Does Buying Leads Really Work?

by Ethan Kap

I remember the first time I bought leads.   I was so desperate.  I needed leads bad.

I wanted something quick and easy, delivered right to my email box .. or a service where someone would call me.

That is the dream for any agent or advisor.

I mean, come on  let’s be honest… who really wants to *work* to attract their own leads when someone could deliver high quality leads on a silver platter?

(Of course learning to attract your own leads IS the best way long term)…

Sadly, so many charlatans wave their little flag, promising agents and advisors “guaranteed leads … but just enter in your credit card.  The majority are scamming agents right out of their money.  In fact, here is another post just last week on our blog about a company that screwed one of our fellow agents…

Steve says:

June 29, 2009 at 1:31 pm

A1 Annuities in California is absolutely bogus. I wrote them a personal check up front for $1,500 for set annuity appointments. Not a single lead they sent me had any idea why I was there, nor was I able to get into a single home. The ‘manager’ they assigned me ‘Jerry’ was an absolute idiot. He seemed to have no idea what constituted a quality lead. I tried for months to get a refund but they absolutely refused, a bunch or real hard asses! I ended up filing a complaint with ‘Rip Off Revenue’ to which they responded to by leaving me a bunch of shitty messages on my voice mail and threatened to sue me. I did learn from the situation though because the next time someone ask me for up front payment by check, I countered offered with a bankcard by they refused and hung up!

This is real.   It’s the frustration we feel being promised high quality leads, and not having someone deliver. I would think TWICE … maybe even FOUR times before I bought another online lead again.

The Drug Is So Powerful You’ll Still Listen After You’ve Been Screwed

I have a good friend working for a captive company.  He’s been in the industry for years.   Been the rounds of buying leads and getting burnt over and over again.  The other day at lunch, he has lamenting about how much time and money he’s lost to these villainous online lead companies.   And then we had a good chuckle …

He said, Ethan …  ”The lead is the drug for agents.  Even after being the rounds with these companies, when one of them still calls my office, I’ll pick up the phone and listen to what they have to say.”

Most agent or advisors who’ve tried buying online leads once, end up trying it again…

Why … because the lead is our drug.   We know it’s the life blood of our business and we’ll listen to anyone promising a way to make it easier to get a good lead. … which is why so many agents are losing thousand of dollars buying crappy leads.

Now, I have heard of some agents making online leads work.  They literally become follow up hounds, calling the minute the get the lead and spending hours quoting and putting together documents for free.  Hmmm .. .doesn’t sound that fun for me.

I decided a long time ago…

1.  I would never make a cold call again (and I never have)

2.  I would never work for free again

When someone calls me because of my marketing, I am not working for free.

They are a hot prospect wanting to buy.

This happens from learning effective direct response marketing … and outsourcing the marketing so you can spend more time selling instead of fretting over prospecting all day long.

So, I return back to my original question:  Can online leads really work?

Sure, in some cases yes.   It may require being an order taker for the first few years in the business or for your whole career.

And, yes there are probably a few good online lead companies out there.

If you HAVE TO BUY online leads (which I don’t encourage long-term) … here is what you must find out.

1.  How do they collect the lead

2.  How many agents to they sell the lead to

3.  Do they offer any guarantees

Most online companies harvest leads using villainous methods.  They are not good leads from the get go (you can learn how all about this in our FREE industry report the Lead Expose … you can get a copy on the right hand side of the blog.  Just click on the graphic called “Lead Conspiracy”).   A good lead company will collect the information from someone typing in a keyword and they land on page requesting more information.  The online lead company shouldn’t sell it to multiple agents.

The Only Way To True Freedom Is To Attract Your Own Leads…

If I am going spend my life beating my brains against the wall trying to get more leads, I might as well learn the smart way.  A way that will guarantee me freedom from the drug.    It’s possible.  I’ve done it.   Many million dollar producers have done it.   You can do it too.

Yeah, times are still tough.   Regulations are getting tighter in this industry.  The Insurance Villains are working harder today to ensure you’ll fail.   I invite you join an Alliance of agents who are combating against the Villains … who won’t stand for anything less than …

More Leads

More Money

And .. A Maverick Lifestyle…

Take a test drive here: www.MaverickAlliance.com….

You’ll be glad you did…Check out our testimonials

Ethan Kap

Tags: Add new tag, agents, auto insurance leads, business insurance lead, how to sell insurance, insurance agency, Insurance Leads, Insurance Marketing, insurance marketing ideas, insurance marketing sales, insurance marketing tips, insurance sales ideas, life insurance lead generation, marketing insurnce, Selling insurance