There are several contract providers for life insurance leads. They can be found easily with a simple internet search or in the classifieds of direct marketing magazines. So, what should you look for when choosing a life insurance lead package?
Current Information- In our mobile society phone numbers and e-mail addresses change frequently. With each day that passes, the likelihood of outdated information increases. If the lead company is vague about the age of the leads (or the last time the information was checked for accuracy) or the leads are more than 3 months old, you should shop with another company.
Filtered Records- Life insurance has specific demographic criteria that indicate a more likely buyer. People consider changing and adding insurance in response to changes of age, income, and family status. Be sure the markers you are targeting are included as part of the lead information file. Ask the company if the leads have been checked against the do not call registry. You definitely want to avoid bothering people that requested protection.
Exclusive Rights- You might have to pay a bit more in the beginning to get exclusive rights to the information. But, a competitor reaching a contact before you have a chance to do so renders even the cheapest information worthless. Look for companies that offer at least a year of exclusivity.
Guaranteed Performance- Make sure the provider is willing to guarantee productive leads. Many services will return credit for leads that do not produce a convertible customer. You will have to cite problems with the information to qualify for a refund, so keep detailed records of your contacts and results.
Competitive Pricing- The market is overloaded with services that provide warm leads. If a company passes all of the quality standards, do a bit of shopping around to be sure that you are getting the best price.
Credibility- After you have determined that the quality meets your standards and the price is competitive, you would be wise to utilize one more qualifier, credibility. If you have the relationships, call other agents and ask about specific providers that they have used. Scan your trade magazines for articles relating to lead generation services that cite the performance of different companies. You can also “Google” a company to see what others are saying. Find the comments of users by adding words like “complaints”, “forum”, and “fraud” with the company name in the search engine.
The sheer quantity of providers can be overwhelming. But, by using the above criteria, you will soon be purchasing a warm list waiting to buy.
