Top producers selling final expense insurance have a saying…
Leads are king!
A consistent, steady source of GOOD final expense leads are one of THE most important elements to an agent’s success selling final expense insurance…
…Whereas an inconsistent, POOR quality final expense lead can break the will and contribute to the failure of a solid final expense producer.
In this article, I’ve created a comprehensive final expense leads guide with the objective of giving you a detailed introduction to what final expense leads are, what options are BEST, and what types to run FAR away from.
My goal is to empower your if you are a new or experienced agent getting into final expense, and arm you with the RIGHT information to choose the best final expense lead program for your goals.
I’ll first explain why final expense lead generation is fundamental to your success.
Then I’ll discuss the top 4 sources of final expense leads, and conclude with a conversation on the 7 WORST sources of final expense leads.
So get comfortable, take notes, and let’s begin!
The Number One BIGGEST Challenge To A New Life Insurance Agent
Let me address an important truism in the life insurance business.
New agents, perk your ears up. You really need to hear this.
Now you’re newly licensed and passed your exam and determine that selling final expense “is your thing,” the REAL difficulty begins…
How do you start selling?
In final expense as well as ALL insurance sales, as you look for a final expense agency or IMO to join, you MUST implement a lead generation system that provides a consistent source of prospects to meet.
Without final expense leads in hand, you are nothing!
Even if I recruit a charismatic and persuasive Tony-Robbins-type, that agent is worth nothing if he ain’t got people to sell final expense to!
In fact, I’d prefer Mr. Mediocrity with moderate skill in sales that has a consistent source of leads than a Mr. Charismatic with elite sales skill and no leads.
Moral of the story… without final expense leads, failure is guaranteed. So it’s worth your time to find a lead generation that works for you if you want long-term success selling final expense insurance.
“Best” Final Expense Lead?
Here’s something interesting I’ve discovered about the “best” final expense lead program…
I can put 10 top-producing, six-figure-earning final expense agents in a room, and argue endlessly about what lead source is “best.” We all have our opinions as experienced agents about which leads work best or better than others.
After working with close to 1000 final expense agents in my national insurance agency, new final expense agents need to determine what kind of final expense leads are best for YOU.
Because what final expense lead program works well for one producer… might NOT work well for you.
Best final expense leads are consistent
Finally, consistency in lead flow is absolutely paramount.
It doesn’t matter what kind of leads you generate. If you get your final expense prospects in a haphazard manner… even if those leads are GREAT quality… you’re lead “system” is junk.
Think about it. If you can’t generate final expense leads week after week on a regular basis, what value does your system REALLY have?
So consistency in lead flow is JUST as important in quality of leads.
In fact, I’d rather have an average quality lead that’s consistent versus a great quality lead that’s totally unreliable in generating.
Direct Mail Final Expense Leads
Here’s something that may surprise you…
Virtually ALL successful final expense agents use direct mail final expense leads to attain consistent levels of high production.
Called “business reply mailers,” final expense direct mail leads are a letter or postcard with a detachable portion that the recipient reads, fills out, and sends back postage-paid.
When it comes to generating final expense leads, direct mail is king. Business reply direct mail final expense mailers provide a balance of quality of lead and consistency of generation.
If you’re brand new to final expense and wonder, “How am I going to get in front of final expense prospects?”, do what I tell my new agents to do…
BUY DIRECT MAIL LEADS!
Acting on this advice will put you leagues in front of your peers.
How direct mail works
Let’s set some expectations up about how direct mail works.
Expect your direct mail leads to return after 4 to 5 weeks from your purchase date.
Direct mail final expense leads take time to return. Remember, the mail house has to:
- Print the mailers.
- Mail them out, typically 3rd class to lower postage rates.
- The final expense lead receives it, reads it, discusses it with her spouse. This can take days to weeks.
- Finally, after filling out the lead, it’s walked back to the mailbox, and shipped back first-class.
In best-case scenarios, I’ve witness 3 to 4 week turnarounds on lead returns. But the average is closer to 4, maybe 5 weeks at the most to start seeing lead responses return.
