Qualified Insurance Leads, Mortgage Leads and Seminar Leads

Part 3 or 3: Getting Leads

There are two basic ways to acquire leads: You can either Purchase Leads or Acquire Them Yourself. It’s a good idea not to put all your eggs in one basket – implement both methods. As Euripides once said, “The best and safest thing is to keep a balance in your life…”. Yes, purchasing leads does come down to money, but your time is worth money too.  If you already have a lead acquisition method in place and it’s working for you, stick with it.

Another factor to obtaining leads is getting the appropriate quantity. As Sam Collins writes, “…if you are working on ten leads per month and nine fall out and one has an interest, but is just not ready, you have zero originations for the month” (Collins, Sam. "Have I Got a Lead for YOU." The Reverse Review (06/2009): 22-25). You’ll definitely want to increase your leads to increase your odds.

Purchasing Leads Guidelines:

1. Define the cost per lead with supplier.
2. What are parameters that determine a lead return?
3. How are the leads paid?
4. Are there quantity discounts?
5. How long has the company you will be using been in the insurance or mortgage lead business,
   or whichever industry you serve?
6. Have the company give you a definition of what they consider to be a “lead”.
7. Get an example of a lead generation source, so you can respond relative to the senior client’s request.
8. Ask for testimonials. Specific clients who can testify to the lead source effectiveness.
9. Read all agreements thoroughly.

Acquiring Your Own Leads Guidelines

1. Make appointments with the decision maker.
2. Send correspondence and make a follow up call to confirm appointment.
3. Join local networking and social groups within your community, be specific what you do.
4. Don't try to sell your product, explain how the use of it can help others achieve their goals.
5. Send valuable information to other contacts and provide education to them.
6. When holding seminars or educational forums, be sure to capture all names and contact information of attendees.
7. Follow up with a letter and phone call to all contacts after meeting.
8. Set up one on one to get to know your outside sources on a more social, but business level. During this one on one, let them know more about you.
9. Put into place a strong referral program.

Remember, there are multiple methods to receiving and acquiring leads. Try them, keep what works and convert those leads to sales!