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Leads are an essential part of gaining new business. Sometimes I can be hard to know if you have purchased enough, the list is scrubbed, or you will have to compete for the business from the lead. Several avenues are available to purchase leads from including internet, direct mail, and referrals. Decide which one will work best with your business model and weigh the pros and cons in deciding which to purchase.
Here are the main lead source options available:
1. Internet – These leads are available in both shared and exclusive formats and can be purchased from a third party or collected from your own website.
Shared medicare supplement leads are the cheaper of the two options. They are sold to multiple agents so you will most likely experience competition in prospecting with them. Seniors you speak to may be frustrated by the volume of agents they have spoken to regarding their supplemental insurance needs and you will have to distinguish yourself from the others. Exclusive leads are just what they sound like, exclusive to one person. They are a higher upfront cost; however, you will be able to close the business faster and have a higher close ratio due to the prospect only hearing from one agent.
Another way to get internet is through a form on your own agency website. The form should request the interested senior to put in their contact information including name, phone number, e-mail address, and location. This way you will have information gathered before making the call and be able to talk with them about their supplemental insurance needs. Additionally, a website is important if you plan to sell Medicare Supplements over the phone. Your prospects will be able to find out more about your agency despite the distance between you.
2. Direct Mail – You can purchase mail pieces, at a per-quantity cost, already available for use, all you have to do is choose the area to send to. A great option, the direct mailer goes directly to the senior’s home and is there for them to consider. If they are interested in more information they will either mail the piece back or contact you via the information you provided for customization.
3. Referrals – Your current clients are an excellent source of promotion for your business. Even though you might feel self conscious, at first, about asking for referrals they are an easy way to get more clients. When your client is satisfied, surely they have friends and family who can also benefit from your services. Don’t hesitate to ask.
Supercharge your business with senior leads from the internet. Precision Senior Marketing, a Medicare Supplement Broker, is committed to educating senior market agents on the best vendors for Med Supp leads.
