Need More Qualified Leads? Do This

You need to do two things.

First, know your product well and make sure it adds value to the marketplace.

Second, you need a lead generation partner, yes I said partner meaning they are selling you leads on an exclusive basis.

This allows you to focus on closing deals and growing your business as a lead gen partner like us send high quality leads your way that actually convert.

This question seems to indicate that you are a new, and perhaps struggling, agent. Please remember that most businesses are not immediately financially stable and the business of a life insurance agent is no exception.

Did you enter your life insurance career with savings to financially carry you for a year or two? If not, do you have sufficient cash flow from another source such as a spouse? 

Your current financial situation will greatly contribute to the success or failure of your career in life insurance.

After all, life insurance agents are helping people to plan for their futures. If the agent hasn’t planned for his or her future (short or long term), people will sense the discrepancy and feel no need to work with that agent.

With that said, here are a few thoughts.

If you are only interested in “qualified leads” - people who have responded to an offer of some sort or are on a list of certain demographics- you could cold call and pressure random people into buying insurance. Bear in mind that you, and they, will suffer the consequences of policy lapses and general dissatisfaction with one another and the insurance industry.

If, by “qualified leads,” you are actually referring to “quality potential clients,” the possibilities for meeting quality potential clients are many and varied.

It is beneficial, to both the clients and the agent, if they have any reliable, trustworthy, mutually beneficial relationships beyond the insurance business relationship. There is much more to a life insurance agent’s responsibilities than sales. For instance, an agent will comfort the mourners when an insured client dies. People need to like you and trust that you will be there for them.

Perhaps, you could speak to neighbors or relatives, friends or classmates, club members or former coworkers, religious congregants or civic group (Lions, Rotary, Kiwanis) members, as well as people who could refer you to other quality friends and acquaintances for their life insurance questions and needs.

Some agents hold seminars, teach classes, sponsor dinners, host radio programs, write articles, or offer their time on a speakers circuit to discuss life insurance topics and questions. Some set up booths at wedding expos, job fairs, building shows, and baby/ parent events.

Some agents form close relationships with CPAs and attorneys to provide referrals to their clients so they can have full coordination of their estate planning needs from the legal aspects (Wills, Trusts), tax implications, and funding (insurance).

Many agents take courses in financial subjects and work toward professional designations such as ChFC and CLU. The more knowledgeable agents attract the higher quality clients.

It takes time to build a quality life insurance clientele. People are people with needs. They are not “leads.” If you can listen to people and offer solutions to their expressed needs, instead of looking at them as leads (pocketbooks to benefit you), you will attract quality clients.

If you provide a quality product and develop your financial knowledge, then you will be a welcome addition to the insurance industry and the people it serves. Best of luck to you and to all of the hard-working life insurance agents who want what’s best for their clients.