Life Insurance Leads Set the Stage for Success, Says Benepath CEO

The insurance industry is highly competitive. Go into battle knowing the ins and outs to attain success.

“Let’s face it: selling insurance of any sort can be likened to spawning salmon attempting to swim upstream. While it is doable, it is a struggle, unless you know some of the secrets to success,” said Clelland Green, RHU, CEO, and president of, Pennsylvania. “Even though competition is fierce, if you know where to look for leads and what type of leads to buy, you will come out ahead of the pack.”

The importance of communicating frequently and clearly with a customer cannot be underestimated. In a world that has been turned upside down by economic adversity, getting good service with a smile goes a long way. Service is almost a word of the past, and it is time to bring that little “extra” back into transactions with others. Call it relationship marketing or call it common courtesy, but giving value-added service to potential clients makes a huge difference in sales returns.

“What do you need to do to get leads? There are a number of ways to go about this, including advertising, offering incentives to sign up for a newsletter or booklet and establishing a reputation as the go-to person for insurance information on forums and blogs. However, buying exclusive life insurance leads or other leads is perhaps more effective, with a quicker return. Those leads come pre-qualified and pre-screened, and you can count on a sale, either now or in the future,” said Green.

The most important thing to remember is that life insurance leads from a lead generation company need to be worked with due diligence. If they are exclusive, the ability to close will be quite high. It they are not exclusive, the agent will be competing with other agents for the same pool of leads. It is best to opt for exclusive leads, as there is a greater return on the agent’s investment. “When in doubt, pick up the phone and call the lead generation company. Start asking questions about how the process works, and then make up your own mind,” Green said.

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