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Leads are an essential part of a thriving business. There are several options available and it can be hard to determine which method will be most effective for your business. Often there is a choice between internet and direct mail lead sources, both having their pros and cons. Also, it’s important to remember to request referrals from your current clients who can provide testimonials to their friends and family.

Here is a more in depth look at the types of leads:

1. Internet Leads – These are available as either shared or exclusive. Shared leads are more economical, but are sold under the notion that more than one agent has access to the same lead. Therefore, you might be the fourth call a senior has received regarding their Medicare Supplement interest. You will need to bring your "A Game" to every call and draw from examples as to why clients should choose you over the others they have heard from. Exclusive leads are exactly what they sound like – exclusive to you. Though a more costly option, you get what you pay for. Chances are your close ratio will be higher, the senior will not be annoyed by the volume of calls they have received from prospective agents, and you will be able to fulfill their supplemental insurance needs.
   
   Additionally, leads from your own website fall under internet category. If you are considering creating a website for your agency (especially helpful if you are prospecting over the phone) then be sure to include a short quote form on your main page. This form should request contact information like name, telephone number, e-mail address, and state/zip code. Websites can be as simple as a template site to as complex as something created custom for you from a design agency. Just remember, your website is the face of your agency and it is important to give the right first impression.


2. Direct mail – These leads are purchased directly though a vender who already has lists and mailing pieces available. You will pay a determined cost per a set number of pieces and choose the area in which to distribute the mailer. Direct mail is a great option, as it is a visual piece that goes directly into the hands of the senior for them to consider. If interested, they will mail a piece back to you or use your contact information provided on the piece. The response rate you receive will be exclusive and the leads are yours to contact further.


3. Referrals – Don’t forget to ask your clients if they know anyone who is also in need of supplemental insurance. It can be daunting to bring it up; however, by taking social queues from a satisfied client you will see when it is appropriate to ask. Also, it’s important to not to feel uncomfortable doing so – as a good agent who does a lot for your clients there is no reason you cannot ask for referrals. Most likely, they know someone who would benefit from your product portfolio and customer service.

If you have any questions about which lead option is best for your business, do not hesitate to contact your marketing representative at 1-800-998-7715 who will be happy to guide you through the options available.

Please give us your feedback!
Where do you get your leads from? What has the most successful method: internet, direct mail, referrals? Have you found your clients are open to your request for referrals?