Insurance Leads--The Important Quetions To Ask By Bob I. Richards At Isnare.com Ezine Articles

If you're in the insurance business, you can rapidly build your business if you have a lot of leads. You can generate insurance leads on your own or with a modest investment, have others generate your insurance leads and buy them.

To generate your own insurance leads, you need to use direct mail (e.g. send cold postcards or mailers to a list that meets your demographic criteria) or have a telemarketer call these suspects or run geographically targeted Internet ads to reach them. In all cases, you have taken on a management function which takes your time away from meeting with prospects and selling insurance.

You can shave 2 years off of your business evolution by buying insurance leads from others and save a lot of your own time. But these are important questions to ask:

1. Are the insurance leads exclusive? Unless you like the idea of competing against 3 other agents for the same prospect, then only buy exclusive leads. Exclusive leads may cost a little more but your appointment ratio will be much higher and well worth it. Your cost per appointment and cost per sales will be lower. Don;'t be attracted by the lower price of shared leads.

2. How old are the insurance leads? Anything more than 10 days starts to get stale. That's why Internet leads are good--they are instant. Stay away from any system where the lead does not come directly to you buy needs to be handled by an intermediary. This can result in old insurance leads that take too much time to get through the system.

3. How were the insurance leads generated? Did someone at the county fair fill in a form to win a Ford and on the form there was a check box "would you like more information about life insurance?" This is obviously a low value lead. Or, did the prospect have to do an Internet search and then fill out a form with their personal and contact information? This is a much better quality lead.

4. What information is included in the insurance lead? Know that some information will not be accurate. When consumers represent their net worth or income or health status, don't rely to heavily on that as they often bend the facts. You will need to call the prospect and get the truth. The important thing is that the prospect has been motivated sufficiently to ask for information which means they have interest. if you spend your day talking to interested prospects, you WILL make money.

5. Is there any guarantee? For example, do leads get replaced if they are bogus (e.g. from Mickey Mouse). Are there any other guarantees offered as to accuracy of other information that is important to you such as address, email or phone.

Get satisfactory answers to all of the above questions about your insurance leads at http://www.seniorleads.com. If the answers are vague, don't buy, go elsewhere. If you like the answers, get the answers in writing and then the rest is up to you, your sales ability, tenacity and attitude.

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