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Are Online Insurance Leads Right For Your Agency?
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Companies that specialize in business leads serve agencies of all sizes, from customers who buy hundreds of life insurance leads every day to others who just buy a few leads per month. Whether you live in a big city, the suburbs or serve a rural community, a lead generation company may help you unlock your true potential and grow your business, one lead at a time.
Still, online insurance lead marketing isn't right for every agent, so you should consider the following before signing up for a service that provides life or health insurance leads.
1. Who is Responsible for the Insurance Leads?
Before signing up for health insurance leads programs, make sure you assign one person in your office to manage the program, track success and insure leads are contacted quickly to maximize your chances of success.
Whether this person is you, an assistance or the office manager, someone must be able to manage the online insurance leads program to avoid letting leads fall through the cracks and track success rate to make sure you're getting a good return on investment for the money you spend to buy the life or health insurance leads.
2. Is Your Product Competitive?
It's not necessary to have the lowest price for every risk point, but you should offer something that gives a good value compared to other options consumers may turn to. Remember that most companies that sell insurance and business leads allow you to target leads based on geography, or choose the type of customers you wish to be matched with. You can use this to your advantage, eliminating those consumers who you are least competitive for, such as non-standard consumers.
Remember that consumers have become more knowledgeable and savvy in terms of insurance and comparison shopping has never been easier. Most of the consumers you speak with will compare the quote you provide with others. If your primary carrier has significantly increased the rate in your area, consider holding off on buying health insurance leads until your competitive edge improves.
3. How Will You Judge Success?
One of the most important things you can do to be successful with buying online life insurance leads is making sure you understand how you will define success in advance. If you expect to close 50% of the leads you buy, you will quickly find this is not realistic from any provider you choose. Give yourself a realistic goal and take the time to understand your cost per lead to determine where you break even and where you begin to make a profit to find the best way to close insurance leads you buy online.
Making Your Insurance Lead Program Successful
Don't forget that the faster you contact a lead, the better your chances of success. This is why it's important to assign someone the role of supervising your program. Unless you have a good process in place to make sure every lead gets enough attention, buying health or life insurance leads may not work well for your agency now. Put a system in place where each lead is handled, just as though they are a customer walking in the door.
Finally, check if your insurance carrier already has an insurance lead management tool you can take advantage of, or consider a company that specializes in software intended to help agents take advantage of online insurance lead marketing. If you're an independent agent, think about using a comparative rater to reduce the time necessary to respond to requests from customers.
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