3 Insurance Lead Tools That Work

Finding insurance leads that are worth your time can be a frustrating endeavor if you don’t know where (or how) to look. While getting referrals is one of the best ways to cut through the madness, how do you get those when you can’t seem to land your prospects in the first place? You have to start somewhere, and you have to utilize more than one tool if you want to take your business to the next level. That’s why we’ve put together a small but effective list of ways to get more leads than you’ll ever need. Let’s get started!


The Internet

Since more than two-thirds of prospects are requesting quotes online, the Internet has become a necessary evil. Often times buying an insurance lead online means getting the name and contact information for someone in the market to buy, but it also means having to slug it out with every other insurance agent in your area. That’s because many services don’t vet their leads the way they should and as a result, you end up becoming a glorified spammer to a prospect, who is already getting more than a dozen calls and emails a day from other agents. At HometownQuotes, we work against that by vetting leads before passing them on to you. If you’re going to buy leads elsewhere, make sure you thoroughly understand what you’re paying for before doing so.


The Giveaway

Tech products are all the rage these days. The Apple Watch or [insert future product here] can make great tools for generating leads by first educating people on what they’re doing when they share their information with you and then by sifting through the contact info you acquire to reach out to those who are truly in the market to buy insurance. Simply start a product on your social media platform of choice — mainly because that will be where your reach has the most impact since you’re comfortable with it — and direct people to a landing page where they can register for the contest by filling out a few simple questions. Ask your close, personal friends on each social media platform to share the giveaway with friends, and you’re in business. There will be three types of leads you’ll have to sift through with this approach — those who simply want an Apple Watch and love contests to the point that they don’t mind sharing their contact info; those who would like the Apple Watch but also have some interest in what you have to say because they’re considering an insurance purchase; and those who definitely want to hear what you have to say and if they can win an Apple Watch in the process then so be it.


The Telephone

Yes, it may seem a bit old school, but calling prospects still works, provided you’re looking at the data and structuring the calls in a way that maximizes efficiency. For a clearer idea of what we’re talking about, let’s take a look at Lead Response Management’s study of the best times to call prospects. According to the findings, Wednesdays and Thursdays are the best times during the week to make contact with leads and qualify them. When engaging in a telemarketing effort, however, it’s important that you go about it in a smart way. Don’t just hand off the task to an underling or one employee, who won’t be getting anything out of it other than an hourly wage. After all, an agent’s expertise can come in handy while the prospect is on the phone. By taking charge of this yourself and putting it in the hands of other producers, you stand a much better chance of converting those leads and keeping your help from getting burned out with the constant calling. As insurance marketing expert John Carroll notes, you might consider calling one to two hours each day, but do try to listen to what the data is telling you about the best days to call.


In Summary

While there are other ways that you can find insurance leads — and we’ll be discussing more of those in future posts — these three tools are by far some of the most effective for getting you productive and earning. See how you can get creative with each one, and if you have additional methods that have worked, let us know what some of those are in the comments section!

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