Insurance Leads – How to Develop Multiple Streams of Prospects
Lets face it, if you are relying on just one or two insurance leads sources, you almost guarantee that your business will fail. This is not only talking about having different sources to purchase leads from but also about using different methods of prospecting to generate business. Now, for beginners in the insurance business, you do not want to spread your marketing budget too thin by chasing after too many different lead generation techniques. Its best to have three or four different ways of marketing.
Of course the easiest way to get get prospects is to buy internet generated leads. They vary greatly in quality and can get expensive if the company does not have a good credit policy for bad leads but they do save a lot of time. You need to have at least two of these on call in case one has an unexpected interruption of lead flow. Its also good if the company has ways to control your flow of leads by either being able to turn the leads on and off or being able to change your parameters such as zip codes, ages, health conditions or other filters that can be used to control lead flow.
Many of the long term agents will tell you that the real key to success is face to face prospecting, that this produces the most loyal customers that no one else really competes for. Some agents set up in brick and mortar establishments that give potential and current customers a place to come to meet with them for their insurance needs. This can be expensive for a new agent to do on their own. The way many agents do direct face to face marketing is simply putting on a comfortable pair of shoes and going out to talk to as many people they can face to face. Many people will never go in search of new insurance products on their own but will consider doing just that when they have someone they know and trust to help them.
Traditional advertising is often neglected in favor of online advertising, but if used right can also be a very effective way of getting customers for your insurance business. Mass mailings are one of the best examples. This is also a good place to think outside of the box. I have seen insurance advertising on Rx bags, Styrofoam coffee cups, on the back of receipt tape, on the fences a local sports fields, and hanging at post office and school billboards.
The best advice for generating insurance leads is simply get out and take action. If you stay in an office all day stuck behind your computer, you will not only feel miserable, you wont nearly make the income you would if you would simply get out and network. Variety is the key to success so don’t limit yourself to only one way to generate insurance leads.
Cheers
Mac