5 No-Fail Open Enrollment Marketing Ideas for Your Insurance Agency

The health insurance Open Enrollment Period is here, and for many insurance agents, this is a crazy and overwhelming time. Not only will you be trying to manage new leads, but you’ll be trying to take care of client requests and renewals. All of this while trying to stay organized, and dealing with any other issues that come up at your agency. But, while there will be a lot on your plate during this time, you still have to find a way to stay on top of your marketing strategy, since one of the main things that will help you be successful during the Open Enrollment Period is driving conversions.

Why Marketing Is So Important

As mentioned, the OEP is a critical time for insurance agents, because you have both prospective and current clients who will need your help finding a health insurance policy. Some might be looking for a completely new plan, while others will be looking to make changes, and some might be looking for policies to add to their current plan. Knowing how to market your insurance agency will help you reach the right audience at the right time, which will help you maximize your conversion rate as you save time and money.

Marketing Tactics To Consider

1. Publish strategic SEO-driven content

SEO written in the middle with connections to words related to SEO
The best way to get traffic to your business is by creating SEO-driven content.

There will be a lot of people searching online for health insurance options before they make a purchase during the OEP, so you need to be as far up in the search rankings as possible. This means publishing SEO-driven content using targeted keywords and answering the questions that your target audience is asking online. Blogs are a great way to get your business in front of inquiring leads, just make sure you research all the keywords and topics your customers are searching for.

2. Get your agency a Google My Business listing

What pops up when someone searches for your specific insurance agency on Google? Is there a picture of your agency? Is the correct address listed? Are the hours and phone numbers correct?

You want to make sure that info about your agency is easily accessible and correct, so get yourself a Google My Business listing. To create a listing, first sign in to Google Maps. Then you can add your business easily: Enter your address in the search bar. On the left, in the Business Profile, click add your business. After that, just follow the on-screen instructions to finish signing up for your Business Profile.

3. Ask for reviews and referrals

Around 89% of consumers read reviews before making a purchase, and 92% of consumers trust referrals from people they know, so it’s very important to have plenty of both. You can ask for referrals from current customers, and use them to your advantage to bring in more customers. As for reviews, make sure that your ratings are up on the Google My Business listing you created. And if you have any negative reviews, make sure that you respond to them and try to rectify the situation.

4. Look for cross-selling opportunities

Cross-selling opportunities can boost your sales and customer retention, as well as customer satisfaction rate. Before your renewal meeting with your current clients, make sure to always check for cross-selling opportunities. You can conduct comprehensive audience research to identify what your clients’ needs are, which should be done regularly – after all, customer needs are always changing. For example, if they just got married, engaged, or are having a baby, you can open up a conversation about looking into a healthcare plan that will meet their new needs.

To increase your chances of making a sale, implement your cross-selling strategy within 30 days of your initial conversation. Timing is critical, and if you wait past this period, your efforts will be less effective.

5. Use automated email campaignshand with lots of mail leaving it

Automated email campaigns will help you stay top-of-mind with new and prospective clients. Make sure to tailor the information in your emails to your audience, and to personalize your message to individuals as they move through the sales funnel. You can create many types of emails with different purposes, such as product promotions, follow-ups, and notifications to upcoming changes in their policy.

How Benepath Can Help You Succeed

Marketing is one of the most important things to focus on for your business to bring in and convert more leads. But if you need help finding leads that are qualified and ready to be converted, Benepath can help! When you work with Benepath, receiving reliable, exclusive leads is the easy part.

We provide real-time leads through a secured process and give you a customized thank-you page so your leads will be ready for your call. This thank-you page assures leads that they won’t be bounced around between agents and gives them a feeling of connection with you right from the start. We offer the leads, and, while it is up to you to properly nurture your leads, we’ll be behind you every step of the way. You’ll find, though, that our leads don’t need much nurturing because they are ready to speak with you and buy your product! But if they do need some nurturing, follow the effective ways mentioned above to seal the deal. To get more information, fill out the form below or call 866-368-0377.

A Health Insurance Agent’s Guide to the OEP

The ACA Open Enrollment Period, or OEP, is right around the corner. Once November hits, it will be without a doubt one of the most overwhelming and hectic times for insurance agents. Not only will you be trying to catch up with current clients, who might have changing needs, but you will also have to continue to bring in new clients to help your business grow. All of this might seem like a lot – you might even begin to panic as the OEP gets closer – but this guide will help you fully prepare and remain confident going into this intense time!

