Annuity Leads are often a misunderstood aspect of annuity sales. First, an annuity lead is not an annuity sale. Second, an annuity lead does not come from a walk in client. Finally, LEADS WORK (I may sound like I'm in direct opposition of my first point, I'll explain later). Online annuity leads are the topic of this article, simply because I have found them to be the most effective way to obtain leads that convert. Here are some tips from the purchasing of the lead, through the sale of the annuity:
Step 1: Buying The Lead! There are many companies that sell leads. How do you choose the right leads to buy? there are some key elements that I look for when buying leads online and over time I have narrowed it down to one website from which I buy leads. The first thing to do is ask how the company obtained the lead. Far too often, companies sell leads for as much as $ 110 because of the promise that they have already called the client and set up an appointment. This is a big Red Flag! Usually these companies set up appointments through a telemarketer so the lead was obtained against the will of the client and is not likely to convert. These companies also send out flyers with a prize offered if the prospect client calls within “X” number of days.
The Best thing to look for when buying a lead is NO return policy! That's right, no returns. The reason is simple, these companies are confident in their product. The website that I use calls this the “Rub of the Green.” Sometimes in golf, you can hit the perfect putt, but the ball hit a lump in the green and streaks from the hole. It is the same way with annuity leads. Sometimes no matter what you do, the lead just does not convert to a sale. The no return policy can be thought of as an exclusive membership into a club.
Step 2: Selling the Annuity! The first thing to remember is that a lead is not a sale, it is simply the beginning of a relationship between you and the client. If you buy the lead online from a reliable website, there are a few things that you already know about that person. The client has shown interest in buying an annuity; You know their age, address, and phone number. That is all you know. It is up to you to develop the relationship that the client is hiring for. You will have to walk a fine line between losing the relationship and spending too much time with the client. If you spend too much time with the client then you lose possible sales down the road. Too little time and you lose the client you are dealing with. Try to spend no more than 3 hours with each client over the lifetime of the relationship.