You’ll probably get about 80% of your leads within the first 4-8 weeks, and then the 20% remaining over the next 9-12 weeks.
Some people take you mailers and shove it in a drawer somewhere, coming back to it 6 or 12 months later before sending back.
Direct mail has a large investment requirement
Compared to other sources of final expense leads, direct mail final expense leads require the largest upfront and on-going investement.
Most direct mail programs require up-front, weekly payments as they are creating fresh, exclusive leads for you versus going into an aged inventory to sell you leads.
Costs vary depending on what type of final expense mailer program you follow.
You can pay “per-thousand” for your mailers, meaning you pay out on average $450 to $500 for every thousand final expense mailers you buy.
Response rates range between 1% and 1.5% on average, with much depending on what type of mailer you use (more on that later).
So if you pay $500 for 1000 mailers and get a 1.2% response rate, you receive 15 leads at an average price of $41.67. Which brings me to the second type of mailer program…
Fixed priced leads
Fixed priced leads allow you to get a guaranteed price per lead regardless of actual response rates.
This takes the uncertainty out of what you’ll have to pay for your average final expense lead price, thus fixing your weekly expenditure.
Agents that work in my agency almost always do a fixed-price final expense lead. Poor response rates have driven up the cost of direct mail, and fixed pricing allows us to get a more economical average lead than taking a chance with per thousand mailers. My costs average between the upper-$20s to the lower $30s per lead.
Bottom line… if you’re goal is selling final expense full-time, you’ll need around 20 fresh leads a week, which will put you at a $600 to $700 weekly investment for 4 weeks or more before you start getting leads back, whether you do per-thousand or fixed-priced leads.
Interested in selling final expense part time? Look at buying 10 to 15 leads a week, which puts you at an average weekly investment of $300 to $490 per week.
Other advantages of direct mail
A few extra benefits of direct mail…
First, there is no “do not mail” list.
Unlike working final expense telemarketing leads, you can send solicitations to every home with a mailbox. This allows you generate leads within a compact area, even if you work a small town, or rural market.
Second, direct mail has the longest track record of success.
Direct mail has decades of proven success across the nation.
As mentioned earlier, why try to reinvent the wheel when it works well already?
If you’re new, you’re best bet is to simply DO WHAT WORKS if you want success faster.
What Type Of Final Expense Direct Mail Lead Is Best?
Now you know the advantages of a direct mail final expense lead, let’s get into the heated debate experienced pros have over what TYPE of mailer is best to use.
Specific versus non-specific language
Not all direct mail final expense leads are the same.
If you’re new to selling final expense insurance, understand there are multiple variations of successful final expense leads different agencies utilize.
However, if you peel away the layers of the onion, final expense leads fall into 2 different categories: specific and non-specific (or direct and vanilla).
How a specific/direct final expense lead works
Do you know there are final expense life insurance leads that do NOT say life insurance?
Bet that sounds weird if you’re new. We’ll explain that later but FIRST let’s discuss cards that say “life insurance.”
I define these leads as “specific/direct” final expense leads. Somewhere on the card is the term “life insurance,” usually in first line of the first or second paragraph of the body copy.
As you’d imagine, using the word “life insurance” better describes what the solicitation is about, thus responses will most likely be interested in life insurance.
Again, stick with me if this is new to you. Much will make sense momentarily when I discuss vanilla mailers in detail.
Here’s an example of a “specific/direct” final expense lead. Make a note of where it says “life insurance” on the card.
How a vanilla/non-specific direct mail lead works
Basically, think of a “vanilla” card as a “less-specific” final expense lead card that does NOT say life insurance anywhere.
Here’s how the card looks. Notice how you cannot find any direct reference to life insurance anywhere. While reading the body copy, ask yourself if this card may cause a higher rate of confused responses:
Why use one type of lead over another?
Let’s spend time describing why you’d use one lead over another.
The specific final expense mailer producers more leads that are interested in life insurance coverage.
Only makes sense, right? It’s obvious that NOT including the word life insurance may lead readers to think that this solicitation is for something else, such as free government life insurance.
Then why are there top-producing final expense agents that opt for the vanilla lead card instead?
