Medicare Supplement Leads Come in Many Forms

Medicare supplement insurance is popular for a variety of reasons, but chiefly because it saves American seniors a decent amount of money every year.
Today, a career in the insurance industry is a wise choice, particularly if you sell Medicare supplements. They are the main staple of many thriving insurance agencies. Those agencies that have built their customer base using Medicare supplement leads know that no matter how many leads they get, they always need more. Agents always want to have other lead generation techniques in their marketing arsenals.
Cold calling may be dead as a trend, but it actually does work for some agents. Those with a knack for engaging people in conversations find it easy to discuss just about anything with their potential customers, including what type of insurance they need to protect their health. Ease with the topic paves the way to a greater rapport between an agent and a lead, and a knowledge of the product allows agents to sell what they know would work for prospects with confidence.
In addition to sourcing pre-screened leads from a reputable lead generation company, other tried, tested and true tactics may include use of free classified ads, message boards, an agent’s website, Twitter, Facebook, Tumblr and other social media platforms. Agents should make sure to tailor the message to each medium and to write succinctly. It can be a big task, but making a pitch or posting information on Twitter comes easily for those who know their products. If written eloquence poses a challenge, agents can hire the work out.
However, an interested agent should note that some of the Medicare supplement leads found via social media and other methods may not be of the highest quality. Expand beyond one lead generation method. Combine social media and purchased leads for a solid, blended marketing strategy that provides leads on a daily basis.
Those who have an agency or personal agent’s website should make certain it is up-to-date with the latest information and looks fresh, appealing and clean. The site should be easy to load and should contain relevant information for seniors searching for Medicare supplement insurance. With a clean and functional website, a business can grow exponentially. A website gives an agent the opportunity to explain insurance jargon in plain English and to tell people what they need to know to make informed decisions about which Medicare supplements are the best fit.
Agents should treat each potential customer as if he or she were already a customer. A successful agent will go the extra mile to help someone choose the right supplement.

Maximize group insurance sales with a lead generation company

The best way to get good group insurance leads is to buy from a reputable lead generation company.

Agents often find it difficult to sell group insurance, despite the fact that the policies are quite lucrative when a sale is made. In part, this is because it is difficult to get companies to consider group insurance in the current economic climate.

Fair observation, but consider this. With reputably purchased leads from a solid lead generation source, an agent can contact companies who filled out forms for information online or provided phone numbers asking for information. Those companies are easily the ones with the highest chance of converting.

Some convert fairly quickly — maybe within a week. Others may take up to eight weeks. But if you follow up, keep in touch and provide good service, chances are that your next call will bring a sale.

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Know Your Group Health Insurance Policies

The better you know your product, the faster you can close a sale.

Most employers know they need group health insurance, but they do not have the time to study the options. They rely on you to inform them about pricing, details and the implementation of a given policy at a business like theirs. If you can’t answer those questions, it’s unlikely that you can make a sale. Many experienced agents already know this, of course. But some agents discover, at their own expense, that knowing their policies “in general” is not sufficient to carry to close a sale. Moreover, if you don’t know your policies intimately, you run the risk of selling someone the wrong group insurance policy.

Most of your potential group-health clients will be employers who want an economical solution that covers their workers adequately with little fuss. The more you understand a company’s expectations of health coverage, the better you can tailor solutions and present offerings to suit their needs.

Do not assume leads will know your job, because they will not. A business does not always leave its members time to explore insurance policy options. Keep them informed. Show them what they need to know. Stay in touch, earn their trust and work to close the sale.

There are lots of competitors out there. If you do not prime and prep your client properly, you may lose the sale to someone else. Remember to ask potential clients for an appointment, so you can show them what they need to know about your group health insurance policies. They’re busy. You’re busy. If you want to make a sale, you need to accommodate their timetables. A sale could be made or broken by not offering to meet them on their ground, on their time.

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How Leads Help Grow and Expand Your Insurance Business

Stop and think a bit about how leads help grow and expand your business. Sure, you could get out there and do some cold calling, but do you have the time and money to deal with the frustration of having people say flat out, “I don’t want to talk to an insurance agent.”

