A life insurance lead generation system is essential to agents and agencies. However, life insurance telemarketing lead production fails. See why telemarketing lead generation results in life insurance leads often of poorer quality.
First, let me give credit to all the honest telemarketing leads firms that do the job to the best of their ability. Their leads production is far superior to any in-house person or company trying to cut costs with their own insurance lead generation system of phone calling. Telemarketing firms are in the major leagues while an individual, on the phone, attempting lead production does not even make the minor league.
A life insurance lead generation system, including not only telemarketing but also emailing is usually a big failure. The problem with the telemarketing leads is not in producing "leads", it is in the often-overlooked area of what a lead actually is.
Life insurance representatives often forget or do not realize what qualities leads must have to provide sales production. Here are the six major areas, starting with a prospect expressing a desire for insurance of the same type the agent can skillfully sell. The prospect must have an emotional need other than cheapness to want to find out more. Is the person healthy enough to qualify? There must be a willingness to purchase now if the product matches the needs. The financial means to make the insurance payment must exist.Now the trump card in any life insurance leads generation system. The prospect must not be pressured into agreeing to see an agent. This is the poison injected into so many leads. Now do not confuse pressure with gentle enticement. Relentless bypassing a suspect's NO response, and forging forward with this system, repeatedly trying to get a positive response, causes intense pressure. Many agents actually consider this an acceptable insurance lead. This life lead generation method is not successful. You have a suspect lacking the true willingness to buy.
Here is why this suspect lead style results in a low closing ratio. Almost all people have a void for a life insurance plan that covers enough of their needs. People already realize this. Convincing them they have a need is an easy part of the puzzle. The large missing piece is committing a person to take action in filling this void now.
Telemarketing, although highly superior to personal call making, has a problem in trying to provide life insurance leads that result in good commission sales production. There are two major reasons and some minor ones. The first is often the fault of the agency or sales person hiring the telemarketing firm. Often the telemarketing company gets a CHEAP list of prospects, instead of a highly refined prospect list from the firm. Cheap prospect lists = cheap quality leads. Often a telemarketer becomes too good at convincing prospects they talk to, and knows how to aggressively get past objections with the use of pressure.
Agents want a life insurance lead generation system with results. Telemarketers have to produce, and then are often paid on the quantity of life insurance leads that were obtained. The quality is never known until a presentation is set up, and all the leads are worked. Please note who the people most likely to agree to the telemarketer are. They include people that can't say no very easy, lonely people, and also those who may be hiding a health problem. At best, telemarketing should be given overall a middle grade.
Middle grade will not graduate an agent into financial or professional status. Sure agents can make money with these leads, but look at the key factor. The closing ratio is king. If an agent has a closing rate of 40% using telemarketing leads production, commissions should out perform costs incurred. Think however about the effect of an 80% closing ratio. Seeing the same amount of prospects would double the income and add twice as many customers for future additional sales.
If making money by solving people's life insurance leads is your profession, feel proud. Enhance your feelings and financial situation by exploring a direct mail life insurance lead generation system you completely control. It uses a no pressure situation. Cut out the middleman, and improve your lead quality which in turn increases your closing ratio.
Well published author, Don Yerke likes to concentrate on what you don't know or what no one else dares to print. Tell it like it is.
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