Final Expense Leads – Do You Have Enough to Survive?
If you are in the Final Expense business, it is imperative to make sure you have an abundance of Final Expense Leads. Many agents make the mistake and don’t supply themselves with enough leads which generally leads to failure.
Leads are not mandatory to be successful but without them you will have to do other kinds of prospecting. Cold calling, knocking doors and referrals are just some ways to generate sales, however, having leads makes success much easier.
Getting quality leads is very difficult. Not only are final expense leads super expensive and eat into your profits but many times they are not the quality you may think. Some “A” leads are 3-8 weeks old by the time you get them. Some leads are deceitful and when you make the call people are expecting free information, or that it was a government program etc. Some leads may even have been contacted or sold before you get to them.
If dishing out $25 bucks for “A” leads doesn’t fit your budget, an agent can always go for the “B” leads. These leads are resold to agents and most likely have been worked by another agent. The leads are 1/5 the cost and you can find some diamonds in the ruff for sales. Having a good supply of “B” leads is important to supplement your other leads.
Don’t let the age of “B” leads scare you since we know that not everybody is ready to buy when initially contacted and just because they didn’t buy from the first agent who contacted them it doesn’t mean they won’t buy from you. In our experience, half of the sales made come from “B” leads even though they may have been worked before.
An agent that only has a few leads is only setting themselves up for failure. Also, when an agent doesn’t have enough leads to work, they feel pressure to make a sale for each lead. Clients can sense this desperation and will only turn down the agent. In this business it is very important to have access to unlimited leads.
When you only have access to a small number of leads it makes succeeding in this industry extremely hard. Out of those 10 leads, 3 you may never get in touch with. 3 of them may be broke. 3 of them may hang up on you and that leaves you 1 to get the sale. Not good odds or a great way of making a living. You could order 30 leads a week but now you are looking at almost a $1,000 per week in lead cost alone not including travel, gas, and on and on.
Make sure as a final expense insurance agent you purchase enough leads to be successful. A combination of “A” and “B” final expense leads is vitally important to long term success. An alternative to running appointments in the field would be to do Final Expense Telesales. Selling final expense over the phone eliminates all expenses associated with running appointments in the field which means more money in your pocket with the same amount of leads.
No comments yet.
Leave a comment
