Greetings and salutations!
In this article, I’m doing a deep-dive on all things insurance leads. We’ll explore the top prospecting methods that generate high-quality insurance leads.
My goal is to help both new and experienced agents selling insurance to get the facts on lead generation strategies that ACTUALLY work in the real world.
It doesn’t matter what insurance product you sell… Final expense, annuities, Medicare Advantage, Medicare Supplement, Mortgage Protection, or ANY product… my article WILL help you sort through and find the BEST insurance lead generation strategies ALREADY proven successful.
- Best Types Of Insurance Leads
- Direct Mail
- TV Leads
- Internet Leads
- Lead Sharing
- Referral and Sphere Of Influence Marketing
- Booth Marketing
- Strategic Cold Canvassing
Direct mail is good old fashioned “junk mail” we all receive.
In many different industries, especially in a business-to-consumer sales operation, utilizing direct mail is a critical source for new lead generation.
And what makes direct mail great is in its natural ability to get prospects involved.
Here’s how I mean…
Your prospects read the mail piece. They talk with their spouses about the offer and get their perspective.
Then, only if they voluntarily agree it’s worth getting more information, prospects either call the 800 number for more information, or if it’s a business reply card, walk it to the mailbox and wait on a response.
Think about it. Compared to direct mail, how much more involvement are your prospects engaging in relative to a cold call or even a lead generated online or via telemarketing?
You can see there’s A LOT of engagement, and VOLUNTARY engagement at that. No one’s forcing these folks to go through the insurance lead generation process like other forms of leads do.
High levels of voluntary engagement in lead generation campaigns are ESPECIALLY important in a society where everything is point and click without much thinking involved (or required).
And another HUGELY important benefit of direct mail is its scalability.
You can start your direct mail lead flow on a smaller basis, then scale up accordingly to your income goals.
3 Different Types Of Direct Mail Leads
Regardless of which insurance product you specialize in, you can classify direct mail insurance leads into 3 separate categories.
Which category each lead fits into rests heavily on the lead copy specificity and the clarity of the offer.
What I have discovered as an agency recruiting agents nationally is that ALL these direct mail marketing strategies WORK… but the key is to find the strategy that works best for YOU.
Some agents do well with one type of lead and poorly with another. Part of the process of insurance marketing is to test different types of leads, slowly working towards finding that lead with the “perfect fit.”
Here are the 3 direct mail insurance lead categories:
- “Bribe” Card
Generic Lead Card
Out of the 3 types of direct mail leads, generic lead pieces are the least specific.
In fact, when you read them, you’ll notice the lead piece says very little about your insurance product. At worst, the lead copy is confusing, leaving much to the imagination, yet says enough to spark enough curiosity to send back the mailer.
Good generic direct mail cards imply or hint at offering a special deal without spelling out the specifics.
The benefit to these leads are higher-than-average response rates, thus more leads to talk to.
Here’s a sample generic lead we use in final expense. Notice how there is no direct mention of life insurance:
Why Use A Non-Specific Marketing Strategy?
If you’ve never used this style of insurance lead before, you’re probably asking:
“Why would I want to use a lead card like that isn’t specific?”
Many of the best agents are ONLY concerned with booking an appointment. They want as many face-to-face appointments as humanly possible.
And what these highly-productive agents do from there is build trust and rapport to sniff out opportunities for one or multiple insurance sales opportunities.
That’s one reason why some top-producers use generic lead cards. You receive higher response back because people are simultaneously confused yet curious enough to send the card back for more details.
Where inexperienced agents have difficulty with generic leads is setting the actual appointment as the confusion occasionally weighs heavily enough that the prospect is suspicious, and the agent doesn’t have the experience to work around it.
For example, in final expense sales, many agents utilize this generic style of card. The lead card’s sales copy does not say “life insurance,” only implies it.
Inadvertently, a percentage of prospects send back the lead, thinking it’s some new government program to get insurance for their burial.
While it’s important not to mislead your prospect, saying less is more in this case, as too much specificity will shut down the conversation prematurely, eliminating the appointment-setting opportunity.
At the sales presentation, it takes a different strategy to progress the sales call. Expect more incorrect presumptions from prospects than with specific leads. Understand that this is OK, as ultimately you’re goal is to fact-find for multiple insurance opportunities while winning over your client’s skepticism with rapport and trust-building.
Specific Lead Card
My preference with my new insurance agents is to use direct mail with more specific language.
As opposed to generic lead cards, specific lead cards describe exact features and benefits. As you can imagine, a specific lead card strategy on par generates better-qualified prospects.
