Making the Most of Leads

how to make insurance sales leads work for youOne of the challenges facing insurance agents is to make the best use of leads. It’s difficult to find a company that can consistently provide effective leads for your business. If your leads program is not working the way it should for you, here are a few tips to make sure it will pay off better in the future:.

1) Check to see if your leads company is focused on the demographic group you are trying to reach, and not other groups that won’t be interested in what you’re selling. For example, if you sell final expense plans, make sure your leads company is not sending you leads from 25-year-olds or people who already have insurance plans. While you might sell to a few people who have previous insurance, you will not have as much success as you would if your leads company targeted older senior citizens without insurance. See if your company can help bring you leads that will work better for you.

2) Try more than one leads company at the same time and track the earnings from each. By using two leads programs simultaneously, you will be able to see which one works the best and tweak as needed for the greatest benefit.

3) Ask other agents if they have a leads company that works for them. By comparing what you do to others’ strategies, you will be able to see how what they are doing might also benefit you.

4) Read articles in trade journals about insurance leads issues. Agents are always concerned about making their leads pay off for them. Some insurance publications focus primarily on this area and offer tips on how to effectively budget your leads to pay off the most, as well as maximize the benefits of different leads programs.

5) Track your sales. Just like in any field, the most effective tool you have as an agent to judge how your leads program is doing is to track your sales on a regular basis. There is software which can track sales online, or you can choose to keep track of your earnings yourself. This will go a long way toward helping fine-tune your sales strategies, including your leads program.

As a general rule, you should only spend about 25% of your income on new leads. Otherwise, you are just putting most of your earnings back into your leads program.

Finding a good leads program takes time, but a little effort will go a long way toward making your investment pay off for you in your insurance career.


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