Print Article for : Protection Life Insurance Leads

Your Online Guide » Guide to Finance » How To Handle Finances

[P793]Protection Life Insurance Leads

by Bob I. Richards, Bob

Vendors of life insurance leads sometimes make them sound like the holy grail. Just buy their life insurance leads and the sales will almost make themselves. While this is an overstatement, it makes a lot of sense to outsource your prospecting if you can find a life insurance lead vendor who can deliver quality and timely leads and eliminate all that time you would normally devote to prospecting.

It is with this in mind that you should approach any individual or company which offers you the opportunity to buy life insurance leads. It's not absolutely the same situation – of course – but the exaggeration is necessary to make a point. Don't believe someone who tells you they can deliver you a potentially six- or seven-figure wealth creation stream for a one-off fee in the region of $50 or less. Chances are that they're exaggerating.

So does this mean that you should always pass up the opportunity to buy life insurance leads? Definitely not. But you should certainly do a good bit of research into the claim before you take it to be true. After all, if these leads are so golden, why are they passing them up for a fraction of their eventual worth? There in fact is a good answer to this question.

Yes, they may have their reasons. They may have retired from the insurance game and want to make sure that their hard work doesn't go to waste, while making themselves a nice little income stream. They might just have so much business that they're absolutely snowed under. Most likely, the life insurance lead vendor is not in the life insurance business at all. They are a professio9bnal lead generator—an expert marketers—that knows how to use direct mail, the Internet, direct response advertising—in order to generate decent leads which they sell.

Usually, they generate their leads from informative websites on the subject of life insurance and they'll sell them to you either in bulk or as an exclusive lead. Purchasing these life insurance leads can be a good way to increase your business during slow periods, although they aren't nearly as targeted as leads you find yourself. But before you sign up to buy these life insurance leads, be sure you understand the company's terms – you may only have a certain amount of time before your exclusive leads turn into the less valuable bulk shared leads (tip—get the terms in writing).

So before you buy life insurance leads, you need to go into the situation with both eyes not only wide open, but also darting around at given intervals looking for holes in their story. If a story sounds too good to be true, it probably is. By doing your research, you may just find the grain of truth in what they're telling you that puts you on the right foot. But if there's any way that you'll end up on the losing end of the deal, politely decline their “kind” offer for life insurance leads.

The key to any successful marketing campaign in the life insurance business is to be able to identify a client who has a problem on their mind that you can solve for. In order to earn a high income in the sale of life insurance an agent must be able to get in front of the right kind of people with the right message consistently.

One way to tackle the life insurance sale is to present it as a mortgage protection concept. Using a lead system to contact people who purchased a home or refinanced their mortgage is a simple way to market the mortgage protection solution. This mortgage data is filed at county courthouses on a regular basis. This data is available to contact by phone or by mail in order to prompt a client interest and response. This innovative life insurance lead system is an insurance agent's dream.

If a homeowner is interested in the letter it should include information for them to fill in such as their health status, whether they smoke or not, their date of birth, home, work, and cell numbers, who to ask for and best time to call. These potential clients want to see you as a result and are expecting your call. These types of clients essentially come to you prequalified since they replied to a letter or phone solicitation. As a result you are able have control more easily in the meeting by being assumptive in approaching the client.

This is the ultimate leverage in insurance sales. To have a marketing system that delivers a prospect to an agent who has identified a problem in their own mind is the key ingredient to achieving success in insurance sales today. As a result agents can approach the client more so as a problem solver or a field underwriter. They do this in a very casual but professional way, relaxed: no suits, no ties, no dresses or heels, just a nice pair of jeans and a nice shirt. There's no need for heavy sales tactics, the client has already responded with interest!

Essentially an agent in this market can present a variety of life insurance products to solve a mortgage protection need for a homeowner. It is much easier to interest a potential client in an insurance product when it solves a mortgage protection need. The concern they have is this: what would they do if one of the wage earners in the household died or were disabled? How would they pay the mortgage? Do they care? What is the solution? The solution is a mortgage protection plan. A client response lead along with a matching mortgage protection program is a recipe for success in the insurance business.

A major negative in the insurance business for agents today is that they have to hunt for leads or spend all their time prospecting for clients instead of sitting in front of them. This approach reinforces the old 'push and sell' mentality versus the 'pull and attract' approach in insurance sales. The power of a response lead is that you are replying to the client inquiry to find out what is on their mind, why did they send the lead in? Psychologically this enables the agent to be in control using an assumptive sales approach. That is the magic of the mortgage response lead system.
Typically, most leads provided by the big insurance companies are coming from a data vendor whose lead generation systems are designed to profit from lead distribution. They sell the same lead to as many agents as possible to make a profit. By contrast a company that owns their own lead generation system profits from paid commissions not the leads. That is the best option for quality leads for agents in today's market.

Article Source : Pg. 322

About Author

Both Bob I. Richards & Thomas Brown are contributors for EditorialToday. The above articles have been edited for relevancy and timeliness. All write-ups, reviews, tips and guides published by EditorialToday.com and its partners or affiliates are for informational purposes only. They should not be used for any legal or any other type of advice. We do not endorse any author, contributor, writer or article posted by our team.

Bob I. Richards has sinced written about articles on various topics from insurance agents, Health Insurance and Finances. You may want to read several articles at Bob's . Additionally, Bob is marketing director at ProspectMatch a. Bob I. Richards's top article generates over 5400 views. to your Favourites.

Thomas Brown has sinced written about articles on various topics from insurance agents, Life Insurance Annuity and Music. We provide sales leads to our agents. These leads are returned by a homeowner in their own handwriting. This allows the agent to spend most of their time selling versus prospecting. Go to. Thomas Brown's top article generates over 22200 views. to your Favourites.