Quality Insurance Business Leads

Quality insurance business leads or contacts can be found in a variety of different ways. Getting a contact that will produce profit is very difficult if the insurer simply has big dollar signs in their eyes. There are companies out there that gather leads from the Internet and sell them in bulk. This creates a large list for insurers to buy, but there are not usually a lot of those contacts that will turn into sales. But this is not the only way to get insurance business leads.

Joining company groups that focus on good industry ethics and referrals are another way to generate quality contacts. Insurers should make sure that each lead is actually a referral and not just someone saying "you know, Fred really needs to change his insurance..." It may be a waste of time to call this person. Fred doesn't have a clue that his friend thinks he needs to change his insurance. Make sure that every insurance business lead actually wants a call. There is nothing more devastating and bad for a company's image than calling someone unexpectedly or uninvited. "The strangers shall fade away, and be afraid out of their close places" (Psalm 18:45).

When talking to an insurance business lead, representatives need to be prepared. Insurers should try to gather as much information about the customer's needs before even getting on the phone. Those who are buying quality insurance business leads from a company should get any comments the contact may write in their application for more information. Those getting a verbal referral must ask as many questions about this person's life as they feel comfortable doing. This might include length of time at their residence, how many children they have and what ages, and what they do for a living. This will provide valuable information about what to tell the contact about how the insurer can be of service to them.

Insurers should treat each one of the contacts as if they are the biggest sale of the year. This will help salesmen keep a positive attitude and not let the insurance business lead know of any previous rejections. Of course, representatives want to be honest with every contact, even about business on a bad day. An insurance business lead is more likely to do business if they know that the company will tell the truth rather than make every sale. A contact becomes useless when a representative approaches the potential customer the wrong way. Sending the same emails over and over as well as making pre-recorded phone calls will only drive away customers. Companies need to work smarter - not harder.

The bottom line is that those who are going to buy contacts need to be VERY careful who they buy from. Insurers should find a company that sells small amounts of contacts just to try them out. Companies which get their quality insurance business leads from referrals and word of mouth need to get their name out there. The insurer should advertise well and speak intelligently to everyone. Everyone must be treated like a prospect, even if they aren't.