Set-up, Leads

Leads may also be known as business introducers or sub-agents. They are typically people working independently from the office, who introduce clients, and in most instances earn commission from the resulting sales.

Lead records are set-up like all other address set records (see Clients, Entering & Saving Clients), but…

• Each lead must also have his/her identifying initials entered (e.g. George Webb & Co = GWC)
• Click the “Edit commission rates” button to enter or edit the lead’s rates (see below)
• If relevant, you should also enter the details of each lead’s group and office (see “Using Address Sets”)
• To create links to the lead’s group and office see “Clients, Links to Contacts, Partners and Groups”
• Use the “One-off” drop-down to specify whether the lead should continue to get commission after the first sale to the client

Email

If you enter the lead’s email address in the “Email” field then subsequently when you click the Email “>” button you’ll be able to start a pre-addressed email.

Additional Screens

You can activate a further 30 user-definable data fields by clicking (and thereby ticking) the Signpost button option “Additional screens / Show 30 additional search fields”. After this option has been ticked (i.e. made active) you access the extra screen via the black “Curve right” button. See “Additional Mailshot Fields”.

Default Adviser

You may have an arrangement whereby all clients introduced by a given lead should be advised by a particular adviser. If this is the case then for each such lead you should click the “>” button next to the “Default adviser” field and select the adviser. Subsequently if this lead is selected when entering a new client the default adviser will appear automatically. If you don’t have such an arrangement you should leave the “Default adviser” field clear.

Commission Rates

Enter the lead’s commission rate for each type of business (e.g. General Insurance new business, General Insurance renewals, etc). Use the “Base” drop-down to indicate whether the figure entered for the “Rate” is…

• A percentage of the total commission
• A percentage of the main (or first) adviser’s commission
• A fixed amount (e.g. 60 = £60.00 instead of 60%)
• A percentage of the total annual commission
• A percentage of the total Life commission before Lautro uplift