Genre: Instruction

Prospecting for Life Insurance Clients in the 21st Century Internet Leads vs Direct Fifty years ago the world was " larger , " the pace of daily life slower , and the competition for insurance within any single community much less intense than it is today . Today it is almost impossible to knock on a door , unexpected , and find a receptive audience . The previous generation of insurance agents was able to prepare an audience with the use of mass market mail campaigns followed up by phone calls and then a visit . sign up for internet insurance leads " Mass marketing , however , has been intensely overplayed ; many people – too busy to read the many brochures , catalogs , and solicitations that arrive in their mail boxes – simply sort the " junk " from the bills and then pile the junk mail off to the side where it accumulates until finally it is tossed in the trash . Only a tiny percentage of mass market mail is read . In fact , one of the managers at a local recycling center reports that tons of " garbage " sorted at the facility is junk mail – much of which has never even been opened ! Many insurance companies try to " incentify " people into responding to a mailer by promising something free if they return the postage paid card . Often the " freebie " is a booklet promising information – such as a buyers guide for life insurance , a booklet explaining Medicare and so forth . Believing that they will just get a free booklet in the mail , individuals write their names on such cards and drop them in the mailbox . In spite of the fact that the " small print " explains that the card is a solicitation for some product , and that an agent will call , individuals are often irritated when an agent calls and asks to " deliver " the requested information . This strategy is old and outdated . Furthermore , those who sent in the card thinking they would get something for free are often not financially qualified to purchase anything . Is there still a place for mail campaigns ? Absolutely . However , mail campaigns are more likely to be effective when the recipients are " targeted , " not just by age and generic interest , but when they are targeted specifically by the agent whose name they are likely to recognize on the envelope . For example , if you have been the guest speaker for a group of retirees at a local church or civic club , a follow up mailer might be opened , and if the individual recalls that your service might benefit him , he might be receptive to an appointment when you call . Do n't wait by the phone , however – he usually wo n't call you first . Another positive use of a mail campaign is to your book of existing clients . These folks have already trusted you with their money . They will recognize your name and , if you send them something in a personal envelope – rather than a pre-addressed company one – they will definitely open it . Furthermore , since insurance agents are often " recycled " faster than fast-food restaurant employees , your people will appreciate knowing that you are still around . You should send a card , a " personal " letter or a newsletter created by you at least once a quarter . If you can do it monthly , that 's even better . You may think that since the client already has your information , it 's unlikely that you will gain any new business , but you could not be more mistaken . Experienced agents know that the larger policies – such as annuities and large life insurance or long term care policies – are often purchased by clients who already know you . Furthermore , " stuff " happens . A family member dies who did n't have insurance . Health insurance policies held by employers get cancelled . People retire and have to roll their money out of the company . A simple reminder that you are still available along with a convenient list of products you have will bring your name to the forefront when a life changing event takes place . For obtaining new clients , however , " cold call " mail campaigns are a huge waste of your money . Today's insurance agents must face the fact that the world and the business has been dramatically changed by technology . It 's a fact that the world is less friendly , people less patient with lengthy presentations and more likely to switch from one company to another in search of the best deal . You ca n't succeed with mail campaigns , cold calls , and door knocking . You also ca n't fight the impact of technology . The only way to cope is to make the technology work for you . Participation in an internet lead generation program is regarded by many agents and brokers as the most effective way to locate new , and interested prospects . Life changing events – a death in the family , a marriage , or a birth of new baby motivate people to search for a product . They want quotes and comparisons quickly , preferably without having to talk to anyone , even though most will work with an agent once they have made a company or product selection . Like insurance companies , lead generation companies are not all created equal . A good lead generation company will : deliver real time leads within minutes of receiving them deliver leads that have been generated from their own sites – not recycled or purchased from " dump " sites provide filters so you receive leads only from prospects you would be able to serve Purchasing leads via the internet is only the first step in a successful use of technology . Agents and brokers also need their own websites where they can describe their services , provide information on changes in the insurance industry , and perhaps even maintain a blog or guestbook where clients can communicate with each other and with their agents . When we have done a job a certain way for a long time , it is difficult to change . However , the bottom line in the insurance industry is that agents must meet clients where the clients are , and today , that is " online . "