Thursday, September 5, 2013
The Truth About Leads Agents: Get To Work
Insurance sales is a paradigm. On the one hand an agent can earn a
very good living if he can get on a steady flow of leads each week. The
opposite side of that is if he doesn't, he won't last long in this
business.
The problem is that it is very hard to get good leads
each week. In order to meet enough quality appointments each week, you
have to have a steady flow of leads. Now there are what I would call
"good" leads and "bad" leads.
Referrals are the best leads around.
These come from someone who knows you and can vouch for your work. The
next is when you either purchase or receive leads from your Insurance
company that are actually qualified through demographics. For example, a
good quality piece is sent to a prospect which takes into account their
age, gender, family size, current health status, income size and
whether or not they own a home. Leads that come from this source stand a
chance of being a sale for the agent.
Conversely there are bad
leads. These are leads sent to everyone with no consideration for
demographics and yet are charged to the agent. It's a shame and a total
waste of time for an agent to get leads and waste his time on them with
no hope of converting them into a sale.
A good concept to keep in
mind is this; you are paid to sell, not prospect. The more time you can
spend in front of people who are open to listening to your presentation
and purchase your products, the more money you will make. Many agents
spend 75-80% of their time prospecting and wondering why they cannot
make a great living in sales.
Good leads cost money. Sadly many
companies are making money just selling agents leads although every
company I have been associated with has said "we make no money on
leads." That is simply not true. Leads do cost but companies do not
offer leads at a loss. This is evidenced by the fact that if you go to
one of the many lead companies that exist you will find their prices are
comparable to what Insurance companies charge their agents. Yet these
lead companies survive by selling leads so if they are profitable
selling you a lead for $30 your Insurance company makes as much as they
do when they charge you $30.
Don't be fooled. Look for good, affordable leads and make getting in front of prospects your goal.
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