Fine. Those words are actually what prompted the growth of lead-generation companies. Now people can choose to speak with insurance agents, if they want, by simply calling in and asking for information, or filling out an online contact form expressing an interest in getting a call from someone.

Voila. Your lead from a lead-generation company is ready to go, ready to talk to you, ready to listen and more than likely ready to buy once he or she gets the required information. Leads come in real time, prescreened and prequalified, ready to be worked. Who needs cold calling when leads make life easy?

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Group Insurance Leads Can Be Lucrative if Worked Properly

Your group insurance leads can pay off in a big way, provided you work them correctly.

It’s no secret that group insurance leads that convert can be lucrative to your insurance agency. This is why it pays to have a source of viable, interested and prescreened leads. The more quality leads you have, the better your chances of building clientele and generating a nice income.

Remember though, quality leads do not grow on trees and if you want to make money, you need to invest in the right kinds of leads that have a high conversion rate. To ensure you get the best leads, aim for real-time, prequalified, prescreened leads that are ready to purchase. You do not want tire kickers or the curious. You want people with a serious and genuine interest in purchasing group insurance.
If you opt to get exclusive leads in this niche, your chance of converting those leads is relatively high. Understand that they do not just roll over the minute you call them. Selling group insurance is not like shooting fish in a barrel. You must still work for your sales. Know your product. Know where to find the kind of information your potential customers want and need. Offer quality products and superior customer service.

While much of this may sound like a no-brainer, it is important to point out that in this day and age the emphasis is more on the social aspects of selling and service than on the mechanics of a sale. That being said, the whole picture is important to consider. If you know your product, know how to provide good service, and combine those two things into a pleasing and personable approach to sales, your track record becomes phenomenal. Sales are a lot about you, and not always so much about the product alone.

Before you run out to buy your leads, keep your eyes on your target. In other words, are you interested in selling individual health insurance, or interested in selling group health insurance? If you lean towards group insurance, your clients are bound to be employers. This means you need to have an understanding of their point of view; they do not want to bust their budget to offer insurance to their workers. If you know that going in, you have a selling edge by offering the right kind of reasonably priced group insurance options.

Stay on top of your leads, follow up with confidence and make appointments. Ensure that the product you are offering not only suits the workplace but also meets the employer’s budget. If you can meet those expectations and come in with a good quote, chances are you will get the business. Isn’t that what it’s all about?

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Group Insurance Leads May Not Pay Off Immediately

Seasoned insurance agents will be unsurprised to hear that group insurance leads do not always pay off (at least not right away). This isn’t at all unusual. When a prospective buyer is considering a massive investment like group insurance, he or she usually wants to find as much information as possible before making the final decision to buy. Some companies drop group insurance or cut back on what they offer employees when faced with a fluctuating and damaged economy. Such an investment can seem like madness in such a market; who would offer new group insurance to workers if they may have to downsize suddenly or shut their doors for goods?

Agents who wish to pursue group insurance leads with have their best luck with exclusive orders. If you purchase an exclusive lead from a reputable lead generation company, you can “know” you have a good lead: potential buyers are pre-screened, pre-qualified and have actually asked to have an insurance agent contact them. In the current economic climate, it would be impractical to waste valuable time chasing down leads on your own. Exclusive leads have the potential to pay off now or at a later date, and that is an encouraging starting point.

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The Secretariat of Insurance Leads

There are 2 reasons why they post odds at the Racetrack:

  1. To assess the likelihood of each horse winning the race
  2. To determine what your potential winnings could be

Amateur bettors might get lucky by picking a longshot because of its creative name (ex. MyROIguy) or the jockey’s pretty colors or maybe the horse “winked” at them in the paddock. And every now and then, those amateurs get lucky and win the race for those very reasons.

For those who would like to make a more educated wager, there are racing programs. This is where you can read more about a horse’s past racing history, the trainers or jockey standings.

Watch Secretariat’s Historic Belmont Stakes Race Here.
But enough about horse racing, how exactly does this relate to selling insurance?

