Would you spend time talking to a lead for several hours about your product and various options if you knew they were not pre-qualified? Of course you would not. It would be a waste of time because they may never buy. Insurance leads needs to be pre-qualified so you know your potential customer is not a 10-year-old who filled out the contact form because they could. Okay, that’s a bit far-fetched, but you get the idea. You want customers who have the money to buy, the desire to buy and the need to buy insurance. You do not want someone who is just starting college who thinks they have the world by the tail and nothing bad will ever happen to them.

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