How to Spot an Efficient Insurance Lead Company

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HOW TO SPOT AN EFFICIENT INSURANCE LEAD COMPANY

There is no denying the scaling power of

finding a solid insurance leads company.

Finding the right provider(s) is actually

the tough part: there are many

companies that sell leads online.

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HOW TO SPOT AN EFFICIENT INSURANCE LEAD COMPANY

For this reason, you don’t want to try the

first source you find and assume all

others are the same. Instead, you need

to test multiple providers to ensure that

you are buying the right leads that

provide value for your particular product

line and location.

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There are many steps that go into testing a a

new lead source. If you don’t know what you

are doing, take a step back and try to set

some reasonable expectations for your

efforts. You’ll need to have some goals in

place and be prepared to measure your

success with each lead source.

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HOW TO SPOT AN EFFICIENT INSURANCE LEAD COMPANY

Although there is no hard and fast

rule, it makes good sense to

experiment with at least three lead

services before making a decision

on which one is best for you.

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HOW TO SPOT AN EFFICIENT INSURANCE LEAD COMPANY

Tip: There is also no rule saying that you can

only buy leads from one company. You will

want to stick with any source that provides a

positive return on marketing spend as long as

you have the time to work the leads. If time is

a bottle neck just go with the most profitable

providers.

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HOW TO SPOT AN EFFICIENT INSURANCE LEAD COMPANY

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NARROW THE FIELD

As already mentioned, there are a lot of

options. To get started you’ll probably

want to ask other professionals you trust

(ideally in your area) about their

experiences. We offer insurance leads

reviews of companies we recommend as

well.

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NARROW THE FIELD

Next, you’ll want to narrow down the

options to your particular needs.

Here are a few questions for providers

to help you determine what you are

looking for.

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NARROW THE FIELD

What product lines do you offer? What filtering options do you have (standard or

paid)? Do you offer any training resources? What data fields do you provide for each lead? Do you offer any discounts, such as for buying in

bulk or for customer loyalty? What is your return policy if I find that a lead is

“bad?” How long do I have to return a bad lead?

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NARROW THE FIELD

Can I pause lead flow?

Do you provide leads in real-time?

What methods of delivery do you offer?

Can your lead integrate with my CRM/LMS?

What is the max number of agents each lead can be

sold to?

Do I have to sign a contract or long term agreement?

Do you have any free or discount promotions for new

customers?

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START TESTING

Once you have a list of at least three

companies that you want to test, you

should purchase a batch of at least 25+

leads from each provider.

(50-100 is ideally a better sample size but

that does require more time and

money).

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START TESTING

Note: Try to avoid buying all the leads

at the same time. If you do, you may

find it challenging to track sources

consistently as well as contact

each prospect in a timely manner.

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START TESTING

It is important that you track every move that you make.

How many leads were you able to contact?

How many converted to a sale?

Several lead management and CRM solutions offer

tracking options.

For smaller tests you might want to consider tracking

results manually and using our lead ROI calculator.

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FREE OFFERS AND DISCOUNTS

There are many providers that offer free

insurance leads or deep discounts to new

customers.

Take advantage of these!

This will help you better understand what a

particular company has to offer, without

having to put up as much, or any, money.

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FREE OFFERS AND DISCOUNTS

These offers also represent a company that is

willing to stand behind their product.

Generating and buying leads is expensive so

these providers are taking a loss up front to

prove they have a product that agents will

want to use on an ongoing basis.

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KEEP YOUR OPTIONS OPEN

Remember, just because a particular company is

best for you right now does not mean this will

be the case in the future.

Volume and quality often depend on upstream

lead sources as well as your location.

You should keep your options open, knowing that

you may need to make a change at some point

down the road.

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KEEP YOUR OPTIONS OPEN

Your goal is to always purchase the highest quality insurance leads at a price that allows you to be profitable. If this means making a change from time to time, so be it.

You must do whatever it takes to ensure that your marketing dollars are being spent wisely.

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KEEP YOUR OPTIONS OPEN

Resist the temptation to rush ahead,

buying a large number of leads

from a company before you know

what they are all about.

Take the time to compare multiple

providers.

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KEEP YOUR OPTIONS OPEN

Soon enough, you will know which

company is best for you. This will

make it easier for you to spend

your money appropriately

moving forward.

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KEEP YOUR OPTIONS OPEN

No matter if you have purchased leads in

the past or are interested in doing so in

the future, it is important to continue to

test sources (including offline and other

marketing channels) to ensure you are

maximizing your marketing spend.

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KEEP YOUR OPTIONS OPEN

Testing lead sources and

marketing channels takes time

and action, but inevitably those

that do on a regular basis will

find themselves among the top

producers.

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“An ounce of action is worth a ton of

theory.”

– Ralph Waldo Emerson

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