See the insurance mailer below for an example of what a specific lead looks like. Notice that the lead actually says “life insurance.”
However, with more specificity comes a drop in response rate. More specificity equals less confusion, which results in less curiosity to send back the card.
Naturally, the outcome rests solely upon the insurance agent, and how well he executes his sales strategy, regardless of how specific or generic the lead is.
Bribe Lead Card
Bribe card leads are just that; direct mail solicitations that encourage response with a bribe.
In final expense sales, there are multiple bribe card designs with track records of success. The most popular bribes include offering a free memorial, a free last will and testament, or a Walmart gift card.
Here’s an example of my favorite bribe lead card I use when selling final expense:
Giving something away regardless of lead type boost response rates. But you’ll deal with prospects that only want the free gift without the insurance solicitation.
As mentioned earlier, your mileage may vary. Much depends on what you, the agent, do with that kind of opportunity.
Understand different lead strategies attract different kinds of prospects. And if these prospects frustrate you – or the strategy itself doesn’t sit right with you – consider a different lead route.
Think working with people who want something for free is annoying? Then using bribe leads ain’t so smart. A mindset mired in frustration versus opportunity reduces your effectiveness, and is reason enough to try a different lead strategy.
Direct Mail Insurance Lead Vendor List
Below are a list of direct mail lead vendors I have used in the past. All offer a variety of high-quality direct mail insurance leads for various product lines:
- Need-A-Lead: They offer fixed price direct mail final expense leads, Medicare Supplement leads, Medicare Advantage leads, and annuity leads.
- Lead Concepts: Lead Concepts offers the bribe card mailers seen above. Also offers Medicare leads and annuity leads.
- JenMarco: Offers low-cost insurance leads, typically lower than most.
- Lead Heroes: Lead heroes now offers direct mail insurance lead solutions to both agents and agencies.
Along with direct mail, telemarketing leads are one of those “old-school” prospecting methods many agents utilize.
With the advent of Do Not Call telephone solicitation rules and other advances and regulations, telemarketing’s effectiveness has dwindled in many industries.
For example, an insurance sales strategy focusing on residences rarely works utilizing telemarketing leads. Why? The government only allows telemarketing to households that
- Have a land line, and
- Are not on the Do Not Call list.
Only 41% of the population has a landline. And while I have no data to support my thoughts, my gut says that landline ownership consists of folks 60 and older, and those who live in Rural America with poor cell phone coverage.
That’s why residential telemarketing is only viable with the older population.
Out of ALL the lead generation strategies mentioned, residential telemarketing receives my lowest grade.
Nevertheless, I DO know agents who work telemarketing leads with consistent success.
I just talked with my agent Jason in Florida who wrote $6500AP last week, and is on target to do $5000AP this week. Those are strong numbers for an agent using weaker leads.
As the saying goes, “It’s the Indian, not the arrow.” =)
Options For Handling Telemarketing
Like all insurance lead methods, you can telemarket yourself without outsourcing. In many markets this works extremely well.
Telemarketing takes time. Think of it as “sweat equity.” You must call dozens, even hundreds of names daily, with the goal of sifting through the chaff for the wheat.
You have to have a rock-solid script and must put in the time to make telemarketing work.
Alternatively, outsourcing telemarketing works, too. You can hire telemarketers locally, nationally, or internationally.
While hiring overseas telemarketers significantly reduces the average lead price relative to on-shored telemarketing, expect a reduction in lead quality.
Language barriers, hard-to-understand accents, and colloquialisms unfamiliar to the callers will turn off some prospects that otherwise would have become an insurance lead.
Also contemplate how much management you want to personally do. While you may exact more control over the telemarketing process, it comes with added responsibilities such as screening, hiring, training, and motivations. This may interrupt what matters most to all agents – your time in front of prospects.
Buy Direct From A Vendor
Don’t want to manage a telemarketing group? Consider buying telemarketing leads directly from a vendor.
In many insurance lines, there are vendors who will take a fixed price to generate leads for you. This eliminates management responsibilities mentioned above.
Here’s the thing…
Understand most purchased telemarketing leads are probably non-compliant with telemarketing laws.
Many vendors do what’s called voicemail leads or robocall leads, which are explicitly a non-compliant lead generation strategy. Others do not adhere to the Do Not Call rules, and call all names with land lines.
As far as trusted vendors, there are very few telemarketing insurance leads that I trust.