Prepare, Prepare, Prepare!

Would you take a test without fully preparing for it? Probably not. And neither should you go into the OEP without preparing, since this time is a major opportunity for insurance agents. Remember, November 1st will be here before you know it!

Preparing for the OEP now will allow you to maximize your written policies and get ahead of the competition. To do this:

hand over different forms of communications

  • Make contact with potential clients now
  • Schedule their appointments
  • Make sure that all of your FAQ sheets are up to date

This is also a great time to set goals, such as how many policies you are hoping to sell, how many renewals you’re hoping to get, or how many current clients you are going to help change plans.

The next step is to determine how you are going to reach these goals, and a good place to start is with your marketing strategy.

Marketing Is a Must

To meet your goals, you’ll need a good marketing strategy, which will help you find customers that match your filters and then guide them towards you. Generally, a good place to start is by heading to social media, and by creating helpful content. Consider providing information that answers the frequently asked questions people are asking during the OEP. Not enough time for marketing and all your other work? Consider hiring someone to do your marketing for you, at least during the OEP.


stopwatch with the word deadline
Aim to call a prospect within 5 minutes of their request!

Although the OEP is going to be a hectic time, and it’s going to be hard to keep track of everyone, following up is crucial to the success of your business. You have to immediately reach out to a customer after receiving a request or interest, since the OEP provides only a very limited time frame.

While you might normally have a little more leeway, at this time aim to call a prospect within 5 minutes of their request, because waiting too long might just cost you. And if you do reach out to a lead within 5 minutes and don’t get a response, follow up with an email to schedule a day and time to connect with them – and be sure to follow up with your appointment!

Looking For Leads?

The ACA Open Enrollment Period is a busy time for a lot of agents, but if you’re still looking to build your client list, come to Benepath! Working with Benepath means you’ll be able to free up more of your time and increase your sales. We offer you real-time exclusive leads who are warmed up and ready to purchase an insurance plan. You just have to provide us with the days and times you are available so that we can send you live transfer calls during your specific hours.

In short, we do all the work for you, finding you pre-qualified leads and simply passing them off to you to make the sale. Benepath will provide you with better tools, more guidance, unsurpassed sales training, and techniques from the most successful agents and trainers in the industry, not to mention the best leads available! To get more information, fill out the form below or call 866-368-0377.

How You Can Prepare For Open Enrollment

The ACA Open Enrollment Period comes up fast, and can be a stressful time, not only for people shopping for plans, but also for agents selling policies. There is going to be a large number of people looking for health insurance this month and next, so you’ll need to be prepared! In order to have a smooth experience during this Open Enrollment Period, you will need to have the right resources and know what to expect, so check out our tips to help you save time, avoid mistakes, and sell more.

Make Sure You Are Registeredlaptop screen with a green checkmark in a box

Before you can make any sales during the Open Enrollment Period, you will have to be authorized to sell plans through healthcare.gov, so make sure that you have completed registration and training to become a federally facilitated Marketplace agent or broker.

Be Aware of Any Changes

Double-check with all of the insurance carriers you work with so you’re aware of any changes to plans for the coming year, and you know which carriers are entering or leaving your market. If you are contracted with a carrier, they will send you announcements around July or August, so make sure you’ve reviewed all of the information you received this summer.

Market Your Services

With so many people shopping for insurance plans during the OEP, now is the time to market your business and get your name out there as much as possible The best way to market yourself and your services is by producing guides, blog posts, advice, and more to help engage your audience, and provide them with the information they are looking for, so you can entice them to reach out for your assistance.

social media written in blocks next to a phone with facebook login page on the screen
Link your blog posts to your social media accounts to get yourself out there more.

Maintain Your Social Media Accounts

In addition to marketing your business through your site and blogs, one of the other ways that you can market yourself is through social media platforms like LinkedIn, Facebook, Twitter, Instagram, and Tik Tok. Link your blog posts to your social media accounts, engage in conversations about health insurance, and share important information.

Keep Up With The Industry

It’s important to stay on top of what’s going on in the health insurance industry so you can be better prepared for the Open Enrollment Period. Stay on top of eligibility requirements, and any updates or changes by reading any articles you come across.

Don’t Forget Your Current Clients!

silhouette of two people shaking hands
Take the time to contact your current clients and make sure they are happy with their current plan.

