Millions of consumers turn to the internet when they want to research insurance. They may be looking for a private health insurance policy. They may have just been hit by a large rate increase, and they may wonder if they can find cheaper car or homeowners insurance. Even affluent annuity shoppers research products online. In fact, internet shoppers tend to be more affluent and better educated than the average consumer. These sound just like the kind of clients we insurance agents love.
Pay for What You Get!
When you advertise in your local paper or put an ad in the phone book, you pay for a listing. You may or may not actually get a return from your investment. But when you order internet leads, you only pay for the prospects that are delivered into your in box. What's more, leads are delivered as soon as the quote forms are filled out so you can contact your prospects right away, before another agent has found them!
Take Advantage of Filters
If you would prefer to sell car insurance to drivers with clean records, or health insurance to those without health conditions, you can set up filters. Of course, you may limit the amount of leads you can buy that way, but you will get insurance shoppers that best fit the products you sell! You may also have products that accept higher risk applicants, and you can user your filter system to find those insurance shoppers.
Check Out The Return Policy
No internet insurance lead company can prevent some bogus leads from slipping through. You may get "Mickey Mouse" once in awhile. But a lead company should have a policy which credits those leads, or issues you a refund. When you are selecting an internet lead company it is very important to check out the credit policy for bad leads.
Take Advantage of the Internet
Even if you cannot sell the consumer right away, you should stay in contact with them. Take advantage of the fact that the consumers are comfortable with the internet and be sure to add their email address to your list so you can send them a monthly newsletter. A periodic, friendly and informative newsletter won't cost you any postage if you deliver through email! It will remind the shopper of you, and the next time they are shopping for insurance they will be more familiar with you and the insurance products you sell.
I have phoned internet leads when they were busy, and figured that I had lost the sale. However, several times, after sending out a periodic email newsletter, I got a call or email for them, asking for more information! Sometimes when clients tell me they are too busy to talk, they really are! But that doesn't mean they won't be in the mood to buy in a week or two!
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