Trying to find good health insurance sales leads can be a real challenge to agents who are just getting started in the insurance sales business. Selling insurance is not the easiest way to make a living, but it can really pay off if you can find customers willing to buy policies. Most agents soon discover that selling only to friends and family will give them only a limited amount of customers, so generating insurance sales leads is essential.
This is the place where I have seen a lot of agents really foul things up or give up on their aspirations of doing this as a career. what I have seen that works are all techniques that do not re-invent the wheel but rather use tried and true methods but doing them with a new twist in order to outdo their competition.
One of the oldest advertising methods is direct mail. Snail mail is slow but it will get you some exclusive insurance leads. Just think about it, the person has to open the letter, read the letter, fill out their information, and send it back to you. It’s not like someone on a whim filling out their information on a whim feeling anonymous from behind their computer screen. They have actually made a good effort to respond to your offer. How much better of a chance do you think you will have of selling them a policy? Let me tell you, much higher, but here is the twist…
To do better than average, you have to think a little outside the box to get them to take those steps in the first place. Let’s go through those steps again that they must take to get that lead back into your hands:
Opening the letter:
What do you think you could do differently than other people to get a higher percentage of your ad pieces opened up? I know that anything that looks like junk mail gets quickly tossed into the trash at my house. So make your mailers look like something that someone they know has sent them instead of an advertisement. Also you could do something like putting a coin in the envelope so that they open it to see what is inside. I have seen someone put two pennies in an ad and the top of the letter said “here’s my two cents worth.” Also having your sales letters hand addressed and stamped will get many more opened.
Now that they have opened your letter, you have to get them to read it. Many people will see a full color brochure and also throw it away, your marketing money going in the trash with it. I usually make it a simple letter and use the ten sentence rule so they will not lose interest. The first sentence should be an attention getting headline, the next four sentences should be questions that your customer would have concerns about. The next four should give them reason to beleive you can address those concerns. The last sentence should be a call to action.
If your call to action is effective, you should get them filling out their form, but to increase your chances of them getting this finished, make sure the form has only the info you need to get into contact with them, you can find out the rest later. Also put a reason for them to get it done now. I know you will get more back doing it this way.
The last step is to get them to put it back in the mail. Just make sure it has a postage paid return envelope. Simple.
I know this is just throwing out basic ideas, but it is usually the minor details of what you are doing that will set you apart and give you greater success. Thanks for stopping by my health insurance sales leads blog.
Cheers,
Mac