Check in with your current clients and make sure that the plans they have will still suit their needs for the next year. Take the time to contact them and ask them if they are happy with their current plan and make them aware of any changes coming to their plans. Paying attention to the needs of your customers and showing that you are dedicated to them in this way will ensure that they remain satisfied with your service.

In addition, make sure to engage with your customers year-round, not just during the Open Enrollment Period, in order to build more personal and solid relationships with them. This can also open the door to more cross-selling opportunities.

Selling during the Open Enrollment Period is an important part of growing your business, and the best way to make as many sales as possible during this busy time is to be prepared. Follow the tips presented to reach leads, convert them to clients, and further your knowledge of the industry. This will not only help you during the Open Enrollment Period, but throughout your whole career!

Changes To Health Insurance This Year

There are a variety of changes to health insurance plans that have taken effect in 2020. Changes include everything from new states creating individual mandates to carriers offering new plans in new places. In order to provide customers with accurate information, you need to stay up-to-date on all of these changes. Here’s a look at what’s new for 2020.

Premium Prices

Health insurance premiums changed this year, as they do every year. Surprisingly, premiums increased only slightly in most states. In some states, such as Maryland and Wisconsin, premium prices have actually decreased.

Health Insurance Mandates

chartoon of a man with a speaker stangin on top of gold coin piled up.
Some states still have their own individual mandate that people must have insurance or face a penalty.

Prior to 2019, the individual mandate meant that people had to have health insurance or face a financial penalty. An exemption was needed to avoid this penalty. When the mandate was repealed in 2019, many thought that fewer people would purchase health insurance. The opposite has actually been true: more people have been signing up for plans since the repeal in 2019.

Some states still have their own individual mandates. People in these states who fail to sign up for insurance will need to qualify for an exemption if they want to avoid a penalty. States who currently have an individual mandate are:

  • California
  • District of Columbia
  • Massachusetts
  • New Jersey
  • Rhode Island
  • Vermont

Changes In Cost-Sharing

According to the CMS, cost-sharing amounts have changed for 2020. The changes are as follows,

  • Self-only affordability cut-off for employer plan coverage: Officials proposed increasing this limit from 8.3% to 8.39% of projected household income. In the final parameters document, the self-only affordability cut-off for employer plan coverage was set at 8.24%.
  • Maximum annual cost-sharing amount: Officials had proposed increasing this amount from $7,900 last year to $8,200 for self-only coverage, and from $15,800 to $16,400 for family coverage. In the end, CMS decided to set the maximum annual cost-sharing amount at $8,150 for self-only coverage, and at $16,300 for family coverage.

New Insurers In Town

green sign that says possibilities with many arrows leading to the word possibility.
New insurers are expanding into more counties, offering people more options and possibilities.

The ACA has more marketplace options in more areas this year. Centene and Oscar

Health have expanded into counties where they hadn’t previously offered plans. Blue plans, Cigna, and Anthem have also chosen to expand into new areas.

Oscar will now cover individuals and families in 6 new states, and a total of 12 new markets. For its new individual markets, Oscar has expanded in Florida, offering plans in Miami, Tampa, Ocala and Daytona. Oscar is also offering plans for the first time in Philadelphia, Denver, Richmond, Atlanta, and the Kansas City metropolitan area across Missouri and Kansas. In Texas, Oscar will begin offering plans in Houston and expand its current options in Dallas-Fort Worth. Oscar is also expanding to serve many counties in Western Michigan.

Centene plans on expanding into 10 markets, including Arizona, Florida, Georgia, Kansas, North Carolina, Ohio, South Carolina, Tennessee, Texas, and Washington.

Cigna announced they will be expanding in the federal health insurance marketplace, specifically 19 new markets (counties) in 10 states: Arizona, Colorado, Florida, Illinois, Kansas, Missouri, North Carolina, Tennessee, Utah and Virginia. They are offering $0 preventive care, free telehealth services, and low-cost options for chronic disease management. This is a big deal for people that did not previously have this kind of coverage available to them.

What insurance agents need to know during the COVID-19 pandemic

It’s going to be the buzz word of the century. COVID-19, The Coronavirus, The pandemic. Right now, it has the world’s economy in shambles and people are fearing for loved ones’ well-being. It will go down as the great interruption of the 21st century.