With that said, let’s discuss some telemarketing strategies that DO make sense, more so than the “shotgun method” most agents and vendors use.
Telemarketing Around Life Events
The perfect cold call telemarketing attempt focuses on targeting prospects experiencing a “life event.”
What you find with telemarketing around life events, your results improve. People are more open-minded to seeing what you can do to help.
For example, virtually all seniors start Medicare when turning 65. And most are open-minded enough to consider picking up a Medicare Supplement or Medicare Advantage plan to compliment their new Medicare coverage.
These are perfect folks to telemarket for Medicare sales opportunities as the opportunities for a sale is measurably higher than targeting a cold list.
Telemarketing New Businesses
Do you target business owners?
If so, consider telemarketing new businesses that have just opened.
New businesses are in a buying mode. They are forking over money for marketing and materials. And helping these business owners navigate topics like employee insurance concerns is of high interest to them.
Where do you find new businesses? Read your local online newspaper. You’ll see new business announcements several times a week. Many list new business licenses issues, along with an address and telephone number.
We’ve all seen the commercials during Steve Harvey or Wheel of Fortune that advertise burial or Medicare insurance coverage.
If Grandma calls that number, a “fronter” pre-qualifies the lead transferring her to a licensed insurance agent.
My experience is that TV insurance leads are very effective, but you need to commit to large geographical areas for the campaigns to make sense. And many times this puts these styles of leads out of reach for individual agents..
Most commonly, small to large call centers are big buyers of TV-generated insurance leads, as they can work any state they are licensed in.
TV Lead Vendors
Here’s a few television insurance lead vendors I ran across on Google. Not sure how well they are, but at least you have a start:
Now we have covered the “dinosaur” methods of generating insurance leads, let’s transition to discussing internet-generated insurance leads.
In insurance, there are 3 primary strategies to generate internet leads online. They are as follows:
- Google Search, and
Let’s go over each of these.
With people more active than any other social media, Facebook is arguably the best way to market online.
And whatever you feel about the Cambridge Analytica scandal, Facebook is firmly committed to being a treasure-trove for advertisers everywhere.
I can target 65-year-old females that make $50,000 or more a year, who have an affinity towards Dave Ramsey, live in Louisville, Kentucky, and voted for Donald Trump in 2016.
With Facebook’s data tracking abilities, it is easily possible to derive all this information and market specifically to those people.
Facebook is a giant data mining operation. Zuckerberg knows everything about us. In fact, I bet 10-to-1 you’ve been marketed to like this on Facebook yourself and were surprised at the ads showing up.
For these reasons – good or bad – Facebook is fantastic for insurance agent looking for leads. Craft a Facebook insurance lead advertising is simple to do with some basic training.
If you’re looking for a paid program, check out my interview with Jerry Moore at Ad Assassins where he describes how he teaches agents to self-generate their own Facebook leads below:
Otherwise, you can do a YouTube- or Google-Search on how to create and manage a Facebook ad campaign. All the information you’d ever need is out there for free.
Another longer-term yet useful marketing strategy is content-based Facebook marketing.
The concept is simple. Post useful articles and videos to your Facebook friends and in groups tangentially-related to your insurance product. Focus ZERO effort on selling. Simply be a helpful resource.
Do this long enough and you’ll begin to self-generate your own insurance leads at zero cost from people who are ALREADY sold on you (those are the best leads).
The strategies outlined above for paid Facebook insurance lead generation are the same for advertising in Google Search.
You can pay for your insurance ads to show up for certain search terms.
Understand that the competition for ad placement is higher, thus the average cost per lead on Google is more than what you’d experience on Facebook.
Alternatively, if organic, cost-free leads entice you, you can spend 12 to 24 months developing incredible, resourceful content for your audience.
If good enough, Google will rank it, and if it shows high enough, will attract a boatload of traffic.
I know several insurance agents who have profited handsomely with this strategy.
Second, here are a few other websites of agents I know of that are highly successful generating free insurance leads from Google:
YouTube is a great source for insurance leads, as well.
Simply create useful, educational videos on topics related to your insurance product consistently over time and you’ll begin seeing more and more prospects organically reaching out.
This has worked very well for me personally, as I generate burial insurance leads from my YouTube content. The leads are high quality and cost nothing. Most are pretty much sold when they reach out.
Also, Christopher Westfall is an excellent example of producing high-quality YouTube content. He has thousands of Medicare Supplement clients, almost exclusively derived from his educational YouTube content.
Alternatively, you can pay for leads on YouTube in the same way as Google Search.
