Insurance Leads are Looking for Something. What is it?

Remember a lead looking for insurance is looking for something in particular. You need to find out what that something is to be of service to them.

Are they looking for financial security for their family if something happens to them? Do they want death benefits? Term insurance? Insurance for their children? Medicare supplements? Enrolment information?

What does that potential conversion need when you speak with them on the phone? Sure, you called them as a lead because they expressed an interest in insurance, but you need to fine-tune the conversation to figure out what type of insurance they need.

Not everyone understands what they do need when it comes to health or other forms of insurance. For instance, a mid-50s couple might want long-term care insurance, but do not want to say so because they are in good health now and think they will be okay. They may want final expense insurance to care for their grandchild or other family member, but are reluctant to talk about their death.

Selling insurance is not a slam dunk by any means. You have to work it and listen and listen some more to what a customer is saying. There are times when they obliquely mention something that if you do not pick up on, you may miss the sale.

An example would be an older couple with several grandkids and they mention in passing that they want to make sure the grandkids have money for their future. This is not just an expression of sentiment, although it may sound like it. It is a wish to be able to provide for them when they are gone. Here is an opportunity to discuss final expense insurance.

Always listen to your customers and potential customers, and listen hard.

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Sourcing Insurance Leads on your Own May Cause Ulcers

Almost every insurance agent in the business has, at one time or another, tried to source leads on his or her own. Some succeed. Most do not unless they opt to buy leads from a lead generation company.

Sure, some lead generation companies have terrible reputations and if you buy leads from them, expect the worst. That is just the nature of the business. Having said that, however, there are lead generation companies out there that do stand behind their leads, offer the best in service, provide pre-screened and pre-vetted leads and will tailor your order exactly how you want it. You can’t ask for anything better.

Lead generation is a very tricky market niche and there are few companies that are as reliable as But what if you are an agent that has issues with lead generation companies after hearing endless horror stories from other agents? First of all, take some of those stories with a grain of salt — not all leads fail because they are bad leads. Some fall on their face because the agent did not work them properly.

Generating leads on your own is definitely possible, but be aware of the pitfalls that accompany it and be wary of the high stress levels that come with trying to find leads on your own. Ulcers may become a reality over time.

At the end of the day, if you have exclusive leads coming to your inbox that do convert, wouldn’t you rather use those leads to build your business than take a chance on landing your own leads? It may make the difference between a lousy week at the office chasing questionable leads and the very exciting potential of five to seven exclusive leads that are more than just interested in a quote and willing to make an appointment. The latter generally leads to a conversion.

Just remember that your job as an agent is to keep two lists while building your business. The first list is existing customers and the second is potential customers. Both niches need to be serviced. The first niche is also valuable in providing you with leads, so it’s a win-win situation. Never neglect your existing customers to chase new leads. Your existing customers are your foundation and if you provide good service and products, they are likely to remain loyal to your agency for years to come.

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Do Your Research Before Buying Life Insurance Leads

It never pays to jump the gun on buying life insurance leads and not know exactly what you want and need. Marketing dollars need to be spent wisely, so do your research first.

How do you manage your life insurance leads? Do you know what you want? Who you want to approach? Where you want to market your product? There is no sense in just trying out the latest and supposedly greatest marketing method without approaching it with caution and your own set of pertinent questions. No matter what kinds of leads you want, your leads’ qualifications are the most important pieces of information you need to know.

Where to start?

First, find out about your potential customers’ strong points. Find out what they earn and whether their income is due to increase over time. If people are up for raises or are due for promotions, you may able to offer them additional kinds of insurance services. Before you order leads, it’s important to figure out which of your products are suitable for the people in your stated demographics and their lifestyles.

You need to know what you want, where you want to market and how to approach the list of names you purchase from a lead generation company. It may help to sort all your list of leads by location, age, occupation or whatever criteria works for you. The idea is to group similar customers together to save marketing time. Each group may need a different marketing approach, and by testing multiple methods you use, you also get valuable information on what worked and what did not.

It can also be helpful to order your list from the top (the best lead) to the bottom (the least certain lead). That way you are not spending time on an “iffy” lead right off the bat.