It is no secret that direct mail final expense leads are king. Most final expense agencies choose direct mail leads as their primary lead generation system.
And with more agents now than ever selling final expense, our prospects are getting HAMMERED with direct mail about life insurance.
Imagine your ideal prospect. We’ll call her Mildred.
She finally decides at 70 years old it’s time to buy a $10,000 life insurance plan. She’s received these business reply mailers for years and finally decides to send one back.
Will it be yours?
Maybe. You have about a one out of eight chance that it is, because she’s literally receiving 6 to 8 similar-looking business reply final expense mailers every month, on top of the big boys’ mailers.
What’s my point?
All this marketing has reduced response rates, motivating many agents to use leads that don’t say “life insurance.”
A rule of thumb regarding business reply marketing. The less specific, the better the response rate.
And NOT including “life insurance” can increase response rates 50% to 100% compared to a specific, “life insurance” language lead.
But here’s the catch…
The QUALITY of the response rates go down. You’ll have more people responding, sure. But will they want life insurance? Are they confused? When you read the vanilla lead card copy, you can’t necessarily blame their confusion.
Bottom line, there’s always an inverse ratio between specificity and return rates. The less specific you are with your verbiage on the copy of the lead, the higher the response rate is going to be.
Additionally, there’s an inverse ratio between specificity and quality of return rate. There are agents that will argue with me about that, but I think it holds true more for the aggregate versus the agents that are exceptional and are top guns.
What I mean by that is many top producers prefer the vanilla card because:
- It gets more response, and many top producers care more about volume of appointments over lead specificity, and
- Many vanilla lead card respondents HAVE life insurance, and make great candidates for replacements if they are overpaying or have inferior coverage.
Now that you see both sides, what type of direct mail is best to use?
I’m concerned with what works for the majority versus the chosen few. That’s why I’d rather have an agent working with a specific final expense lead to begin.
When you start selling final expense, you need ALL the advantages you can afford. Carrier selection… training… and lead selection.
There is a longer learning curve in final expense sales than you’d think. So why potentially upend your chances of success prematurely with a more difficult-to-work lead?
Stick with the specific lead when new. Once you gain traction and experience, test the non-specific mailer out.
My Top 3 Direct Mail Lead Vendors
Now, I’m also going to share three different direct mail lead vendors that I have a lot of experience with and highly recommend.
LeadConcepts is a vendor that does per thousand pieces, but no fixed-price lead programs.
They’re great people to work with and make the process of buying leads really easy. I highly recommend them.
One of their best-performing final expense leads is a “bribe card” lead that offers a free Walmart gift card for replying.
As long as you select the version that says life insurance on it several times, it tends to pull a higher-quality prospect while elevating response rates.
NeedALead is a great source of final expense leads, especially if you need leads in highly-saturated markets like Georgia, Florida, Texas, and many areas of the Southeast.
They offer a fixed-price lead program. Costs for the leads range between $30-$35. Quality is excellent, and I know one particular agency in Georgia that has its producers use this lead with several writing $25,000 to $30,000 in final expense monthly.
Naturally, I can’t help but to promote myself a little =).
I offer a fixed-price direct mail lead solution to all agents that join my insurance agency.
Here’s how it works.
You identify a collection of ZIP codes and/or counties you want to target. We check for availability and if granted, the area becomes your exclusive territory.
The leads you receive are fixed at a price between the upper $20s to low $30s. Most pay between $32 and $34 a lead, as we can offer age filters (VERY important) to target better prospects for final expense and income filters, which add on a few bucks.
Additionally, my leads are NEVER resold and ALWAYS fresh. You NEVER will experience your leads getting resold to another agent, or discovering your lead is months old when you first receive it. Lastly, my leads say “life insurance,” so you worry less about confused, low-quality respondents.
I’ve worked with my direct mail lead solution for over 5 years, and can attest personally to the quality and consistency of these leads. Drop me a line here if you want more information on how the program works.
Final Thoughts On Direct Mail Final Expense Leads
Here are my concluding thoughts on final expense direct mail leads.
1. Always start with fixed priced leads
I believe fixed price direct mail final expense leads are necessary to your success as a final expense agent.
