Broker guide

How to follow up SME finance enquiries

Short answer

Call within the first hour if you can, then follow a short sequence: a second call the next day, a friendly SMS, and an email that restates the business owner's need. Keep notes on every touch so nothing is repeated.

Speed matters most

Business owners often ask several providers at once. The first broker to have a helpful conversation usually wins the relationship.

A five-touch routine

Day 1: call and, if there is no answer, leave a short voicemail.

Day 1: send an SMS saying who you are and that you have their enquiry.

Day 2: call again at a different time of day.

Day 3: email a short summary of their stated need and two possible options.

Day 7: one final call or SMS, then move them to a longer nurture list.

What to say on the first call

Confirm the need they stated, ask how soon they need funding and what they have already tried. Avoid a hard sell: the goal is to agree a next step.

Use your CRM

Private notes, contact history and exports help you plan follow-ups and avoid calling the same person twice in a day.

Questions brokers ask

How quickly should I call a new finance enquiry?

Ideally within an hour. Response rates fall quickly after the first day.

How many times should I try to contact a lead?

Around five touches over a week across phone, SMS and email, then a slower nurture sequence.

Should I text or email first?

Call first. If there is no answer, a short SMS is the best second step because it is read quickly.

What a full enquiry record looks like

Sample record with a fictional business owner, shown in the real broker CRM.

Expanded enquiry record in the Finance Leads broker CRM

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