These tricks and tips can help you make the most of your marketing time and dollars.

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Insurance Leads —Try You Before You Buy?

To maintain a steady flow of potential customers, an insurance agent needs leads. Cold calling is dead. Word-of-mouth referrals are good. But insurance leads are the best.

Chasing leads is one of the most anxiety-causing tasks any insurance agent has to deal with on a daily basis. Word-of-mouth referrals? Direct email campaigns? Social media? What is the best route to ensure a steady flow of quality, qualified insurance leads? The simple answer is buying leads, but one should not rely on that alone. A combination of various different methods to garner leads is usually the best approach.

While referrals tend to be relatively lucrative, there is no guarantee that the people referred to you will like what you are selling. They may not need what you have, or they may want something you do not sell. That is the way it goes in this line of work. The surefire way to get leads that have the potential to grow your business, provided you work them properly, is to buy quality leads from a lead generation company.

Many agents have heard about lead generation companies. Some of the reviews are good, some not so good. That is fair enough. Not all lead generation companies are created equal and since they are not, it only makes good marketing sense to take the time to find a lead generation company that will work for you.
What do you need to know to make an informed decision before buying leads? The first thing is, if the company offers you 500 free leads to get you going, run. Leads that are free are free for a reason, and that reason is they are a waste of time.

This is not to say that if you are offered ten free leads that they are not worth trying, because they may give you an idea of the quality of leads on offer. It is a personal business decision, so go with what makes the most sense to you.

An important consideration is your budget. But, unfortunately cheap leads are usually only worth what you paid for them. Go for the better, and slightly higher-priced, leads. Those are the ones that pay off. Also keep your eyes open for hidden costs, such as monthly fees or long-term contracts. You also want to know more than just a person’s name and phone number. You need background information to make a sales call, and that information should include driving record and a brief medical history.

If you are going to buy leads from a lead generation company, find out the age of the leads. You want and need fresh ones. That means you want them in real time and quickly. Those are the leads that have the most potential to convert to sales. Always ask a lead generation company how they garner their leads. If the leads come from someone being convinced to fill out a form for an iPod or something like that, those are solicited leads and typically worthless.

However, if a potential customer has deliberately contacted a lead company and filled out a questionnaire asking for someone to contact them, this is a valuable lead.

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Life Insurance Leads are All About Networking

Even though an insurance agent may be working alone in his or her office while calling leads, they are not doing anything alone. Life insurance leads are all about networking.

The worst thing that can happen to any business, including an insurance agency, is to run out of sources for more leads. While social media is definitely a great place to look for leads, in order to convert leads on social media an agent must have a constant and reliable presence.

The specific platform used doesn’t matter, be it YouTube, Twitter, Facebook or any of the other multitudinous online ways to connect. It only matters that there is a message that reaches and resonates with potential customers. These social media have to be put to good use. Sure, being online is exposure, but if one is not online consistently and effectively, it affects the level of exposure negatively. In order to get leads from social media sources, an agent must be there, be counted, be effective and be visible.

Combine online and offline sources to garner leads, in addition to purchasing life insurance leads from a reputable and reliable lead generation company. The more sources taken advantage of, the better the business growth. An agent’s warm market, those he or she knows and does business with, compromise a body of people to start with, but who must not be hounded. After all, one has to live with relatives and continue doing business with doctors, dentists and hairdressers.

The point is that personal connections are likely to buy life insurance because they know the seller. There is a lesson in that observation. When these people read online material they tend to convert because they feel they know the person making the persuasive claim. The more personal relationships are developed and fostered, the more leads begin to crop up.

Even in today’s highly technological world, direct mail can, and does, return good leads. This is an investment of time and money, but if done properly, it may well pay off. Snail mail is a personal form of contact and makes the sender seem like a real person. It’s an old-fashion method of communication that many wish would return. Connect with that sense of nostalgia for more personal communications and more leads are bound to follow.

What is the common thread in all of these methods of marketing? Networking. It’s simple. It’s complex. And yet, it is all interconnected. It’s best to remember that a direct mail campaign can be accompanied with a campaign that isviable online. Be flexible, adaptable and creative and watch those networked life insurance leads roll in.