There’s nothing worse than paying $40 to $50 on average for a lead that you could have purchased in the low $30s per lead.
Do the smart thing. Control your expenses and guarantee your lead pricing.
2. New agents should use a “life insurance” lead card
Newer agents should always use a lead that says ‘life insurance’.
There’s enough of an uphill battle as a new agent in selling final expense. What’s the point in making your life as an agent harder than it already will be?
Make your life easier. Use a lead card that says life insurance.
That’s what I recommend to all of my agents, and what I do personally when generating final expense leads myself.
Commit to weekly lead flow.
Ideally, you want access to enough financing for 6 to 10 weeks’ worth of weekly lead investment. This gives you cushion in case you have tougher weeks.
Don’t have the money? Consider dropping a one-time order of direct mail leads. Forty or fifty leads is a good starting point. The idea is to take the proceeds from the sales you make and reinvest them back into a recurring weekly order.
What if direct mail is completely out of the question? Keep reading as we discuss alternative strategies to generate final expense leads…
Final Expense Telemarketing Leads
Let me give you the short on final expense telemarketing leads…
The past few decades have brought dramatic changes in the purchased telemarketed final expense lead business. Robocalls for lead generation have been illegal for years. And the FTC banned avatar-based telemarketing for lead generation purposes.
What’s left now in the telemarketing business is either (a) spending a LOT of money on a on-shore solution, or (b), spending less money on an offshore solution and dealing with the inherent and persistent quality control issues like language barriers, and our prospects actually UNDERSTANDING what these people are saying.
That’s why in 2019, I have officially GIVEN UP on purchased telemarketed leads.
In fact, I won’t even recruit a final expense agent that insists on buying telemarketed final expense leads.
The present-day quality of telemarketed leads are THAT bad.
The impact on prospecting
Think for a moment how low-quality telemarketing lead generation works with our prospects.
When you start talking with a thick accent and a poor colloquial understanding of conversational English, what do you think our senior prospects – many impatient and dealing with hearing loss to boot – are going to do?
They are going to hang up the phone at worst. At best, many will just say yes to get you off the phone.
To make matters worse, many telemarketing vendors define a lead as a person agreeing to a call back. This is the WORST commitment a prospect can give, especially when all they want is to get off the phone!
Is this the kind of lead you want? I sure as hell don’t!
The only way telemarketing works in final expense
The only way to make telemarketing in final expense work is to cold call yourself, or to pay an American to do it.
This allows you to control the script and make changes to set better-quality appointments.
You may pay a little bit more, but that is the only way I could see cold calling actually working successfully.
Otherwise, final expense telemarketing leads are a dead end. I do not recommend it.
Final Expense Facebook Leads
Now let’s talk about the “new kid on the block,” final expense Facebook leads.
Facebook final expense leads came on the scene around 2015 with the uptick in Facebook-based marketing.
Getting leads from Facebook is simple, and there are two ways to do it.
Buy from a vendor
If you don’t want to learn how to self-generate your own Facebook leads, you can purchase them from a 3rd party vendor.
You simply fill out a form for how many ever leads you need, and begin to receive them typically within the next few days.
Here’s one Facebook final expense lead vendor I recommend.
TTC Lay-Up Leads
TTC is short for the “Tips, Tricks, And Closers” Facebook group started by Ryan Saridakis which you can join here. I highly recommend it =).
All you need to do is mosey on over to his website linked above, indicate the city you’re interested in targeting, and work what leads come in within a 25-mile radius.
As of writing this article in February 2019, Ryan charges $15.00 per lead. That’s a STEAL when it comes to Facebook leads – most want $20 to $25 or more.
For the record, I’m recommending Ryan’s Lay-Up leads because most Facebook leads are homogeneous, and vary little in quality between vendors.
And once you find a quality Facebook final expense lead vendors, you want to make sure the pricing is competitive.
Beyond doing your own Facebook marketing (more on that later), I’ve not found another provider that offers as good a deal as Ryan does.
Make your own Facebook leads
The other way that you can generate Facebook leads is that you can do it yourself.
