In my 10+ years as a insurance professional, marketing consultant, and trainer, I’ve worked with literally hundreds of agents and advisors around the globe.
The #1 question I get from people is “how do I get cheap leads?”.
Like that is the only thing that is separating them from failure and success…
There are actually a couple of things that are wrong with this question, the first being the word “leads”.
People in this industry have loosely interchanged the words lead & prospect for decades, when in fact there is a significant difference in the definition of each.
A lead is simply someone who has indicated a potential interest in information only. Typically a lead is someone who is just gathering data to potentially make a buying decision.
What the internet lead companies have done is capitalize on these semantics to tell you that they can deliver hot leads that are ready to buy, when in fact these people are only gathering information.
Then to top it off, they’ve created intense competition among agents by selling this same information seeker to 6 agents at a time. Not only does this frustrate the agent and client, it puts you the advisor in a precarious situation.
You are left with the weak positioning of deal chaser and price pusher - not a good place to be.
A prospect is someone who has completed their information gathering phase and is ready and willing to make a purchase decision. Would you rather have a lead or a prospect?
The second problem this question poses is in the word “cheap”. Sure you might be able to have the privilege of quoting someone’s autos for $10, but how many of those “leads” do you actually close?
How much is the frustration of chasing them around costing you? If you value your time and effort at all, these so-called cheap leads aren’t so cheap after all.
When you actually get a prospect, how many of those do you close? I’d safely say it’s a much higher percentage. These are also the sales that make you feel good afterward.
I challenge all of the agents and advisors that I work with to not focus on generating cheap leads, but on developing systems that can produce the highest quality prospect at the lowest cost.
If you do this properly, you can accomplish the following:
- Spend less time working
- Lower frustrations
- Enjoy your work again
- Get an even greater return on your investment
Now you can try to develop this type of system on your own, or you can simply copy ours!
I’m conducting a free training webinar that spills the beans on the unique system that we use to generate 30+ exclusive leads each and every day.
Click here to find out the details
See you on the training!
