Gone are the days when insurance agents were forced to spend long hours tracking down prospects the hard way, with hours spent making connections, building relationships and meeting with people one-on-one. Today, many agents grow their business by purchasing high-quality leads from a company that specializes in insurance and business to business lead generation. These companies generate leads online from qualified prospects interested in buying insurance, and the agent buys the leads, typically at a flat price per lead.
With life insurance leads, the cost will typically be determined by the quality of the lead itself. Common lead types include substandard, final expense, standard and premium life insurance leads, with substandard leads being the cheapest.
Premium life insurance prospects are typically between the ages of 45 and 70 with no major health conditions, such as drug or alcohol abuse, hepatitis, HIV/AIDS, vascular disease, cancer, heart disease, mental health problems or emphysema. Standard life leads are those aged 25 through 44 with no major health conditions. Final expense life leads are between the age of 50 and 80 with a maximum $25,000 policy, while substandard leads fall outside of these groups and may have pre-existing conditions.
When you buy life leads or health insurance leads, for that matter, you will usually receive a full profile of the prospect, including contact information, current insurance and provider, when their current policy expires, coverage options and their health conditions. Many companies that sell business leads also allow you to filter leads to receive only the leads that make sense for your business. This includes geographic filters, lifestyle filters and demographic filters to help you maximize your investment.
As with anything though, quality is important. When comparing the cost per lead, remember to consider the potential return. Many agents start out with a batch of 50 to 100 leads to help them determine their return on investment (ROI), but it's also important to keep in mind most agents take some time to get their process down, so the success rate should climb after a bit of experience.
It's also essential to work only with companies that sell high-quality, fresh insurance and business leads. Unfortunately, there are poor quality companies who will simply resell old leads dozens or even hundreds of times. While their pricing is very low, you're getting a poor value because these leads will not lead to conversions, and you'll be wasting your time tracking down prospects who may have changed their contact information and are most likely not interested in insurance any longer.
Buying insurance leads truly is the way of the future, allowing any agent to maximize their budget and gain access to qualified leads with little time and money. If you're still doing things the old-fashioned way, consider going a test run and buying a batch or two of high-quality life insurance leads to see why millions of agents turn to this strategy to grow their business.
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