For agents that work with me or work in my Inner Circle Monthly Membership Program, I teach them how to do their own Facebook lead generation.
I walk you through how to set up your Facebook ads, what advertising to use, and how to scale up your ads to generate more leads. The training walks you step-by-step through how to set it up. It’s very simple.
What’s nice about doing self-generating your own Facebook final expense leads is that you eliminate the middle man.
Some markets I’ve seen costs as low as $18-$15 a lead. It’s incredible!
So, if you take a propensity towards Facebook, and would like to learn how to do it yourself, consider the do-it-yourself approach.
Last points about working Facebook final expense leads
“Facebook leads are either HOT…. or NOT.”
This is how my agent Chris out of Texas describes the unique nature of Facebook leads.
It’s weird. Unlike direct mail or telemarketing leads, where you have not various levels of interest in final expense, Facebook leads produce either “lay-down” sales. Or have NO interest in life insurance whatsoever.
Another point: expect more door-knocking prospecting to work Facebook leads than other types of leads.
Why? My hypothesis is that Facebook leads respondents are more sophisticated than direct mail respondents. Having access to a smart phone as a senior puts you in an “elevated” category, and probably means you’re wise to screening calls better.
The good news is when you door knock your lead, they are still good quality.
Free Leads (Referrals, Cold-Calling, & Seminars)
What if you’re financially-strapped and cannot afford direct mail, Facebook, or telemarketing final expense leads?
You can go “old-fashioned” and self-generate your own final expense leads using cost-free methods.
Let’s talk about 3 free lead-generation methods that work.
The ultimate self-generated leads are referrals.
BUT… you have to ASK to get them.
Admittedly I am not consistent in asking for referrals. I have too many direct mail leads to worry about, so I referrals take a back seat
The good news is that you can get referrals if you have an existing book of business, or if you’re doing some sort of lead generation already.
Existing customers, referrals from existing customers, and even clients you’ve JUST wrote up. Ask them for referrals.
Here’s an interview I did with sales trainer Claude Whitacre on self-generating referrals. He comes from the door-to-door vacuum business, and teaches his method of how he generated ALL of his leads through referral marketing WITHOUT purchasing leads.
Cold calling still works and is a method to consider if you cannot generate sufficient referrals or do not want to hold lead-generating, educational seminars.
Cold calling is simple. You can cold call door-to-door, or over the phone.
If you door knock, pick a lower-income area and simply start knocking.
I like the following script for cold canvassing for final expense door-to-door or over the phone:
“Hi Mrs. Jones, this is David Duford. The reason I’m stopping in is because you recently received a card like this about our state-regulated final expense program (point to the direct mail final expense card above – print it out and carry it with you) and my job is to follow up with people who may not have responded. I wanted to see if you have 5 minutes to go over this information, and wondered if I can come in and explain it?”
The good news is that few insurance agents are prospecting cold, and good prospectors typically close 1 life application daily.
Lastly, you can generate final expense leads from seminars where you go talk to a group of seniors and tell them about final expense options and coverage.
This is my FAVORITE “free” final expense lead program. since it combines a low-cost lead generation strategy ($20 to $30 expenditure per seminar) with delivering high-quality final expense leads that have high odds of buying.
You can learn more about my Seminar Marketing Mastery program here. It’s available to agents currently writing business with an agency, and for those interested in working with my organization.
Stay away from subsidized lead programs
The last point I’ll make about free final expense leads is this.
Subsidized final expense leads can cost you big time! So make sure to check out my article above for more information as to why that’s the case.
Summary – Final Expense Leads Are VITAL
The takeaway of this presentation on final expense leads is that no leads mean ‘failure!’
If you don’t think leads are important, you’ve already failed. Go back to whatever job you had before, and don’t waste your time in this business.
Taken further, if you don’t understand the value of investing your money into your business to generate final expense leads, you’ve already failed before you’ve even started.
All business ventures have risk. Selling final expense is no different.
Every business has an operating cost requirement. Whether that’s rent, paying employees, or marketing, all business experienced owners must outlay an investment if he seeks to return a profit.
Final expense is no different. In many ways is actually a lot better!
