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THE FOUR METHODS
Life insurance leads are usually generated by a variation of these 4 methods depending on who you talk to. We will provide a general discussion of each area.
If you want to review more detailed information on any of these methods discussed below, just click on the highlighted links on this page.
So what is the real story on how to get insurance leads !
Based on my years in the business, it is not uncommon that the agents first 100 prospects will probably consist of people they know. And then when they are gone, oops, what do we do? Well like most of us that started in this business we go through the following progression, which we call the prospecting ladder.
Generating life insurance leads requires a system. It needs to be adhered to, day in and day out. It must become a habit. You must understand that this is how you replenish your inventory. When you run out of Inventory, you are out of work.
Additionally, I have included some other concepts and prospecting ideas (methods 2,3 and 4 below ) that i learned and are not usually taught in home office schools.
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METHOD NUMBER #1:
Name generation or cold calls as I refer to them. They require the most work. But they are names and people to call and they will create activity.
These type of names are generated through, newspapers, credit bureau green sheets, chamber lists, club lists, new married, new babies born, buying lists of names and so on.
These type of insurance sales leads usually consist of lists of people and are usually unqualified names. All you really have is a persons name, address and maybe couple other pieces of information.
Here is a more indepth discussions on prospecting.
METHOD NUMBER 2: These techniques provide a more qualified prospect.
Setting up your own board of directors, (What is a board of directors?) and using lunch appointments to sit down with these key people from time to time is a good method. This is a low profile method to keep generating life insurance leads by using key people.
Orphan policy holders. (Existing clients that no longer have an agent because the agent quit, moved away or whatever) your company manager can provide you with orphans. Just ask your agency manager.
Just Meeting people in social events. Never get into discussion about your product. Set up teaser question and get persons name. "Mr. jones, Has anyone ever helped you set up a formula for saving money and determining your financial goals in life? I would like to give you a call and share some ideas with you sometime, if that is okay. Is it best to contact you during the day or is the evening better." (remember,always give a choice.)
More information on fixing the prospecting problem
METHOD NUMBER 3: And my most fun favorite was asking the people that said no when I was phone calling them for an interview: this was fun for me because I wanted to see how good I was and it was always a challenge.
Here is how it worked---
Before you hang up you should say something like this: Mr. Prospect, thanks for visiting with me, even though you are not interested in getting together with me at this time..........
Who do you know that may have just bought a new house, just had a
baby, just got a job promotion? Wait for response. (Believe it or not
most people will be glad to help give you life insurance leads, you just
need to ask)
METHOD NUMBER 4: Referrals:
But the best way to generate free life insurance leads is the Referred lead System. Learning the referred lead concept will make your life easier in the long run and help you accelerate to the top of the prospecting ladder. This method is the most efficient. Not only will your income increase, but the size of your case and your persistencey will go up. There are two methods I used when I was selling: The referred lead card system and the appreciation dinner concept. So if your new just starting out in the business or a struggling agent, and if you want to make prospecting and selling life insurance less stressful, while making your professional life easier, take the time to learn the referred lead card system. Practice it till you get it right so that it is working for you.
I hope this Life insurance leads and associated articles will help you with your prospecting skills.
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