Centering around life event based lead generation, you can piggyback off of other companies’ lead generation efforts.
This is a low- to no-cost insurance lead generation strategy that can get good results.
For example, you could partner with a diabetic supply company and work their leads for insurance opportunities while encouraging them to work with the diabetic supply company.
These type of lead sources make great partners. Typically you either pay them for their leads or you pay them a percentage of the business in exchange for working those leads.
Even better, you can name-drop on the call making a connection between the other company and yours. It makes you appear as a trusted partner to the original company.
Here’s how the script works:
“I’m calling you because I work with ABC Diabetic Supply and I got your information passed to me. I just wanted to introduce myself. I work with people who are your age and older that are concerned about taking care of final expense coverage. I wanted to stop in for 10 quick minutes to show you how this works and show you what I’ve got. How’s Tuesday at 2:00?”
Anytime you can piggyback on another company’s client list, you’ll measurably increase your appointment setting results. Get creative and find another industry that targets the market you are selling to.
One of the most effective AND efficient ways to generate insurance leads is through seminars or speaking engagements. This is a scalable strategy I teach my final expense agents.
Of all the lead generating methods, this one is least used. Why? Because people list public speaking as their biggest fear, even above death!
Luckily, their loss is our opportunity.
Seminar marketing is one of the simplest lead marketing strategies to initiate, as there is always more speaking opportunities than speakers.
Paid Or Free
You have the choice of paid seminar marketing or free seminar marketing.
You can generate leads to encourage prospects to attend your seminar. For example, there is evidence of this strategy working in retirement planning and Medicare plan selection. Understand that these methods take a LOT of money to market correctly.
If low- to no-cost seminars sound up your alley, you can target a litany of places for speaking opportunities.
Here’s a short list of what works extremely well:
- Senior activity centers,
- Kiwanis Clubs,
- Rotary Clubs,
- Women’s groups
Anywhere people gather presents an opportunity for a speaking engagement.
Seminars allow you to establish both trust and rapport with your prospects. As long as you don’t sound like a dope, most of your audience will assume you’re the expert.
Seminars also leverage the “one-to-many” method, meaning you spend your time more efficiently speaking to many people about what you do, as opposed to only one at a time.
Of all the insurance lead strategies mentioned, seminar marketing is my favorite way to generate leads. The prospects know and like you, and are more willing to do business.
It’s a pleasurable selling experience.
Want to learn more about seminar marketing? Watch my video I did with my agent David where he explains how his seminar marketing method generates 2 to 3 new clients per seminar at virtually ZERO cost:
Sphere of influence or referral marketing is broken down into 3 strategies, depending whether or not you have clients.
Now, some agents reading this may see the words “referral marketing” or “sphere of influence,” and look for the nearest roof to jump off of. Why? Because many agents in traditional agencies were brought up on the Project 100 or Project 200 method.
Here’s how it works. The agency asks the new agent to create a list of 100 to 200 people. Theses people are past business associates, friends, family members, et cetera.
Once you’ve curated this sphere of influence list, the agency wants you to do 1 of 2 activities:
- Pitch the insurance product to them, or
- Ask them for referrals (whether they buy or not) of people who might have interest.
I’ve made jabs routinely at the Sphere of Influence approach, as many people nowadays hate making their friends and family buy from them.
However, sphere of influence marketing is a proven strategy that works well for the agent that executes.
Here’s an example of how sphere of influence marketing works better than purchasing leads.
I do jiu-jitsu. I experience intermittent knee pain when rolling from years of weighted lunges and squats.
To reduce the pain, I looked into knee wraps. In my due diligence, I watched a video from a guy I like a lot and he made a recommendation for knee supports. I went online to look the product up and saw that it cost 100 bucks for one sleeve.
Today I was in jujitsu class and decided to discuss knee wraps with a black belt I like and trust. I asked him his advice on knee wraps, and he described his and why he liked them.
Of course, I took his recommendation over the video advertisement.
The business associate, friend, or family member who you respect has MUCH more leverage in influencing your buying decision than a random phone call or internet advertisement.
That’s how referral generation works.
It overcomes many obstacles in buying. And if you want the power of high-closing leads, You want to influence your sphere of influence to think of you as the insurance man to recommend.
Even better, referrals refer more referrals!
Years of selling helped me realize that the old adage, “Birds of a feather, flock together,” is true. And people who take referrals from others tend to reciprocate and willingly refer you to others.
Having my own business, I love referrals. And I love giving referrals as I understand the sales potential they provide to my business friends and acquaintances.
