Any way you market your insurance business to gain insurance leads will have pros and cons. For example, if you really study how to do seminars, you can do very well. The first year however, while you learn what works and does not work in your area, you will need several thousand dollars in capital to run your seminar program. Similarly, if you hire telemarketers, you will spend a lot of money for insurance leads until you get the script perfected. You will also have a lot of turnover in staff until you get 2 or 3 telemarketers that are productive for you. No matter what you do to generate insurance leads, there will be a period of trial and error and the lead generation system will have pros and cons.
Insurance Internet leads are no different. It takes some trial and error until you get your approach right (if you call expecting the prospect to want to buy, you'll mess up a lot of good insurance leads). Once you get your approach correct, your appointment ratio can be significant, 20% o more on your first contact. The other problem you wll have is a significant percentage of worthless insurance leads. But that's also a benefit as I will explain in a minute. A significant percentage are worthless because ANYONE can fill in a form, the ad, on the Internet. The Internet lead provider simply runs ads on the Internet and no matter how careful they are as to which sites are selected to run ads, the Internet lead provider cannot control who fills out the lead generation form. People who can't afford a computer might see the ad on the computer at the library. Or a 12-year-old kid might see the ad and fill it in for information. So you will get a lot of junk Internet leads. The good news is that 2 or 3 out of every 10 Internet leads will be legitimate, viable prospects. If you get one new client out of 10 insurance Internet leads, you likely make
1000% return on your investment as follows:
10 leads x $20 = $200 invested in insurance leads
One sale = $2,000 commission
Because you can earn so much as an insurance agent (especially annuity commissions), you can afford to have a lot of crappy insurance leads and still do very well. There is also a silver lining here. Because other
agents will not have patience and tend to look at the glass as half empty, these agents will focus on the "bad" Internet leads and quit the service leaving you as the insurance agent that sticks with the service and gets all of that service's insurance leads in your area.
The best part about Internet leads is that the prospecting work is done by the Internet lead service. Normally, when producers start in the business, they do all of their own prospecting. Think of prospecting as calling every number
from one page in the phone book to find the 5 insurance prospects that have interest. The Internet lead provider has essentially done that "sifting" for you as only interested prospects will typically complete a form on
the Internet. Not every insurance lead will turn out to be a commission, but it's a very smart way to outsource grunt work, use your time more profitably and get a very good return on investment.
Internet Insurance Leads