With schools shut down and businesses operating remotely, any sense of normalcy is all but forgotten. Along with personal lives, this same impact is being felt in industries across the country. The insurance industry is no exception to this, and what insurance agents need to know during the COVID-19 pandemic needs to be laid out.

As a lead company that runs marketing campaigns nationwide, we have experienced the digital impact of this virus first hand. We have generated leads digitally for over 10 years in numerous verticals including Medicare supplement, individual health, commercial, and group health. We are seeing wild disruptions in how consumers typically interact with insurance agents in every one of these verticals.

However, we are discovering trends that could help agents maximize sales during this turbulent time. Your adaptation to these discoveries and use of available tools will make the difference.

The impact in numbers

The signs are all around us. At the time of writing this, there has been a 36% drop in the US stock market in a span of 5 weeks. Video streaming rates are so high that some companies are decreasing quality by 25% to save bandwidth. And in some cities, maximum capacity of patients and exhausted resources have become a reality for healthcare workers.

Insurance agent adapting working from home

These extreme statistics are a reality for the entire country. Granted, most are not as severe as those surrounding the medical industry. However, the impact is still considerable.

In the insurance industry, we know that variability in traffic is inevitable. Even when there isn’t a pandemic, our average variability is 3% from day-to-day. Since the COVID-19 pandemic has settled in the United States, we at Benepath have seen as much as a 33% variability in impressions and traffic. An 11x difference. Through discussions with the competitors in the insurance space whom we have a relationship with, we discovered this variability has been universal.

What’s startling is we do this professionally, we specialize in it, can you imagine what the impact is for agents who try to do this on their own?

What does this mean for agents?

Here are the top 3 topics of conversations our sales team and customer service staff is having with clients:

  • Closed offices
  • Need for supplemental traffic
  • Market uncertainty

We’ve seen call centers close their doors temporarily and large agencies having to adapt their standard procedures. While a frightening reality for some workers, this is an opportunity for agents around the nation capable of working from home.

With call centers closed and large agencies’ productivity slowing, fulfillment opportunities now move in the direction of independent agents and smaller agencies to field the demand for insurance. In short; while your personal life may be experiencing disruptions, your sales trajectory doesn’t have to.

However, for agents who typically operate out of an office serving clients face-to-face or visiting their clients’ homes, adjustments have to be made. The question is how do you get “in front” of these potential clients. Social media and advertising are great ways to do this normally, but like previously stated, nontraditional consumer behavior creates a unique set of challenges in the current sales environment.

Board that read "Things To Do: 1) Own Today 2) *left empty* 3) *left empty*


So what can you do?

It’s time to think from a perspective of how your clients are spending their time. Because consumers are forced to minimize typical life distractions, consumerism is in a cycle unique cycle compared to standard trends.

To start, adopt new technologies. With the common availability of video chat systems like Zoom, BlueJeans, Skype, FaceTime and so many more, the option of getting “in front” of your client doesn’t have to stop because you can’t be there in person. You can even utilize social media messengers, texting, and personalized video presentations to get your message in your customers hands.

Now may also be the time to work with a digitally focused lead company like ourselves. Companies who have been adapting to this unique set of challenges from the beginning have a leg up compared to most smaller marketing teams or general marketing agencies. At Benepath, we understand where insurance consumers are going to get their insurance coverage needs fulfilled. Because of this, we have started to field a surge in consumers turning to online means to do so.

Another option is to express your availability to your network Insurance agent video chatting with client on computerof clients and offer incentives for referrals. Your clients are on the phone and engaging through social media with their family, friends, and business acquaintances more often during this period. If you can secure head space in those clients, the likelihood of a referral if the topic of insurance comes up increases.

Lastly, make yourself available. Consumers will have new questions, new concerns, and uncertainties about their coverage. The more effectively you defuse their anxieties, the more likely you are to develop a relationship with them that will outlast this pandemic. That directly lends itself to sales down the road.

Resources to help you

We pride ourselves in our motto; Together we succeed. We stand behind this now more than ever. As a community, an industry, country, and part of our interdependent world, we need to support one another. To play our part, we compiled these tools and articles to assist you in these trying times.

