Tag Archives: Ryan Mellor

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 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 and RegulatedAdvice.co.uk.

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 and RegulatedAdvice.co.uk.

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 and RegulatedAdvice.co.uk.