If you’re an agent, you would like to know the likelihood that you will be able to close your leads.

Amateur agents might get lucky with a cheap, shared lead every now and then, but is hoping to hit on a longshot the right approach for sustained success.

More experienced agents don’t buy leads because they’re cheap, they’re more focused on their ROI .

If there was a Racing Program for Buying Leads, it might look something like this:

Benepath Leads Competition
# of Times Sold Only 1 Agent 4 to 10 Times
Lead Generation Google, Bing Affiliates
Incentivized Traffic No Yes
Agent Branding Yes No
Show Clients Quotes Yes No
Benepath Exclusive Leads 4 to 1
Affiliates 10 to 1
Shared Leads 25 to 1
Incentivized 100 to 1

Go with the smart money— Exclusive, search generated leads give you the best odds for long term success.

Group insurance leads are gold, so work them diligently for the best results

Yes, this economy is not the greatest. Even though it appears that we are in recovery mode, there are still thousands of American companies that are rethinking their position on offering group insurance to their workers. So, when you need leads in this area, you want to know that what you get is a solid lead, one that has the potential to convert.

If you deal with, you get solid leads, ones which have been checked out and sent to you to work to close. Despite the tough economy, there are still companies and individuals who want group insurance for the benefits it provides. Don’t give up on the leads you get too soon. Sometimes it may take up to six weeks to make a sale. That is not unusual given the fact that it is a big financial decision.

Use follow up emails, send a personal note to distinguish you from the competition, compile a monthly newsletter chockfull of relevant facts about group insurance and know your products. You can’t lose if you stay on top of things.

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Exclusive Group Insurance Leads will make your day

Ever get a groan on when you open the door to your office and realize it’s time to work your group life insurance leads —- but you aren’t sure you want to, because it seems like everyone else and their dog has already called those on your list? The issue is you do not have exclusive group insurance leads, sent only to you and all ready to roll into a sale, so long as you do due diligence and work the lead.

Yes, you’re right, selling group insurance these days is difficult, but it’s not impossible, not if you have a reliable source of top quality exclusive leads that pay off when you work them. Pretty attractive thought, right? Picking up the phone and calling a lead that decides to go with your suggestions on a policy and buys within a week or two? It can and does happen and more so when you choose to invest in quality exclusive group insurance leads.

Choose your lead generation company carefully. You want a lucrative partnership and someone you know offers only the best leads in the industry.

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Does Your Lead Company Do This?

We continue to receive Sales Disposition Reports from some of our top clients. As we wrote back in the summer, this data enables us to continually make adjustments to our campaigns at the keyword level.

Contact rates and closing rates have improved, but they can get better. In one instance, we reduced a Client’s Cost per Sale by $200. Quite simply, we need more clients giving us this data. The larger the sample size, the more conclusions we can draw on what does and doesn’t work for our Marketing Campaigns.

There has been no change in where we are marketing, the landing pages and sites we are using, etc.

So, how can things change?

To find out, we take the disposition reports as well as other clients’ sales results and matched it up with our marketing data. Then the analysis can begin.

Here’s what we discovered:

  • Two sub sources of traffic from our long term advertising sources recently had substantial increases in their traffic. Some of you may now say that should have been an alarm in and of itself, but you would be dead wrong. This happens all the time and without knowing sales results there is too little data to have real actionable information.
  • Clients that were displaying quotes on their branded thank you page were closing 125% more cases than those without quotes. A consumer that types a keyword phrase with the word “quotes” wants to see quotes after filling out their information or know clearly how the agent will be delivering their quotes.
  • There are certain keywords that are getting more and more searches as Obamacare draws near.

Here’s what we did:

  • Blocked the two sub sources from displaying our ads going forward
  • Made improvements to our thank you pages
  • Increased bids on the keywords that are resulting in Sales and blocked keywords that have been identified as a lower likelihood of closing.

Without customer feedback, we would be flying blind.

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Check out our Video to learn exactly the process we go through to do our analysis.


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