The smartest thing to do before buying any insurance leads from a lead generation company is to know your customers and understand what they want and need. Having a good idea of their financial shape is also a good idea, if possible.
You need to understand their decision chain, and by this we mean what is important to potential customers. Offering a random collection of policies or the wrong one drives clients away. Knowing what your demographic needs is the key to not only offering the right product at the right time, but converting the shopper into a buyer.
Once you have identified the right product, now is the time to start educating the consumer about the product/policy and what service, coverage and value they are getting by buying it.
Does it take a while to get all that done? Yes, but the more time you spend with a customer, the better they understand you and your products. This is not only beneficial for you, but the client. It generates loyalty and ensures customer retention and word-of-mouth marketing for you with their friends, family and relatives.