The advantage of an insurance lead is that the salesperson will be speaking with someone who had at least indicated some interest in the idea that will be discussed.  This means it will not be an uphill battle from the start, and there may be some common ground on which to build.  Common ground is important in any sales situation. The more important question to ask is how does a salesperson acquire an insurance lead?  A mail campaign will usually draw less than one half a percent in responses.  That means that for every two hundred pieces mailed, you will get back one lead.  This can be improved upon with a follow-up phone call.  The mail piece has to be easily readable and must call for action.  The phone call can set a fire under the prospect if it is handled correctly.

Insurance leads from a client to a referral have a significant advantage in that the referral at least has the person who referred them to you in common with you.  They may just be curious why their friend referred them or they may be very interested if they respect the referrer.  This kind of insurance lead is one of the best that a sales rep can obtain.  Insurance lead referrals are like finding gold in the streets.

Advertising for Insurance Leads: An insurance lead can be a valuable asset for an agent, and advertising for insurance leads is one way to get leads and protect your selling time.  Here is one way that worked and that got a very good response: a mail campaign to new homeowners.   The single page letter had five questions in bold print that could be answered yes or no.  If the prospect answered yes to three of the questions, they were advised to send in the enclosed prepaid card.  It worked like a charm and was even a better insurance lead generator when followed up with phone calls to non-responders.

TV ads and radio ads can be effective, but they must be repeated many times before the listener will call.  Newspaper ads can still work, but must be a series of attention getting ads that call for some action on the part of the reader.  Getting an insurance lead is only valuable if the lead didn’t cost you too much to begin with.  

The Internet may work for you if you are a multiline rep.  If you can handle all types of insurance, then this vehicle will put your website in front of prospects if it is advertised on a city or radio website.  Hoping your site will show through a search engine is like trying to find gold in the streets.  A city business website is a decent place to advertise your website.

Another way to advertise is through local trade shows and fairs.  A booth and a well-written handout are all that is needed for you to get to meet and arrange meetings with the visitors to the show or fair.

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