subject: Shared or Exclusive Life Insurance Leads [print this page] * Lead Purchasing Criteria
Once you have decided to buy life insurance leads, you need to figure out which type you would like to invest in, either exclusive leads or shared leads. How will you decide between these two types of leads?
The exclusive leads, obviously, will be more expensive. The extra money that you pay will be to keep that particular lead exclusive to your business. This prevents you from having to compete with several other agents for the same lead. However, it's a bit of a trap to think that purchasing only exclusive leads is the pot at the end of the rainbow. In fact, the word exclusive says absolutely nothing that would guarantee the quality or qualification of the lead itself.
Every lead that you purchase, including exclusive, needs to be bought and used with this understanding. If you have worked in this business for any length of time you know that there's never any guarantee that a lead will be fruitful. What you do with it, your individual follow-up and follow-through, will be what makes that lead a win or a loss. * The Downside
Because shared leads cost less than exclusive leads, you can get "more" leads for your money when you opt for shared. On the downside, if several other agents are calling this lead and if they are making anywhere from one to three follow up calls, the prospect may feel a little overwhelmed.
Upside
The good news is that you have the ability to be better than those other agents, much more structured, helpful and determined. If you invest the time in perfecting your personal follow-up strategy, you may have a definite advantage over other competing agents. In fact, you may end up being the one that makes the initial contact if you reply to them in real time before anyone else gets there. You can use technology to get your contact out there first. In fact, you just might even be able to get to the prospect as they are searching online for a policy.
If you're set up to make this kind of immediate response, you're miles ahead of your competition and shared leads could become the bread-and-butter of your monthly lead purchase.
* Where Do Leads Come From?
You should also have an understanding of how and where the lead supplier gets the leads that they sell you. Is it by direct mail? Online landing pages? Do they come from telemarketing? Their method determines whether or not you are receiving leads in real time.
You will also want to ensure that you develop a level of trust with this source. Do they make good on their ad promises? Ensure that they will credit you fairly for bogus leads. Do they respond to you quickly? It is important to know that you can trust the lead supplier in these basic areas, so you can trust that they are only giving shared leads to a set number of competing agents as-promised.
Regardless of which type of life insurance leads you choose to use, there will always be pros and cons for both types. Some tutorials state that the only way to make money off these leads is to go exclusive. Yet I've seen other guides state that the volume of leads that you will get with shared leads makes them much more profitable than the exclusive leads in the long run.
What works for one person won't necessarily work for another, so the best way to find out what works for you is to try them both. Give both a fair test. Give consistent real time follow ups to both types of leads so you can measure them equally. You may wind up purchasing some of each!
Growing your life business will never depend completely on one tool, but understanding the advantage of both exclusive and shared lead options will help you to make the best purchase decision.
Robbie Lindsey G. Walsh is a great author for various articles and ebooks about Health Insurance Leads and Group Health Insurance Leads. Visit his site to help you decide in buying Insurance Leads & life insurance leads.
Shared or Exclusive Life Insurance Leads
By: Damie Corway
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