If you ask for help getting in front of target prospects, good people will reciprocate. If you’ve done a good job for them, they want to see you succeed.
Other Referral-Generating Strategies
Don’t like the Project 200 strategy?
No worries. You can generate referrals through other methods.
You can work with other sales professionals and business owners and work their clientele.
If you sell mortgage protection life insurance, you’ll want to work with realtors, title companies, even loan officers and ask them to send you their client names to talk mortgage protection with them.
Client referrals involve you targeting your clients and asking them to give you referrals.
While this strategy works incredibly well, it takes a level of dedication and training to make it work.
I did a great interview with sales trainer Claude Whitacre. I recommend that you read his sales prospecting book which includes his entire client referral generation strategy. Hands down, it’s the best referral training I’ve ever gotten.
Regardless of the referral techniques you use, the Pareto Principle applies.
Simply asking your clients for referrals will constitute 80% of your success in developing referrals.
As I’ve learned from Claude, it’s better to get referrals from actual clients, not prospects that didn’t buy.
Because buyers hang out with buyers, and non-buyers hang out with non-buyers.
What do you say to ask for a referral? Here’s a simple script you can use:
“I do all my business through referrals. That’s how people do business with me. Can you think of one or two family members or friends that you think would appreciate what I’ve helped you with today? I’d like to talk to them. They wouldn’t be obligated to buy anything, I just want to show them what I have and help them out if I can.”
Booth marketing involves you attending a convention (even a flea market) and soliciting people that walk by.
I’ve had agents that have been successful doing this. Although I was selling my personal training services, I had great success booth marketing.
Here’s what I did…
I put out a fishbowl out and offered my services for free to a lucky winner.
The convention attendee filled out an entry card, which was my lead card. I would contact those people for appointments to investigate what I had to offer, even if they didn’t win the free personal training package.
Some of those people will say “yes” and turned into great clients.
Ideas for grand prizes could be simple. Perhaps you spend $300 on a television and a lower amount on a few consolation gifts. This boosts entries, thus your opportunity to book appointments.
You can always give a gift to anyone who sets an appointment, too (while this is OK in Tennessee, check your local insurance laws). Something like a $5-$10 gift card works great to “bribe” yourself into an appointment.
Think door-to-door prospecting is bunk?
Door-to-door cold calling is a fantastic way to generate insurance leads, especially in combination with working a life-event style of list like mentioned earlier. Plus it’s a low- to no-cost way of prospecting if money is tight.
Let’s cover a few different strategies where cold calling is used effectively.
Let’s first cover cold calling residences for insurance prospects.
Up front, cold calling residences IS tough. And you’ll get more mileage out of your prospecting working a list contingent on recent life events.
For example, if cold call leading with Medicare to those turning 65 within the next few months, you’ll get all sorts of positive reception.
Because starting Medicare was top of mind BEFORE you showed up, thus the odds are higher you can begin a productive conversation that ultimately leads to a sale.
Same with new home buyers. You could buy a list of new home owners and simply show up at the door to introduce yourself and how you help people with mortgage protection life insurance.
A new home equals new debt, and the reason why to pick up more life insurance becomes something many people more seriously consider at this juncture.
Another lucrative prospecting strategy is to cold call small business owners for insurance opportunities.
If someone put a gun to my head and told me I had to pick one market to sell to, I would hands-down call on business owners.
Business owners have problems only life insurance can solve!
For example, smaller businesses often don’t have employee benefits. You can remedy that with voluntary payroll deduct insurance where the employer pays nothing to sponsor the insurance.
Or maybe the business owner has ignored his own personal retirement strategy. Show him supplemental life insurance retirement strategies utilizing indexed universal life products.
One cool thing about working business owners. They are accustomed to making decisions on the the spot. They’re in business, after all, and must make dozens of important decisions daily.
Also, on par, most business owners are very receptive to salespeople with the guts to show up cold. They understand the process of finding new business, and usually will at least give you a minute to explain why you’re there.
Ok, so this one is a little weird, but hear me out.
I wouldn’t go to a funeral and start nudging grieving family members about peddling burial insurance to them.
But, if you know people who have died or you read an obituary, and you know the people who may have known the person who died, they make great life insurance prospects.
Death is a life event for the bereaved, and often the cost of the burial is rather shocking.
As a final expense agent, I’ve talked to all sorts of people that run out and buy insurance immediately when a loved one dies. So, I support talking (tactfully, of course) to people who have experienced the death of a loved one. They’ll be more inclined to listen to you about how life insurance can help.
