Precise Leads

Archive for January, 2009

Top mistakes to avoid when buying insurance leads. Number 8: Choosing the wrong lead company

Monday, January 19th, 2009

Pick your partners wisely:

This goes without saying, but not all lead generation companies are created equal. To put it in even simpler terms, some companies, just like people in general, do the right thing, and some do not. Here we are referring to so-called “incentivized leads.”  This is the process of offering a consumer a prize or reward in exchange for the completion of a form or many forms.  The classic examples are of the “Win a Free iPod” or flat-screen TV variety.  In order to win the prize, the person is required to fill out form after form until they are presumably “entered” into the drawing to possibly win.

The problem occurs when a lead company puts their form in this incentivized “path.” The consumer completes the form, an insurance agent receives this “lead” and contacts them, and the person says something like, “I only gave my information to win an iPod.”  This is the definition of a bad lead.  Now, some businesses can utilize this advertising channel, and it could be successful in a brand awareness sort of way.  However, these leads are worthless to an insurance agent.

It should not be difficult to find a lead company who knows enough to not market to consumers in this manner. However, there are some companies who either do not know better, or are just starting out, or have new ownership/management, etc, and they may utilize this method to generate a high volume of low quality leads.

Another thing to realize is that marketing across many channels sometimes creates the situation where even a reputable company receives this kind of lead from an affiliate company or individual. A good company will cut off the supplier of the bad lead instantly, so be sure to stay in contact with your providers and let them know if you suspect one of these leads reached you.

Our advice is to seek established and reputable companies to partner with. Lead companies with established good business practices and a sizable marketing budget, can afford to market correctly for insurance referrals.

Stay tuned for more tips…

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Posted in health insurance leads, insurance leads | No Comments »

Top mistakes to avoid when buying insurance leads. Number 9: Pushing Too Hard

Friday, January 16th, 2009

Pushing too hard?

In the second installment of this thread (that is in no particular order) we will touch upon phone etiquette when calling consumers who could be considered “internet leads.”

Keep in mind, that people who receive calls at home (even when they requested it) are sometimes on the defensive. Not to overstate the obvious, but its always best to be pleasant and courteous. A customer who is at ease should be more open to what you have to say.  There is a possibility that they have visited a few websites in their online shopping adventure, and they may have filled out a few forms. So, they might even be exasperated after receiving a couple of phone calls.  Remember, not every salesperson is polite, it’s good to separate yourself from the pack.

Also, try not to get hung-up on how they found you or how you found them. Simply offer your services in the best way you know how. Remember that every contact with a health insurance consumer is valuable.  Ask permission to send them some information – even if that is as far as you get in the initial call, thats not too bad at all.

Lastly, be ready by practicing your “pitch” beforehand. And while you are at it, try to go beyond the pitch.  Remember the old rule of sales to “ask open ended questions.”  How else can you help someone without finding out what THEY need?  Be prepared to close a deal AND follow up.  Remember, leads are leads, not closed deals.

Good luck out there and stay tuned…

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Posted in health insurance leads, insurance leads | No Comments »

A safe landing in icy waters!

Thursday, January 15th, 2009

Wow, a plane just landed in the Hudson River blocks from where we are sitting.  Amazing landing by the pilot and everyone rescued relatively quickly and totally safely.  Congrats to everyone involved.

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Top mistakes to avoid when buying insurance leads. Number 10: Flying Blind

Tuesday, January 13th, 2009

Flying blind.

If you are going to invest marketing dollars, you should know exactly how online leads work, and just as important, how they can work for you. Its a fairly simple process and knowing the process helps you approach a consumer in the correct way. This, of course, will help you close deals and expand your referral base.  Search out the online resources available to you and be sure to read the FAQ and other tips on our website.

Here is a crash-course in internet leads:

A lead generation company markets to consumers.  Types of advertising include text ads on search engines (Google, Yahoo, MSN, etc), banner ads on major websites, email marketing campaigns, and more.  So for example, a consumer goes to Google, types in “health insurance in Arizona,” and then finds a website that offers to connect them with an insurance agent or representative.  After entering some contact information and requesting to be contacted, the “lead” is sent to the agent.  The agent then contacts the consumer.

