Agents must meet prospects and make presentations in order to get
sales. Typically these presentations are the result of working leads.
The quality of those leads should be of the utmost importance to any
agent who wants to succeed in this business.
Sadly many agents are
told lies about the leads they receive. This article is intended to
expose some of the lies agents hear from lead sources;
1) These
leads are exclusive - agents many times believe that they are the only
one working a lead. Although this may be true some of the time, most
leads are shared. You can have as many as 3-4 other agents calling on
your leads. This is evidenced by the fact that when you call a lead you
just got, chances are you are not the first agent to call them that day.
2)
These leads are fresh - if you can call leads shortly after they have
responded to the marketing inquiry you increase your chances of
converting People tend to forget the longer it takes an agent to get
back to them. Calling old leads many times is a waste of time.
3)
We close _____% of these leads - the closing ratio can be highly
subjective. I have purchased leads based on the stated ratios and not
always seen the results promised. As an agent you feel like you are
always doing something wrong when you don't get appointments. Sometimes
the calls you are making are not worth the effort.
4) We make no
money on selling you these leads - a classic comment made by many
Insurance companies. The question I would consider is this; if companies
are producing leads for agents at cost, why are they so expensive? And
how can they afford to have these huge prospecting generation operations
if there is no money to be made in leads?
Remember there are
companies out there who only make money from selling leads and they cost
as much (sometimes less) than what an Insurance company offers to their
agents. Lead generation is big business and companies offer these to
agents because they know this is another stream of income to them.
Do
good quality leads cost money to secure? Yes. They require work,
planning and focus to acquire. If you desire to be an effective agent
who makes good money, focus on getting the best you can purchase..
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