  • Benepath agent guide download sample imageAgent Lead Calculator – This tool allows an agent to quickly calculate how many new clients they need in order to achieve their goals (or needs in these circumstances).
  • Agent Guide – This guide lays out disposition data that agents we partner with have reported back to us. Based on best practices and compiled data, we present our findings to help you succeed with your insurance leads.
  • Best Places to Find Online Classes – We compiled a non-bias list of online sources to find classes in skills you want to learn or improve. This may be the perfect tool to help you adapt to the current conditions.
  • Harnessing the Power of Referrals – As discussed above, we believe that the power of referrals could benefit you greatly during this time. In this blog post, we discuss best practices for gaining referrals through your network.
  • Maximize Productivity – Have you heard of Covey’s 4 Quadrant Theory? It’s a simple process to maximize the productivity of your time. Successful professionals across all industries use it to organize their personal and professional lives. It’s time to apply it to yours.
  • Outbound Sales Cadence Insights – Every agent has developed cadences that work for them, but could they work better is the question you should be asking. We recently developed this guide to help audit your sales cadence and provide you with tips to implement better ones.

We are here to help

This compilation is just a sample of the beneficial tools and documents we create for insurance agents.

We are confident that you can make it through this. If you are in need of a partner to help drive profitability or just want to talk about the benefits we can provide to your business, contact us at the number above or fill out the form on the side bar. Together we can help you achieve your goals.

Together we succeed.

PSA: Listen to the CDC and WHO, and for the safety of the nurses, doctors, elderly, and immunocompromised. Lets work together on eradicating this disease.


Get Ready For The 2020 Health Insurance Tax

Insurers were given a pass in 2019 by Congress regarding their annual health insurance tax. The reason was that the government was concerned about consumers’ out-of-pocket costs. However, if the ACA’s health insurance tax resumes as planned, this ‘free pass’ might be over and insurers will face a $15.5 billion tax bill in 2020. The health insurance tax was created to fund the implementation of the ACA’s marketplace exchanges. For consumers, this means that insurers will raise premiums by more than 2% if the tax is implemented by the IRS.

Health Insurance Tax Over The Years

Oliver Wyman Actuarial Consulting recently analyzed the projected impact of the health insurance tax on health insurer premiums over the next 10 years. They found that premiums are likely to increase by 2.2% in 2020.

The tax started at $8 billion in 2014, increased to $11.3 billion for 2015-2016, and had a suspension in 2017. The tax was then reinstated at $14.3 billion in 2018, and then given another suspension for the year of 2019.

Who It Applies To

A fully-insured health plan is the more traditional way to structure an employer-sponsored health plan. With a fully-insured health plan: The company pays a premium to the insurance carrier. The health insurance tax applies to all insurers offering fully-insured coverage. This goes for :

  • on-exchange and off-exchange individual markets
  • large and small group markets
  • insured public programs such as Medicare and Medicaid.

The Rise In Premiums

Premium increases will vary by state. However, premiums are expected to increase annually anywhere from $154 to $479. A person in the individual market can face a $196 increase. A person in the small group market can expect a $154 increase, while a family of 4 faces a $479 increase. As for families in the large group market, the increase for an individual will be about $158, while a family faces a $458 increase.

The Outcome Following The Tax

If the tax is implemented and is as high as almost $16 billion, then increased tax burdens on small employers will follow. Fully-insured small employers will face the repercussions, while private and self-insured public employers will not. Employers are not the only ones who will have to pay for the tax increase. State taxes will go up for everyone in order to cover the increased tax on Medicaid.

More importantly, many people might opt out of insurance due to the increase in premium costs. Healthier individuals opting-out will cause an imbalance in the risk pool, meaning higher premiums for the (less healthy) people who are insured.

As of now, there is no definitive answer if the tax will be implemented in 2020. Congress is considering bipartisan legislation that would suspend the tax through 2021, but it is not a guarantee. If the health insurance tax is implemented, insurance rates and premiums will be more expensive than it already is.

Medicare’s “3-Day Rule” Lawsuit Goes To Trial

There was confusion and misinformation regarding the 3-day rule for skilled nursing facility coverage. In order to get the 100 days of skilled nursing coverage from Medicare, the mandate states a beneficiary must spend at least 3 days in the hospital as an inpatient. However, doctors and hospitals can admit elderly patients on an “observation stay,” which does not count as an “inpatient.” A class-action lawsuit, filed back in 2011, challenged Medicare’s eligibility rules for skilled nursing coverage. Trial over the lawsuit is finally being heard in a federal courtroom.

