Leads are a significant part of selling life insurance. After all, you can not expect people to come looking for you, unless you are a well known insurance company. This of course requires a great deal of advertising, at tremendous expense.
Most people start looking for leads within their own family. They may also find a few leads through friends. Quickly this limited source of leads runs dry, leaving these individuals looking for more. Were does one start?
The key, is not in finding leads, but rather, creating leads. Anyone who wants to peak curiosity and interest in another person, should know a great deal about their subject matter. How can anyone expect to generate interest, if they have limited answers and information?
Life insurance needs to be sold. Not because it is not needed, it certainly is. However, how can I purchase something from you, if you are not sure of what exactly it is that you are selling? Believe it or not, in this day in age, people still rely to a certain point, upon word of mouth.
No matter who your client is, it is important to always behave as a professional. If you expect to be recommended to others through a client, you will want to make sure that their experience is an excellent one. This is necessary even if your client is a relative or a friend. Remember, the only example of your work that they have, is their experience with you. If you want them to create a lead, you must make them feel confident that they will not end up feeling embarrassed. If people do not feel comfortable with your business practices, they will certainly not want to recommend you to their friends.
Honesty is the best policy. Do not suggest adding policy features, which you know are not needed, or worse, can not be afforded by the client. It is much better to keep the policy to a minimum, which does not leave the client financially strapped. This will quickly earn you a reputation as an honest business person, which will generate leads. Dishonesty will quickly earn a bad reputation. This will not only not generate leads, but could be the end of your career.
Watch for opportunities to place your business card, on a regular basis, without the need to be there. There are many opportunities to do this with people who are new to the area, newlyweds, and new parents. Quite often these individuals are offered special coupons, and local information packets. Having your business card included in these may generate leads.
Life insurance lead generation has more to do with creating leads, than finding them, or waiting for them. It is important to remember that your own professional business practice is the best way to generate more leads. Word of mouth will become quite valuable in generating leads. This is the best way to find and secure an ongoing clientele.
By Patrick Wood