Buying Direct Mail and Internet Leads the Right way

I am going to do my best to give you an insight of how to get the best leads and how to work any type of leads. As we all know leads can be procured most any where and from any body. The first issue at hand is that you need to decide who your customer is. What type of insurance leads do you need? Mortgage Protection, Final Expense, Auto, Home or Health Insurance. Once you have nailed that down, then the rest is easy!! I would recommend staying away from the Internet generated lead unless you can work the lead with in the first 5 minutes. After the first 5 minutes the lead loses about 50% of its validity and after 30 minutes it is gone! When the Internet lead providers tell you that it is exclusive to you, make sure you read the fine print. It really does not matter 98% of the time if it is exclusive to you or not --- the issue at hand with this type of lead is, can you respond and take care of the customer within the first 5 minutes of the lead being generated.

Then again companies will try to sell you many other filters (bells and whistles) but at the end of the day if you are buying an internet lead is the same with filters or without. Let's talk about direct mail leads in the next section.

Direct Mail Leads for Mortgage Protection

This section we will dive into the Mortgage Protection direct mail piece, where to buy and what the right way to work it is. Starting out with the Mortgage Protection Lead the first thing you have to understand is how it gets generated and the true cost of the Lead Generation.
On average to generate a Lead of this type will cost around $77.00 nationwide, which means that if you work for a company that sells you a lead of this kind for lower the cost, it basically means that the lead will get resold an average of about 10 times.
My best recommendation is that you use historical leads that are 3-9 months or 10 - 18 months old, you have to have the right phone script and you need to have a system that will track the times and feed back per lead you work. Buying some of the historical leads will get you a huge discount, I personally would not pay more than $5.00 for this type of direct mail leads.
Yes, you would have to work a little harder but remember.... Newer is not necessarily better in our market. Our clients sometimes need to think about getting coverage for 3 months or even wait until they go through a life changing event.
One thing that will help you connecting more sales is being more knowledgeable of your product and knowing how to best set your product versus your competitors product.
You do not need to have the best product to connect, you just need to know how to service your client better than the other agent.
At the end of the day, most every product out there is a good product, specially if you are dealing with the large companies.