The most important part of Insurance selling is having leads. Regardless of how those are generated, having people to see each and every week is the difference between succeeding or not. The goal of every lead is getting an appointment…period.
The chief mistake I see agents make in appointment setting is over qualifying the lead.
Consumers are no longer willing to settle for a product just because a life insurance professional says it's a good choice. Most customers these days aren't necessarily looking for products at all.
"Any customer can have a car painted any color that he wants, so long as it is black."
This famous quote by Henry Ford reveals his strategy for mass producing the Model T and launching the great industrial juggernaut of the early 20th century. For almost 100 years, this attitude also defined the baseline strategy of most life insurance sales organizations.
Regardless of the life insurance market you choose to work activity is the key to success. Meaning having people to talk too is what we all need, and the more the better. Understanding how lead campaigns work will maximize your income and reduce your expenses.
Those people that are generated from leads be they referrals, purchased, or both. They are generated through lead campaigns which include seminars, directmail, telemarketed, internet, pre-approach letters, and your skills at gaining referrals.
