Health Leads New Insurance Agents

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Are you buying a lot of internet health insurance leads and finding they are really coming up short in helping you build a decent book of business?  Well, you are not alone.  Over the past several years I have either tried out or have had my partners try out about every insurance lead company that exists.  Now, don’t get me wrong, I have written tons of business using these leads, but I have found that in order to really give a boost to my insurance business, I have to mix it up a bit and always have several ways that I obtain leads.

The main problem that I see with only using leads that are generated by these companies are not the leads themselves.  They are what they are.  I more see the limited mindset that a lot of agents get trapped in by only using them.  I look at it this way, they are a great time saver in some ways in that you do not have to acively prospect to get them.  The problem is that I see many insurance agents becoming trapped behind a computer screen just waiting for the next lead to come in only to have to compete with every hungry agent in the area over shared leads.  The unwitting person is bombarded with calls for several days and usually goes with the person that tells them what they want to hear or ends up doing nothing at all.  It becomes a vicious cycle of trying to outdo your competiton, and that is a hard way to do business if that is your only source of health leads.

I end up seeing agents who are frustrated, becoming like glassy eyed insurance zombies, who end up sounding like zombies on the telephone because all of their energy has been zapped.  I have seen it over and over again.  If you want to become an insurance zombie, just keep staying behind your desk all day and make endless telephone calls.  If you want to get real business on your books the seek it out, dont wait for it to come looking for you.

I try to limit my calls to one or two days a week, tops.  I found out that I have a lot more energy and do much better on my calls if I limit my time to do it.  If you have energy and enthusiasm when you call, your potential insurance prospects can tell and you will end up making a lot more sales on your internet health insurance leads.  The energy just carries through naturally and you will be more relaxed too.

So what do I do to switch it up?   I get in my car and drive.  Not without a good plan though.  No need to waste time and gasoline just aimlessly driving around.

So here is the plan:  (Warning!  This involves methods that all insurance agents love to hate!  But when done right, it is the best way to get business, and I am going to lay it out for you…)

Before I get started:  I know a lot of you end up endlessly looking for the newest automated insurance lead systems to have all of your business coming to business coming to you.  This is all well and fine if you have deep pockets, but most of us have to make do with what we have right now, and to put all the money into these types of systems that they require to work well is a huge barrier.  If you are a total noob to selling insurance or sales in general, this is almost like speculating.  If you are someone looking to waste a lot of money then go for it because this method is definitely not for you, it actually takes some work and time…

First step:  Cold calling.  I can hear the groans of everyone across the infernets as they read that.  Don’t worry, I am not going to be like one of those @&#^% uplines and tell you to get out your phonebook and start calling randomly.  This a planned out process that works, and you are not going to be selling anything during this step… that is for much later down the road.  What you are going to be diong is collecting information for your ride.

What I do is go to one of the online mapsites like Google Maps, Yahoo Maps, Mapquest, and key in on the area where I want to drive.  If you notice, they will have a local business lookup.  All you do is have to put in several types of buisnesses that tend to have a lot of mom and pop type operations.  Think of auto repair shops, beauty salons, bakeries, landscapers, even lawyers and real estate agencies.  You get the picture.  They will list the addresses and phone numbers and this is who you will be cold calling.

Again, let me stress the importance of NOT selling.  What you want to find out is the owners name and when they would be around for you to stop by.  That is all.  If you even mention that you are selling insurance, you are already screwed royally.  You are just using this info to plan out a route.  Stay with me here…

The next step:  Insurance advertising pieces.  (I know, another groan from the crowd, but trust me on this one… )  To start off with, I am not talking about the full color product information brochures that are provided by the carriers.  NEVER use these Except in your actual sales presentations.

I am talking about having three or four different sized ads that have a headline that will get someone to start reading, a list of the problems you could be solving for a potential customer, and a summary of why you would be the best person to help them with this problem, and then a call to action for them to call you.  Here is a quick example:

Headline:  Discover 3 Ways You Can Save On Your Monthly Bills!

List

• Are you sick and tired of paying too much for your health insurance while never seeming to get anything out of it?
• Are you afraid that if you switched insurance your doctor wouldn’t take it?
• Are you having to pay way too much when you do actually have to see a doctor?

Answer:

• I can help you get a plan that will do a lot more for the money you are paying in insurance premiums and if possible will find you a better price.
• I check all plans to make sure your doctor will take it before signing you up with any policy.
• I will help you choose a plan that gets you the best benefits for your money, which can save you money at the doctors office.

Call to action:

I you want to make your money go further with the peace of mind of having an experienced professional on your side call (…)- …-….

Again have several different ones prepared.

Next Step:  Go for a ride and go door to door.  If you have planned your route out, you should be able to see a lot of business owners on your trip.  And don’t worry, you are still not going to sell anything.  What you want to do is just ask to put your advertising for insurance in their place of business in their customer waiting area.  This is why it is important to have several different leads generation pieces ready.  All you have to do is switch them around every few weeks.

What you will see happening is that they will get to know you and trust you as an expert once you have done this a few times.  The majority of customers I get from doing this don’t tend to be the customers, they tend to be the business owners and their employees.  You will get sales from their customers from time to time and a lot of times they will come the way of direct referrals, which are your best insurance leads.

I know this way takes more effort and time than a lot of you are used to, but it really is the way for generating exclusive health insurance leads that really works.  Trust me…

Now, I am not advocating that you stop using the internet health insurance leads, but that should not be the only way to get sales for your insurance business.

Related Posts:

• How to Generate Your Own Health Leads for Insurance Sales
• Why Are Good Health Leads so Hard to Find?
• Health Insurance Leads-Why Should I Buy Them?
• The road to survival as an Insurance Agent
• This is NOT a Health Leads Review Site
• Buying Health Leads| Getting The Most For Your Money
• Insurance Sales Leads – Agent Websites