In final expense you don’t have to have an office space. There’s no rent, and the only expenses include gas, travel, and final expense leads.
Plus, you can scale your lead generation higher if you want a higher income. All without hiring employees or a team. Wonderful!
Top 7 WORST Final Expense Leads
Now that I’ve spent time explaining what types of leads ARE good to use, let’s spend time discussing the WORST options for final expense leads.
In my experience personally selling final expense, there are 7 types of leads you DEFINITELY want to avoid. Why? Because investing money in crappy leads will end your final expense career super fast.
The reason I put this “Worst-Of” list together is that you may have ONLY one shot at making final expense work because of limited funds to invest. I’ve been there, too!
As a new agent, it is in your best interest to give yourself the best odds of success selling final expense insurance. Doing otherwise will demotivate you and risk a higher chance of failure.
Let’s get started!
#1 – Preset Final Expense Appointments
The first lead to discuss is what’s called preset final expense appointments.
This is everyone’s pipe dream, right?
Imagine yourself in a position where every day you wake up and you’ve got five to seven appointments booked that YOU didn’t have to call!
All you had to do was hand over money to the vendor, run the appointments, and sell some final expense policies.
But the truth is pre-set final expense appointments are usually a gigantic waste of time.
Allow me to explain…
First of all, many pre-set final expense appointment program have foreign-based call centers set your appointment.
These folks sometimes BARELY speak English, and their managers teach them extreme aggression on the phone.
The results suck for the agent. Many go on appointments excited, just to find out half no-show, or the people say, “Look, I told the person I didn’t want you to come. I wasn’t interested. I just wanted to get off the phone with them.”
Bottom line, since I’ve set foot into the life insurance business in 2011, I’ve never seen one vendor pull off pre-set final expense appointments that are consistent in quality.
With all the time I’ve spent in the business, don’t you think I would have seen several successful examples of this by now if this method truly worked?
It’s better if you just buy or self-generate one of the leads mentioned at the start of my article and work them yourself. There are some activities not worth outsourcing, and for most final expense agents, prospecting for appointments is more effective when YOU do it yourself.
#2 – Foreign-Speaking Telemarketing Leads
This ties into the first worst lead.
There are vendors out there that believe all leads are equal, no matter WHO does the pitching, and WHAT the advertisement states.
The problem is that these vendors use this excuse to put some of the hardest-to-understand group people in charge of persuading names on a list to become interested prospects.
And many times, because these foreigners are taught aggressive phone tactics, what they convert to as a lead isn’t really what you’d call a lead.
In many cases, the senior caved in to the call and just said “yes” to get the person off the phone.
By the time you call, your “prospect” (I use the term LOOSELY) yells at you, saying, “I never wanted anything at all about insurance,” before hanging up.
Case Study On Crappy Outsourced Leads
Here’s a situation I was in when I used one of these junk outsourcing lead vendors.
I bought these leads back in 2015. The first three appointments no showed me.
I called the fourth one, and I asked, “Hey, I’m like three hours ahead of schedule, can I come see you and do the appointment early?”
She said, “That’s fine. That’s not a problem at all.”
So, as I was pulling into the driveway, I saw a cop car there.
I’m thinking, “Oh man, I’m late. I should’ve got her insurance earlier,” joking to myself and making a little light of the situation.
Then I realized that they were there for ME!
I popped out of the car, and I said, “Officer, what’s going on?”
He started telling me how she was scared and thought that this was a scam because someone from India called her about setting up this appointment.
It was ridiculous. I explained to the officer that she agreed to see me earlier today, showed my credentials, and eventually was let go without issue.
To this day, I have NEVER had 3 no shows in a row, nor have had the cops called on me.
Moral of the story… if you insist on doing telemarketing leads, do them yourself using the cold calling script mentioned earlier. Or just buy a better type of lead, like Facebook or direct mail final expense leads.
#3 – Worked Aged Leads
Moving on down the list of the worst final expense lead options, number 3 is worked aged leads.
Worked aged leads are different than unworked aged leads. Let me explain.
A lot of these large organizations, captive companies, and multilevel marketing type setups have got a huge profit center on recycling leads, selling them as fresh leads.