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Work Hard or Work Smart? Life Insurance Leads Can Be Found Anywhere.

Working hard does not necessarily mean working smart.
If you have been in the insurance business for any length of time, you have likely learned there is an enormous difference between working hard and working smart – but that the two can go together.
Working hard often means nose to the proverbial grindstone while not always making progress. New agents are familiar with the struggle of working hard to find leads but failing to make headway. Those who work smart know the ins and outs of selling insurance, make smart marketing decisions and buy life insurance leads from a lead generation company. Fortunately, even a new agent can buy life insurance leads that are pre-screened, connecting the agent with clients who are virtually ready to invest money in a policy.
No one said selling life insurance was going to be easy. People are not fond of the idea of insurance, and many go out of their way to avoid it even after agreeing that they need it.
Those agents who have chosen to work life insurance, final expense insurance or group insurance tend to find that the prevailing economy greatly affects whether people are interested in buying a policy. In times of economic instability, selling anything other than Medicare supplement insurance can be an uphill battle. As such, it is a smart marketing decision is to offer more than one kind of insurance policy and broaden your business base.
When one potential market goes dry or stagnant, having a back-up, captive market choice like Medicare and Medicare supplements is one of the only ways to remain stable with a decent income.
Sourcing good leads may create some anxiety, but it does not have to. Lead generation companies can provide fresh, real-time leads daily – if they are your choice. Make sure to choose a reputable company like Benepath. Benepath has been in the insurance business for many years, and the company knows what it is doing.
It is hard work keeping track of various leads in the niches you want to grow, but it’s smart marketing at the same time.

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Your insurance agency is multifaceted so you must market all departments not just life insurance

Your agency does so many things and handles health insurance to group insurance, and just about everything in between. Market it that way. It opens many more doors for you when sourcing potential customers. First, buy the exclusive health insurance leads then use social media as part and parcel of your multi-platform marketing campaign. Having many areas to promote gives you more tools in your marketing arsenal and exponentially broadens your marketing base as well.

The fact is that the more you have to market, the more creative you need to be, which keeps you on your toes and gets you out of your comfort zone when it comes to trying various marketing approaches. Now is not the time to stagnate and do a one product mega-blitz over and over. Diversify. It’s the safety net of all insurance agents offering various products. Isolation when it comes to marketing on any social media platform can be the kiss of mediocrity. Avoid it at all costs.

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Getting your message seen online: Part 6

What do you need to do to keep your end of the customer/insurance agent relationship going?
If your message doesn’t contain a call to action like, “Click here for further information on term life insurance,” potential customers have nothing to do. So of course they leave.

If you want to keep the relationship alive and fresh, get to your point right away. If you are doing a survey for a product, say so up front. If you are fishing for information to find an opening to talk about Medicare supplements, ask an indirect question. Ask the customer how they feel about recent changes in Medicare. If they do not understand it or know they lack coverage, you have found a concrete way to help them.

This isn’t hard work. It’s smart work.

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Getting your message seen online: Part three

If you are creating a marketing video, set an actionable goal before you record it. You are not marketing just to make conversation with others. You are marketing to convert viewers, visitors and existing customers. Never forget that.

Stay focused. Stay on point. Tell people why your product is beneficial for them and how they can get that product from you just as soon as they call or email you. Tell them more than once. Make sure your accompanying email has working links that similarly appear more than once in the body. When sending a video link, create an annotation that allows the potential customer to contact you immediately, then repeat that information clearly in the body of your email. Don’t let potential customers hunt around for the information they need.

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Pair final expense leads with life insurance for complete coverage

If you’re discussing life insurance, chances are that life expenses will come up as well. Even if you are focusing on final expense leads, consider broadening your horizons. Remember to avoid marketing insurance policies in a vacuum. With life insurance, It makes sense to add a final expense policy to make a complete protective package for your customer.

To sell well, link the line of policies that can provide outstanding protection for your target client together. Find places to market in pairs to benefit both your sales and your clients’ care.

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