H T T P : / / I N S U R A N C E L E A D S G U I D E . C O M / I N S U R A N C E -
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HOW TO SPOT AN EFFICIENT INSURANCE LEAD COMPANY
There is no denying the scaling power of
finding a solid insurance leads company.
Finding the right provider(s) is actually
the tough part: there are many
companies that sell leads online.
H T T P : / / I N S U R A N C E L E A D S G U I D E . C O M / I N S U R A N C E -
L E A D S / C H O O S E - I N S U R A N C E - L E A D - C O M P A N Y /
HOW TO SPOT AN EFFICIENT INSURANCE LEAD COMPANY
For this reason, you don’t want to try the
first source you find and assume all
others are the same. Instead, you need
to test multiple providers to ensure that
you are buying the right leads that
provide value for your particular product
line and location.
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There are many steps that go into testing a a
new lead source. If you don’t know what you
are doing, take a step back and try to set
some reasonable expectations for your
efforts. You’ll need to have some goals in
place and be prepared to measure your
success with each lead source.
H T T P : / / I N S U R A N C E L E A D S G U I D E . C O M / I N S U R A N C E -
L E A D S / C H O O S E - I N S U R A N C E - L E A D - C O M P A N Y /
HOW TO SPOT AN EFFICIENT INSURANCE LEAD COMPANY
Although there is no hard and fast
rule, it makes good sense to
experiment with at least three lead
services before making a decision
on which one is best for you.
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L E A D S / C H O O S E - I N S U R A N C E - L E A D - C O M P A N Y /
HOW TO SPOT AN EFFICIENT INSURANCE LEAD COMPANY
Tip: There is also no rule saying that you can
only buy leads from one company. You will
want to stick with any source that provides a
positive return on marketing spend as long as
you have the time to work the leads. If time is
a bottle neck just go with the most profitable
providers.
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L E A D S / C H O O S E - I N S U R A N C E - L E A D - C O M P A N Y /
HOW TO SPOT AN EFFICIENT INSURANCE LEAD COMPANY
H T T P : / / I N S U R A N C E L E A D S G U I D E . C O M / I N S U R A N C E -
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NARROW THE FIELD
As already mentioned, there are a lot of
options. To get started you’ll probably
want to ask other professionals you trust
(ideally in your area) about their
experiences. We offer insurance leads
reviews of companies we recommend as
well.
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NARROW THE FIELD
Next, you’ll want to narrow down the
options to your particular needs.
Here are a few questions for providers
to help you determine what you are
looking for.
H T T P : / / I N S U R A N C E L E A D S G U I D E . C O M / I N S U R A N C E -
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NARROW THE FIELD
What product lines do you offer? What filtering options do you have (standard or
paid)? Do you offer any training resources? What data fields do you provide for each lead? Do you offer any discounts, such as for buying in
bulk or for customer loyalty? What is your return policy if I find that a lead is
“bad?” How long do I have to return a bad lead?
H T T P : / / I N S U R A N C E L E A D S G U I D E . C O M / I N S U R A N C E -
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NARROW THE FIELD
Can I pause lead flow?
Do you provide leads in real-time?
What methods of delivery do you offer?
Can your lead integrate with my CRM/LMS?
What is the max number of agents each lead can be
sold to?
Do I have to sign a contract or long term agreement?
Do you have any free or discount promotions for new
customers?
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H T T P : / / I N S U R A N C E L E A D S G U I D E . C O M / I N S U R A N C E -
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START TESTING
Once you have a list of at least three
companies that you want to test, you
should purchase a batch of at least 25+
leads from each provider.
(50-100 is ideally a better sample size but
that does require more time and
money).
H T T P : / / I N S U R A N C E L E A D S G U I D E . C O M / I N S U R A N C E -
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START TESTING
Note: Try to avoid buying all the leads
at the same time. If you do, you may
find it challenging to track sources
consistently as well as contact
each prospect in a timely manner.
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START TESTING
It is important that you track every move that you make.
How many leads were you able to contact?
How many converted to a sale?
Several lead management and CRM solutions offer
tracking options.
For smaller tests you might want to consider tracking
results manually and using our lead ROI calculator.
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FREE OFFERS AND DISCOUNTS
There are many providers that offer free
insurance leads or deep discounts to new
customers.
Take advantage of these!
This will help you better understand what a
particular company has to offer, without
having to put up as much, or any, money.
H T T P : / / I N S U R A N C E L E A D S G U I D E . C O M / I N S U R A N C E -
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FREE OFFERS AND DISCOUNTS
These offers also represent a company that is
willing to stand behind their product.
Generating and buying leads is expensive so
these providers are taking a loss up front to
prove they have a product that agents will
want to use on an ongoing basis.
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H T T P : / / I N S U R A N C E L E A D S G U I D E . C O M / I N S U R A N C E -
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KEEP YOUR OPTIONS OPEN
Remember, just because a particular company is
best for you right now does not mean this will
be the case in the future.
Volume and quality often depend on upstream
lead sources as well as your location.
You should keep your options open, knowing that
you may need to make a change at some point
down the road.
H T T P : / / I N S U R A N C E L E A D S G U I D E . C O M / I N S U R A N C E -
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KEEP YOUR OPTIONS OPEN
Your goal is to always purchase the highest quality insurance leads at a price that allows you to be profitable. If this means making a change from time to time, so be it.
You must do whatever it takes to ensure that your marketing dollars are being spent wisely.
H T T P : / / I N S U R A N C E L E A D S G U I D E . C O M / I N S U R A N C E -
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KEEP YOUR OPTIONS OPEN
Resist the temptation to rush ahead,
buying a large number of leads
from a company before you know
what they are all about.
Take the time to compare multiple
providers.
H T T P : / / I N S U R A N C E L E A D S G U I D E . C O M / I N S U R A N C E -
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KEEP YOUR OPTIONS OPEN
Soon enough, you will know which
company is best for you. This will
make it easier for you to spend
your money appropriately
moving forward.
H T T P : / / I N S U R A N C E L E A D S G U I D E . C O M / I N S U R A N C E -
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KEEP YOUR OPTIONS OPEN
No matter if you have purchased leads in
the past or are interested in doing so in
the future, it is important to continue to
test sources (including offline and other
marketing channels) to ensure you are
maximizing your marketing spend.
H T T P : / / I N S U R A N C E L E A D S G U I D E . C O M / I N S U R A N C E -
L E A D S / C H O O S E - I N S U R A N C E - L E A D - C O M P A N Y /
KEEP YOUR OPTIONS OPEN
Testing lead sources and
marketing channels takes time
and action, but inevitably those
that do on a regular basis will
find themselves among the top
producers.
H T T P : / / I N S U R A N C E L E A D S G U I D E . C O M / I N S U R A N C E -
L E A D S / C H O O S E - I N S U R A N C E - L E A D - C O M P A N Y /
“An ounce of action is worth a ton of
theory.”
– Ralph Waldo Emerson
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