Buying insurance leads can be a very effective way to develop your insurance or annuity business – whether you are just starting out in the business, or have been selling insurance or annuities for years.
But more than 90% of the insurance leads you buy, have simply indicated that they are “interested” in more information. Less than 10% are ready to actually buy something.
Which means that most insurance leads are not “hot” . They are only “warm” . They need nurturing. They need patience. They need information. And they need someone they can trust, who will answer their questions, and help them “buy” what they need.
So if you expect all of your insurance leads to be ready and willing buyers, you will be disappointed and discouraged. And if you simply dismiss those who do not buy right away, you are wasting both your time and your money. It's important to understand that almost every lead is really interested – but to very different degrees. Some have only a casual interest, while others have a more intentional or purposeful interest. However, almost ALL will buy when they are ready – but NOT unnecessarily when you are ready. So what they really want and need is someone to develop their interest, patiently and professionally, until they are ready to make a purchase decision.
That's why you should enter every lead you get into some sort of database marketing system – any system that lets you automatically communicate with each and every lead on a periodic, but regular basis. This could be as simple as a monthly newsletter service.
Whatever you choose, set it up to automatically send each lead some sort of valuable information at least once each month – with an offer for additional information and an easy way to respond – by email or with a post card … which will gradually convert as much as 70% to 80% of your insurance leads into buyers within 24 months. So do not toss out those insurance leads, because studies have proven that if they've responded to an offer before – they are almost certain to respond again.