| The key to success with life insurance sales leads that | | | | lead, and certainly within 1-2 hours. Sales leads can |
| are generated by a 3rd party lead company is to | | | | become stale if they they are left sitting too long. |
| devise a plan of action. Most agents who use leads fail | | | | 5. Use a follow-up phone script that quickly engages |
| to handle them effectively enough to be profitable. | | | | the sales lead in a professional yet friendly manner. |
| Here are the ten steps for an insurance agent to | | | | Sales leads do not know who you are, and are quick |
| follow to become profitable with sales leads. | | | | to judge you by how you handle yourself in the first |
| 1. Select the type of life insurance sales leads you | | | | 15-20 seconds on the phone. |
| want. For instance, there are sales leads that are | | | | 6. Close your lead effectively in a manner that allows |
| generated by mail, fax, internet websites, etc. Each | | | | the lead to decide to do business with you. Sales leads |
| generated lead type has its advantages and | | | | want you to advise them on what options they have, |
| disadvantages. Also, you should decide whether to | | | | but they want to make the final purchase decision. |
| work with exclusive life insurance leads, or shared | | | | 7. Have a step-by-step plan of action for your lead to |
| sales leads. | | | | follow to proceed once they have made a decision to |
| 2. Determine the quantity of leads you can afford to | | | | purchase one of your recommendations. Your |
| purchase over a 60-90 day period before you receive | | | | prospective policyholder should always be aware of |
| any commissions from your initial sales. Typically, | | | | the next step in the process. |
| underwriting, approving, and getting paid on a life | | | | 8. Monitor the underwriting of the case to make sure it |
| insurance policy will take at least 60-90 days. | | | | proceeds without problems or delays. Be sure to |
| Therefore, you will need to fund your lead purchases | | | | update your prospective policyholder often on the |
| over this period of time before you have commissions | | | | progress of underwriting their policy. |
| to re-invest in leads from profits instead of your | | | | 9. Deliver approved policies and complete all delivery |
| pockets. | | | | requirements quickly so that you are paid. Also, be |
| 3. Select a lead company with a reputation for | | | | sure to maintain records of commission income vs. |
| generating responsive leads. Ideally, you should get | | | | lead expense to track your profitability. |
| references from an agent(s) who has experience | | | | 10. Always re-invest a portion of your commissions in |
| working the leads generated by the company you're | | | | additional life insurance sales leads to continue the |
| considering. If references are not available, ask the | | | | selling cycle. Your program should be self-sustaining |
| lead company for several complimentary leads for you | | | | after the initial 90 days of selling to your leads. |
| to test and experience first-hand how responsive they | | | | Attempting to sell leads without a plan almost always |
| are. | | | | results in frustration and wasted money on leads. |
| 4. Always follow-up with your leads quickly after | | | | However, these ten steps can provide a working |
| receiving them. Especially if you are using shared leads, | | | | outline for any insurance agent wanting to profit from |
| follow-up should occur immediately upon receipt of the | | | | selling life insurance sales leads. |