It’s that simple.  So the next step is knowing how to approach this specific type of consumer.  They did not necessarily knock on the door of your office ready to buy, rather, they are “shopping” online and should be treated accordingly.  Consider a tact such as, “Hi, we just got your online inquiry for insurance.  I’m here to let you know what we have to offer and to see if these plans are right for you.”  Ideally the person is receptive and ultimately will agree to a meeting or perhaps sign up right away.

However, some may be surprised by the call, or calls, they receive. Some may not be ready to buy or even speak at that very moment. Others, may be downright rude and totally unwilling to speak at all.  At this point you will of course utilize all the best practices and sales tools you have honed throughout your career.  As you already know, a bad start can often be turned around with respect and a willingness to do a little extra work.  For example, a follow-up email to a seemingly lost cause may in fact re-open the opportunity.  Because the person really was looking for information, and you can provide it to them.

The positive thing to remember is that when using a reputable lead company, you will be able to speak to consumers who are interested in your services.  Understanding the process and having the right expectations is the first step to success.  Good luck and stay tuned for more tips.

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Health insurance leads and the price of a barrel of oil.

Monday, January 12th, 2009

Across the country the price of gas for our cars has fallen off considerably. The U.S. average today is about $1.75 per gallon of regular gas. Compare that with last July when the average was hovering around $4 per gallon and you can see that the average driver is finally getting some relief.

How does this affect an insurance agent? Well, for starters its safe to drive again! The costs and overhead involved in being an independent insurance agent have always been there. But when one of those costs is thrown wildly out or whack, it can affect one’s budget considerably. We have seen many agents are expanding their territories again, where previously they were hesitant to drive to their traditional marketing areas. Its worth it to travel to an appointment because the price of gas does not eat up all their income. This is a great thing for both the agent, the company and of course the consumers who value a face-to-face meeting.

Let’s hope that the gas prices remain affordable. And, looking at the big picture, lets also hope that someday our cars can be powered in smarter ways. Who knows what the future will bring?

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Posted in health insurance leads | No Comments »

Mistakes to avoid when buying insurance leads.

Sunday, January 11th, 2009

In the coming days we will attempt to pass along what we think are common mistakes agents make when buying what many refer to as “internet leads.”  Think of them as general info and tips to avoid the pitfalls we have seen some people fall into.  They are in no particular order and the list will by no means be exhaustive.

Please feel free to comment to add your voice and wisdom to the discussion.  Whether you are new to buying leads or very experienced, we hope this will be a helpful resource.

Thank you and stay tuned…

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Posted in insurance leads | No Comments »

Can insurance agents still buy medicare leads?

Friday, January 9th, 2009

As all of you Medicare agents already know, the Center for Medicare Services (CMS) has recently enacted new rules and regulations. The biggest change has to do with how you are allowed to contact prospective customers. Cold-calling or even calling someone referred to you is now expressly prohibited. Below is an excerpt from H.R. 6331:

Section 103 -Prescribes prohibitions on certain sales and marketing activities under Medicare Advantage (MA) plans and prescription drug plans, including:

(1) the provision of gifts or prizes as enrollment inducements;

(2) unsolicited means of direct contact;

(3) cross-selling (the sale of other non-health related products, such as annuities and life insurance, during any sales or marketing activity or presentation conducted with respect to an MA plan); or

(4) the provision of meals to prospective plan enrollees.

What does this mean to agents who buy leads?

In response to the many questions we receive about whether using a lead-generation service such as ours is within compliance of the law, we have compiled a list of Frequently Asked Questions:

How do you generate your Medicare leads?

We advertise on Google, Yahoo, MSN and other online channels every day. Seniors come to our website via these ads.

With the new rules, can I contact the referrals you send to me by phone and/or email?

Sure, since consumers come to us, we are not contacting them in an “unsolicited” fashion.

Do the consumers request to be contacted?

Yes, our website clearly states they will be contacted by an agent or agents who can assist them. In addition, we display YOUR information so they are expecting to hear from YOU.

Do you offer any gifts or incentives to seniors in exchange for their information?

Never. Not only is this now against the law, but our company policy has always prohibited this type of “incentivized” marketing.

Do you also pitch other products to seniors.

No. Our website is geared specifically to Health Insurance and Medicare plans.  In fact, we do not pitch any products, we simply match consumers and agents.

As you can see, we believe that our service is still as valuable as ever. In fact, we welcome the new rules as a way for seniors to be able to speak with licenced agents who can help them find insurance without worrying about calls from people pitching unrelated products.

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Posted in medicare leads | No Comments »