Business Accelerator: Fixing the friction in your lead generation

The conversation explores why word of mouth remains the highest-quality source of new business and why most brokers fail to systemise it. Back outlines how to activate referrals intentionally, identify “super referrers”, and avoid relying on one-off asks at settlement.

They also examine the limits of unfocused social media, the ROI potential of well-run live events, and the importance of positioning yourself as the guide through structured, high-value content.

Finally, the episode tackles the operational side: speed to lead, inquiry handling, qualification, and the critical difference between a lead, an inquiry, and a prospect.

A practical discussion on reducing friction, improving conversion, and building a lead funnel that actually performs.