After an “observation stay,” senior patients are then discharged to a skilled nursing facility, complete with a bill. Because a substantial number of hospitals follow these routines, seniors are often forced to pay these bills out of pocket. Medicare will not cover the costs since it does not qualify as full admission.

In recent years, Medicare imposed strict limitations on hospital admittance. This explains why patients who are admitted are put under “observation.” Medicare pays one-third less for an observation patient than one who is in full admission. While Medicare benefits from these cost-saving tricks, it’s the patients that suffer.

Another way Medicare saves itself money is by shifting the cost of hip and/or knee replacements onto the beneficiaries. Medicare encourages doctors to perform these replacements as outpatient surgeries so that discharges happen within a few days.

This has caused an uproar with patients because many of them simply cannot afford sky-high medical costs. So in turn, about 14 patients filed a class-action lawsuit. If they win, Medicare might have to reimburse almost 1.3 million beneficiaries.

President Trump’s Medicare chief, Seema Verma, listened to the complaints and voiced that something does have to change in order to help the beneficiaries. She stated, “We’ve talked a lot about the operational changes that we’re making, the policy changes that we’re making, but at the end of the day, this is about putting patients first.” If the 3-day rule does in fact change, the costly bill following a hospital visit will be alleviated, and many beneficiaries will be happy.

Health Insurance Is A Good Companion For Final Expense Insurance

Back to the burial insurance, or final expense insurance. If you sell this type of a policy alongside health insurance policies, it is a natural segue to also talk about burial needs and how an unexpected death could impact a person’s family financially. While there is no need for a hard sell, discussing health insurance is a natural way to open the door to considering what may be needed in the event of a life-threatening health scare.

But, it is also not something to bring up while discussing various health insurance policies. You have a strategy to follow while selling health insurance. Use the same type of strategy you use to sell health insurance to close other possible deals on different types of insurance. For instance, health insurance, particularly for those 65 and over, is something that is very important and part and parcel of Medicaid and being covered for health issues, is the possibility of being hospitalized, sent for surgery and need recovery time in a care home, or need at-home care to recover.

Part of the consideration of health care coverage is what is needed in the event of a fatal illness or sudden, unexpected death. Discussing Medicare and final expense insurance, while perhaps awkward, is a stroke of brilliance. Humans do have a way of avoiding such discussions, but they definitely are necessary. If you can bridge the difficult gap between good health care coverage and making sure all possible related expenses can be covered, your conversion rate jumps.

Selling Insurance? Know Your Product

Often insurance agencies sell more than one health insurance policy. Agents need to be able to sell different types of polices. Selling insurance, no matter what type of insurance, means agents need to know their product inside and out.

To successfully sell insurance, agents need to know their products inside and out. You need to intimately know that conditions and terms of all the policies. It is critical to be able to explain the pros and cons to clients wanting information on health insurance. It is all about educating the potential buyer to sell them what they want and need.

When dealing with multiple insurance policies, not only is it important to know each policy, it is also critical to know how to answer tough questions. Clients will often have questions and concerns.

What about counter-arguments? Yes, most definitely you need to have those lined up as well, particularly to the most common objections that you usually hear when discussing insurance. Only by understanding the policies in great depth are you able to close sales and grow your agency through conversions.

The True Value of an Insurance Lead

As and agent, your bottom line is one of the most important performance indicators to your business, but are you considering all the factors?

In the lead business, we often hear a lot about agents return on investment (ROI) or their cost per acquisition (CPA). Though our communications, we discovered something that most agents don’t realize when it comes to calculating ROI; the need to measure renewals.

As part of ROI, initial commission is often not the only commission is you will receive from that lead. Granted, not every consumer will resign come the following year, but a considerable number will. The question is, how can you maximize the value of a lead on a more consistent basis?

Our recent survey has highlighted a potential answer to this question: Selling multiple products. 80.8% of agents sell multiple products as part of their business, and most of those agents are 8+ years in the business! By selling multiple products, you offer your clients the possibility to be a one stop shop for their insurance needs.

By doing this as part of your business, every lead’s value increases significantly as they go from initially needing health insurance to needing life insurance down the road, or needing medicare insurance but wants to add final expense a few years later.

Longevity and renewals are all in the name of the game when it comes to selling insurance, and the leads are not just worth their initial value, they hold value for years. Think about that next time you are calculating the value of a lead.


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