The best ways to generate life insurance leads - Insurance Pro ...

by Lew Nason

Many of the agents, advisors and planners who call us are looking for the quickest, most cost effective and best ways to generate a constant stream of the highest quality life insurance leads to make more sales. These people have tried purchasing leads, preset appointments, using information booklets and free reports, client newsletters, direct mail, postcards, joint ventures, dinner seminars, educational workshops, asking for referrals, articles for the newspaper, press releases, being a guest on a local television or radio program, lead groups, etc., without much success.

The reason they are struggling with these life insurance lead generation methods isn't because they don't work. It's because they were never given or learned the little insider secrets and tricks of the trade to making these proven methods work. Plus, they didn't follow through. They tried one method at a time. They were looking for one quick way to generate a consistent flow of life insurance leads, instead of learning how to combine each of these proven lead generation methods into a complete life insurance marketing program that will consistently put them in front of more of the right life insurance prospects in one month than most agents will see in an entire year.

What follows is a list of the best and the worst lead generation methods being used today, and the primary reasons why they aren't working for most agents, advisors and planners.

The best lead generation methods

Referred lead programs. There is no question among the million-dollar producers that referred leads are the best prospects you can get. However, the majority of agents I talk to are frustrated with them and aren't using them. Why? The main reason most salespeople have trouble with referred leads is they haven't made themselves referable. People are not going to refer their family, friends, relatives, or associates to just another salesperson. If you want people to give you a referral,...

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