As any experienced agent knows, the key to finding profitable life insurance leads is finding people who see the need for the product. Producing quality leads can be done a number of ways subject to the amount of money or time you are willing to invest.
The easiest way to get qualified leads is through a lead service. These companies collect customers and their demographics into databases that can be purchased. Buyers are charged per lead, and depending on the source and depth of the information, this charge can be as little as a few cents each to several dollars each. Many services offer refunds for dead end leads. But, the requests are usually monitored and approved individually according to a set of strict criteria. Meticulous record keeping is a must if a buyer hopes to recoup any of the initial investment.
The most affordable source for leads is your friends, family, and business associates. Be sure that everyone is aware of the services you provide. Stay aware of life changing events in your area. Be the first to send cards of congratulations to new parents and encourage them to call you to help with long term plans for care and college. Tactfully offer your services helping the bereaved navigate the maze of insurance paperwork involved in a life insurance claim. You will be in a prime position for annuity conversion. And, finally, think of all those places where you spend your dollars. The people know your face and appreciate your patronage. It is a good idea to occasionally ask if all of their insurance needs are being met. You might make a sale and you will definitely plant yourself in their mind for the next time that they need insurance products.
Keeping your name in front of people is the way to guarantee you will come to mind when they are ready to buy. Consider maintaining a website. Offer information to help your customers educate themselves about the different types of life insurance products. Change the content often to keep customers coming back to your website. Start a news section and encourage the community to send you pictures when they marry or have new babies. You will be one of the first contacted after a life changing event when most people consider changing or adding coverage. You will also realize increased traffic from visitors to view the pictures. Be sure that your contact information is easily found on every page and that there is a response form readily available.
Another great way to activate leads is to produce a newsletter. It keeps your name and information in your customers mind and with the right content can create demand for your products. Be sure to send something to everyone in your community at least once a year to be sure it is your name that comes to mind when insurance is needed.