What happens is that when you work these worked aged leads, you’re spending time with folks who already bought or already have been pitched.
Think. What will happen when you go behind a good agent that has worked all these leads?
First, you’re going not going to find many sales opportunities.
This is because if a good agent had the lead before you, then you’re in a situation where they’ve already been sold, or they express that they’re not interested.
I don’t like the worked aged leads for that reason.
Try UN-worked aged leads instead
I like to work what’s called unworked aged leads.
These are leads that have never been purchased before.
Somebody sent a card in, but nobody actually bought the lead that came from it. Therefore, there’s a good chance that person has never been seen.
Now, some of these people send in another card, and somebody sells them. Those are replacement opportunities.
Additionally, many of these people send one card and then they figure, “Hey, I’m waiting for them for months on end.”
When you finally go, they say, “I’m glad you made it. I’ve been waiting for you the whole time.”
Many times, these leads are similar in quality to a fresh direct mail lead, and you can get them quickly.
With direct mail, it takes about a month, but these take about a day or two depending on the situation that you were set up in. If you need leads quickly, unworked aged leads are great.
#4 – Shared Leads
When you buy a lead, do you want someone else also working that lead, too?
Believe it or not, there are lead companies that sell leads to multiple people to work.
Obviously this not an ideal option. Having 5+ agents calling at once on one prospect gets the prospects frustrated and angry.
Second of all, you’re in competition immediately. With these leads, everybody gets instant access to the lead, meaning you’re at a disadvantage from the get-go.
You got to be careful of the shared leads that are out there. Luckily enough, you don’t see this too often with the exception of some Internet-based leads.
Get exclusive leads instead
Instead, always purchase exclusive leads. Exclusive leads are exclusive to you. You’re the only one buying them, and you’re the only one working them.
They give you the best chances of getting in the door and making the sale. And, you don’t have to worry about some other guy coming behind you to try to replace you.
#5 – Lead Vendors That Don’t Accept Credit/Debit
WARNING – Scam alert!
I’ve seen the scam in some form or another over the past couple of years.
What happens is a vendor will offer pre-set appointments and ONLY accept money order or a rechargeable card as payment.
Naturally, once you pay, you never hear from the vendor again. And no, you do NOT get your money back.
Paying with credit cards protects you
That’s why you always want to deal with vendors that accept debit or credit card payments.
This protects you if the vendor goes sideways and doesn’t do the job. You always have leverage with the threat of requesting a refund from your credit card company.
Many of these credit card processors are consumer friendly at the behest of the vendor.
The bottom line for you, as the agent, is to NEVER send cash-money, money order, or a check for any payment of leads. Always use a credit or debit card.
#6 – Press One & Voicemail Leads
The 6th point to discuss is that press-one and robo-call leads.
NEVER do them because they are COMPLETELY illegal to use in prospecting for business (not for politician’s, however).
Further, there are some vendors that claim their press-1 and robocall leads are sourced compliantly.
I’ll tell you right now. If ANYONE is saying this, they are LYING.
It’s important that you never, ever buy anything that’s a press-one lead or a voice mail lead. I don’t care if they look honest. They’re not!
The vendors that sell these are breaking the law and what you may run into is that you will be sued.
I have heard of agents who have gotten sued or named in some kind of shakedown by a professional litigant if they’re cold-called.
It’s just not worth it. There are plenty of other final expense leads out there to avoid a lawsuit.
#7 – Super Cheap Leads
Final expense leads follow the old adage…
You get what you pay for!
You want to proceed carefully and not get suckered into this idea that “cheaper is better.”
How do you judge if a lead is too cheap and low in quality?
The simple answer is to JUST DO DIRECT MAIL. Using only direct mail final expense leads almost ENSURES you’re giving yourself the best odds of success.
Beyond that, there are a few other ones that are out there that can work to some extent. I’ve seen success with exclusive internet leads off of Facebook, as we discussed above.
In conclusion, I hope you enjoyed this article.
If you’re interested in learning more about my program for new and experienced final expense agents, go here and fill out and submit the contact form. I’ll get back to you within the next 24 hours.