Insurance
Leads: How to Find Profitable Leads to Boost
Your Business
By
Megan Mahan
In recent years, more and
more insurance agents have been incorporating
insurance leads into their business, providing a
cost-effective way to expand clientele and
retire cold-calling and other inconvenient sales
methods.
But when it comes to
purchasing insurance leads, you’ll want to
separate the good from the bad and buy leads
from a provider that delivers. And to do that,
you’ll need some tips for the road.
The Basics: The Insurance
Lead
Insurance leads come from
consumers who log on to various Web sites in
search of the best possible insurance quotes.
The information provided by the consumer
(generated through an insurance lead
application) is stored by the Web site, where
it’s categorized and sold to an agent—connecting
the agent to consumers who are looking for
insurance.
Avoiding Substandard Leads
Working with a trusted and
experienced leads provider is the best way to
ensure that the leads you receive easily convert
into sales. As such, you’ll want to look for the
following characteristics in a provider before
buying leads from them:
-
Precision and Accuracy
While no technology can prevent 100 percent
of consumers from misrepresenting the facts
on a lead form, reputable companies will
have a sound database that filters out leads
containing generic names (Pee Wee Herman),
phone numbers (999-9999) and
addresses—collecting only the leads that are
serious about finding insurance.
-
Real-time Delivery
Experts estimate that the value of a lead
plummets after 48 hours—the consumer can
lose interest in purchasing a policy or find
coverage from a competitor that filled their
need. It’s for this reason that you should
only work with services that provide
real-time leads—leads that are delivered as
soon as the consumer completes the lead
form. This allows you to contact them while
they’re still interested.
-
-
Filtering Options
The best lead providers will have a wide
list of filtering options available to their
clients, which allow an agent to funnel out
unproductive leads (leads with pre-existing
conditions or a DUI conviction, for example)
and target only the leads that are writeable
by the insurer. While filters generally
aren’t free, purchasing them is still the
best way to get the qualified leads you
need.
Taking Sales to New
Heights
When it comes to purchasing
insurance leads, it’s important to know how
the provider obtains the leads and what steps
they take to ensure that your leads are
well-qualified. If a provider doesn’t offer
accurate, real-time leads or allow you to place
filters on your leads, you’re better off taking
your money somewhere else.
So research reputable leads
companies and stop relying on invasive sales
tactics like cold-calling and door-to-door
solicitation. You’ll find you can boost your
business and build clientele without these
traditional methods, simply by getting in touch
with consumers who need and want your services!
About InsureMe
Megan L. Mahan is a
copywriter and insurance information expert with
InsureMe in Englewood, Colorado. InsureMe links
agents nationwide with consumers shopping for
insurance. Specializing in auto, home, life,
long-term care and
health insurance quotes, the InsureMe
network provides thousands of agents with
insurance leads every year. For more
information, InsureMe.com.
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