

Ryan Mellor – I fully understand that appointments below £20,000 are not that popular with IFA’s, and may not be hugely profitable, however only 20% of our appointments are below £20,000. The idea is that if the IFA can break even on 20% of the appointments that are less than £20,000, then the appointments that are above the £20,000 will results in a very healthy £50,000 average.

IFA Question – What is the conversion rate?

Ryan Mellor – Conversions, vary between  70-80% for pensions. Other areas of business , an additional 30%.

IFA Question – What is your criteria?

Ryan Mellor – As a standard we filter out Civil Service Pension  Schemes and Occupational Schemes, so we are left with just Personal and frozen Group Personal Pension Schemes. The minimum is £12,500 although the average is pension pot size is £40,000.

IFA Question – What information is sent out to the client?

Ryan Mellor – We send out a IFA Direct branded profile of your IFA firm, as soon as the appointment is booked.

IFA Question – Do you provide appointments for restricted advisors?

Ryan Mellor – Yes.

IFA Question – Do you provide appointments for introduces?

Ryan Mellor – No.

IFA Question – Whats the minimum order?

Ryan Mellor- An initial trial comprises of 6.

IFA Question – How does the Book Now Pay Later Scheme work for IFA Direct Home Appointments?

Ryan Mellor – We ask for a deposit payment of £295+ VAT. We then invoice the day after the appointment has been sat. You have until 12:00 the next day to reject the appointment. We would then invoice for payment within 2 days. Should you wish to terminate during the initial trial then the last appointment would not be charged for. If you like our service then the agreement continues for one year or until you terminate which is a minimum of 30 days notice from the end of the next subscription period. Most IFA’s have 5 appointments per month. Once you have paid for 6 appointments we revert to weekly billing. We do not charge a set-up fee.

IFA Question – What happens if I want more or less?

Ryan Mellor – We just require notice. Should you want a break for a few weeks or you want to reduce your supply, we just need a sensible notice period. We don’t like to be switched on and off as we lose money through wasted call backs that don’t materialise into an actual appointment.

IFA Question – Where are you guys based?

Ryan E. Mellor – We are a UK company, with a 30 seat call centre based in Mijas Costa, Spain staffed entirely by British expats.

IFA Question – Do you have any testimonials?

Ryan E. Mellor – Yes, see https://www.rmtdirect.com/clients.php

IFA Question – How is the appointment booked?

Ryan Mellor – The appointment is a financial review covering one of 6 areas with either a Director, Senior Manager or the owner of a business.

1. Key Person Insurance , to protect your company in the event of sickness or premature death of a key employee

2. Inheritance Tax Planning, designed to mitigate IHT and to ensure that” inherited assets find their way to the right person at the right time”

3. Personal Protection Insurance, including life and critical illness protection on loans and mortgages, designed to protect both your business and family members

4. Personal Pension Plans and the impact that the 2015 pensions legislation will have on inherited fund values and the full range of options available to policyholders

5. Buildings & Contents Insurance, offering the most competitive rates to protect both your business and your residential properties

6. Bloodline Planning, ensures your assets  on death find and stays with  the right person

In addition we can book appointment for Workplace Pensions, including auto-enrolment and the establishing and monitoring of Staging Dates.

IFA Question – What is the conversion rate for IFA Direct Business Appointments?

Ryan Mellor – The conversion rate hovers around 50%.

IFA Question – How does the Book Now Pay Later Scheme work for IFA Direct Business Appointments?

Ryan Mellor – We ask for a deposit payment to the value of one appoiuntment. We then invoice the day the appointment is made or within 30 days that the appointment is due. Should you wish to terminate during the initial trial then the last appointment would not be charged for. If you like our service then the agreement continues for one year or until you terminate which is a minimum of 30 days notice from the end of the next subscription period. Most IFA’s have 5 appointments per month. Once you have paid for 6 appointments we revert to weekly billing. We do not charge a set-up fee.

Ryan Mellor, 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.