What exactly am I buying?

Ask whether the program delivers live calls, web forms, transfers, or saved records. Confirm the part categories, fields, lead age, territory, and buyer action that created the inquiry. Then ask the provider exactly what it means by “qualified.”

Is the inquiry exclusive or shared?

Clarify how the provider defines exclusive, how many businesses receive a shared inquiry, whether distribution is simultaneous, whether a record may be distributed later, how duplicates are identified, and whether the definition applies across every delivery channel.

Do not assume that every provider uses these terms in the same way.

How are leads delivered and reviewed?

Ask about:

  • Phone, email, web form, CRM, API, or other delivery.
  • Expected delivery timing and required setup.
  • Lead ownership and sales assignment.
  • Duplicate, wrong-category, or out-of-area records.
  • The process and deadline for reporting invalid information.
  • The documentation required for review.

Get the credit or replacement policy in writing.

What are the complete commercial terms?

Confirm billing method, minimum purchase or volume, setup charges, contract term, renewal, program changes, pause or cancellation terms, unused balance treatment, and any other applicable fees. Request written terms before relying on a verbal description.

Can my operation work the leads properly?

Evaluate whether you sell the requested categories, can fulfill the buyer’s location, monitor new inquiries, answer calls and follow up consistently, confirm fitment before quoting, track contacts and outcomes, and protect buyer information.

A good inquiry can still be wasted by poor routing or inconsistent follow-up.

How should samples and early results be judged?

Ask whether examples are demonstration records, anonymized records, or redacted records from the proposed program. Agree on performance definitions before delivery begins and measure contact rate, quote rate, close rate, cost per sale, and gross profit consistently.

Review the clearly labeled sample lead formats before discussing current program availability.