Here is an interesting way to find insurance business. It takes a little creativity, but it can work wonders if done consistently.
In his book Talking To Strangers, Peter Rosengard talks about how he made the largest life insurance sale ever recorded in human history… all off of a well-placed cold call.
How did he do it?
Simply by reading the newspaper, and thinking creatively!
He read about music legend David Geffen’s company Geffen Records getting acquired by MCA Universal for $550 million dollars. Peter thought, “Huh, MCA is buying David Geffen’s brains. He’s a key person to MCA. If Geffen dies, then MCA company is in big trouble.”
So, with the sales concept crystalized in his mind, Peter tracks down and cold calls MCA President Sidney Sheinberg while traveling in France in his hotel and says the following:
“Congratulations on hiring David. It’s great that you got him on-board. The reason I’m calling is I’m a life insurance agent. I help companies like you insure their key man. What would happen if David walked under a truck tomorrow? Would that have a negative effect on your business? Could you potentially lose millions?”
Sidney said, “Yeah, what are you proposing?” Peter replies, “I’m proposing that we sit down and talk about a policy to cover the company if this key person were to pass away to offset the losses that would come from it.” The higher up responded, “You’ve got a lot of chutzpah to call me like this.” Two weeks later, Peter sat in front of the MCA board and closed the deal for a $100 million dollar policy on David Geffen!
What’s the takeaway?
News stories and promotions are life events you need to leverage. And everyday new opportunities are announced in newspapers, magazines, and other periodicals.
For example, there is a very large law firm in town who consistently advertises in the Chattanooga Times-Free Press when they hire or promote their attorneys.
Last I heard, attorneys make great money and have a need for what we do. Sounds like a good prospect to me! Especially ones that are moving upward in their careers.
In fact, how many people are calling to congratulate these people on their promotion? Very few to none, I’d wager!
Hear it from the horse’s mouth; I’m obsessed with my work and business goals. I appreciate people appreciating what I do to help in my little space.
And for dang sure I’d listen to someone very intently that cold called me to say as much. Much more than the normal spam telemarketer!
Use this script to book these types of appointments:
“Congratulations on your promotion! I read about it in the newspaper. I just wanted to congratulate you on nice job and possibly talk to you about insurance because if you’re getting a promotion you have a need for more income protection in case you died early. I’d like to stop by and spend 10 minutes showing you the kind of work I do. How’s tomorrow at 2PM or would 10AM work better?“
Use this strategy for newly-opened businesses, or businesses celebrating a recent expansion.
If a business is making moves to expand, odds are higher they have greater insurance needs.
I’m telling you, business owners are usually never fully appreciated. They love telling their story about how they built their business from scratch and how they fought tooth-and-nail and barely survived. I know they love telling their stories because I love telling my story.
And what’s great is you can count on the fact that virtually no one else will bother to share congratulations. People are feeling good about positive recognition.
People who are getting engaged or married, even those who are getting divorced and are paying child support, are sometimes receptive to life insurance.
Somebody who’s recently engaged or recently married is thinking about a future life together and raising a family, so they feel a type of obligation to their spouse to take care of them. Because life insurance is an act of love, and these people love each other, it’s a great time to approach them.
My final recommendation is to find a insurance lead strategy that best fits your personality type.
Then, go ALL in.
Here’s what I DO NOT recommend…
…Dabbling with 3 or 4 different lead programs with minimal commitment.
Pick one and run as hard as you can. All the greats in the insurance business do exactly this.
Remember that lead generation doesn’t work all of the time. You can run a great lead system with a rock-solid sales strategy and still not make sales. Odds are low, yes, but every top producer experiences lulls in performance.
So don’t expect your insurance lead system to only send you buyers. You have to run appointment volume high enough where your ups and downs are mitigated. Usually that’s around 15 completed appointments a week.All of these work, but that doesn’t mean you’re going to run into problems.
And be glad that insurance lead generation is tough. It thins the heard of competition. Accept there’s going to be difficulties. It’s very hard to avoid a few bumps along the way.
Be fully committed through the prospecting and sales process because success in this business ultimately comes down to a numbers game consistently executed over the long-haul. Focus on the input to get the output you want. Go all in. And be TOTALLY dedicated.
If you want to see many of these strategies work in real life, check out my book Interviews With Top Producing Insurance Agents to see what high-income earning agents do to succeed in the insurance business every day.
If you liked this article or have any questions, feel free to leave a comment in the section below. Thanks for reading! Take care!