Advantages and Disadvantages of Internet Insurance Leads By Donald Yerke Reading articles about internet insurance leads can be dangerous to your financial health. That is simply because people selling internet leads write 90% of these articles. This report is written by someone with over 26 years of marketing experience who likes to weigh out advantages and disadvantages. Recently I read a dozen articles about purchasing internet insurance leads to stimulate your insurance sales. While I did agree with some of the material issues presented, I found the articles heavily slanted. In fact, so slanted, that many of the articles seemed to disguise themselves as advertisements. When glancing at the author's biography, I found the author often headed up a firm selling internet insurance leads. Few of these authors ever even sold insurance or experienced the financial difficulties most agents initially incur. THE DISADVANTAGE OF USING INTERNET INSURANCE LEADS Consider this, if you were to spend $300 for a targeted insurance list of thousands of prospects, the list broker might very well make $150.00 At lots depends on the honesty of the internet insurance lead provider. Selling $300 of leads to you, he could easily make an additional $1,500 thru lead resale to others. You need to know of how this opportunity can turn to excessive greed. Some of the most heavily advertised sources are the least reputable and they have tremendous advertising budgets to lure you in. This is especially true of all the internet companies that use non-exclusive leads. Commonly called shared leads they can be sold and resold up to a dozen times more. Again, what you are told is being done, is not always true. Consider the quality of the lead you receive. Do you real think a lead that you only paid $10.00 or $15.00 for is going to make you $400.00 to $800.00 in commissions? You are lucky if you close one in eight for a smaller commission, and a lot of your time and gas wasted. Did a telemarketer overly push the person into being convinced at considering purchasing some insurance. If so, this person is still a suspect, and not truly a prospect. Do not purchase leads that lack a sincere interest of the prospect in purchasing insurance. A "checkbox" lead, where a person can check off numerous boxes of insurance products is often submitted by an internet or email response. Following up on this lead is a complete waste of your time. Sure, the people might enjoy talking with you, but they are never ready to take the buying step. Watch out for the "free lead" or super low lead pricing introductory offer. Why would a loyal customer of theirs' be offered as good as, or better deal that a trial client? This does not show the integrity and honesty, that other internet sources can provide. Yes, it is true with internet leads, you often get what you pay for.
THE ADVANTAGE OF USING INTERNET INSURANCE LEADS First, compare the similarity of obtaining leads through a well-planned direct mail program, and a knowledgeable internet lead provider. Neither requires you to use the phone. Unless you are a pro, how can you convince someone within 2 to 3 minutes to consider buying insurance from you? Neither requires you to invest countless time prospecting when you should be out selling. Some prefer one method, and some the other. Although I am not promoting any prospecting method, I urge you to check out both of these methods. Are you willing to invest money to make money? Both direct mail and quality internet insurance leads can be costly at the initial start. Do not let a cost factor of $40.00 and up scare you. Not if half of the leads go nowhere, while the others produce up to $800.00 in commissions. Never expect every lead to result in a sale. If so, the people selling the leads would start selling insurance themselves. This is why the truth, integrity, and honesty of the internet lead provider are so critical. Sign up for their best quality leads for the lowest commitment on your part. If you barely break even, then realize this source is not for you. With a little searching, you can find internet insurance leads that are ideally refined. Here the person is interested in exactly the same product you are very comfortable at selling. Internet leads are here to stay. While they will not knock out direct mail prospecting, they are certainly making an impact elsewhere. That is in the area of prospecting that makes no sense. I am referring to all the stupid random cold calling insurance agents are still wasting so much prospecting time on. And no, internet leads do not sell themselves. They are one of the two best ways of providing you with quick prospects so you can increase time to make qualified presentations. It is a known fact that the more presentations you give offering your favorite insurance policy, the higher your closing ratio becomes. Buying the best internet leads to selling insurance could easily double your closing ratio. This in turn translates into doubling your income. That is something new agents need to do as quickly as possible. Quality internet insurance leads may be your answer. Two last words to the wise - buyer beware.