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How to generate off-line insurance leads?

by TigerLilly
16 replies
Hi everyone,

I'm interested in creating a website to generate my own leads for my insurance business. Can anyone point me in the right direction as to where to start to learn to do this?

I'm paying an arm and a leg for direct mail leads at this point.

Thanks!
#generate #insurance #leads #offline
  • Profile picture of the author DaniMc
    I'm sure Rearden will be here soon to answer the question.
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  • Profile picture of the author Rearden
    What line are you selling?

    And describe your direct mail program and how it's working.
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    David Duford -- Providing On-Going, Personalized Mentorship And Training From A Real Final Expense Producer To Agents New To The Final Expense Life Insurance Business.
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    • Profile picture of the author ewenmack
      Here's an example of a lead generator for insurance...

      Direct-Response Display Ads - Craig Garber

      He uses a 1-800 number to call for a recorded message.

      However you can send them to a landing page
      that squeezes for a name to send a report.

      The key is to find a tight group that is easily
      reached through advertising.

      The group/organization could have their
      own magazine or newsletter.

      For example it could be vintage car owners.

      It could be war veterans.

      It could be magazines advertising trucks and heavy machinery for sale.

      It could be property investor groups.

      It's these types of groups were you
      have a very tightly matched messages to.

      It could be a retailers association and you offer variable levels of cover
      depending on the time of year because of different stock levels.

      See how that message fits with them?

      That's the type of tailored messages you have to come up with for these groups.

      Best,
      Ewen
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      • Profile picture of the author TigerLilly
        Thanks, Ewenmack. That sounds like something I could do.
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    • Profile picture of the author TigerLilly
      Right now we're focusing on the senior market--final expense. We're also going to add Medicare supplements.

      I'm paying $400 per drop of 1000 mailers. The returns are not consistent. Last drop, I got five leads back. I'm spending about 40% of my gross income on leads.

      One of the most frustrating things is that a lot of the people who respond to the mailers, are just so poor, that they can't afford to buy even though they need the insurance.

      Thanks for your help!
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      • Profile picture of the author kebertt
        Originally Posted by TigerLilly View Post

        Right now we're focusing on the senior market--final expense. We're also going to add Medicare supplements.

        I'm paying $400 per drop of 1000 mailers. The returns are not consistent. Last drop, I got five leads back. I'm spending about 40% of my gross income on leads.

        One of the most frustrating things is that a lot of the people who respond to the mailers, are just so poor, that they can't afford to buy even though they need the insurance.

        Thanks for your help!
        Can your target your mailings better? Perhaps to homes in nicer neighborhoods, or higher income?
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        • Profile picture of the author ewenmack
          If you want to go the direct mail route rather than advertise in your specialty market magazines and newsletters, then the right list rental is crucial.

          Here's some you can sort through...

          5798 senior mailing lists - Mailing List Finder

          Do you know what to look for in a rented list?

          Best,
          Ewen
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      • Profile picture of the author Rearden
        I'm glad you posted this here, because I sell the exact same line and have been for the past 2 years.

        And I use direct mail, week-in, week-out.

        What part of the country are you in, and are you dropping rural/suburban/urban?

        And could you post what direct mail piece you use?

        I get my direct mail pieces subsidized through Securus, which I have many of my primary carriers through. I place business with them in exchange for a consistent lead flow.

        Many final expense agents have moved in that direction, because response rates have fallen precipitously in the past several decades (10 returns out of 1000 is considered a great drop).

        Also, my typical client is disabled, or retired, and probably makes less than $1200 a month. I promise you, you won't find 99% of them on the Internet.

        Originally Posted by TigerLilly View Post

        Right now we're focusing on the senior market--final expense. We're also going to add Medicare supplements.

        I'm paying $400 per drop of 1000 mailers. The returns are not consistent. Last drop, I got five leads back. I'm spending about 40% of my gross income on leads.

        One of the most frustrating things is that a lot of the people who respond to the mailers, are just so poor, that they can't afford to buy even though they need the insurance.

        Thanks for your help!
        Signature
        David Duford -- Providing On-Going, Personalized Mentorship And Training From A Real Final Expense Producer To Agents New To The Final Expense Life Insurance Business.
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  • Profile picture of the author tori73
    -Create a facebook fanpage

    -Get involved by interacting with people and groups in your niche (facebook groups are filled with highly targeted leads... and its free to join -- the more groups - the better)

    -feed your fans with great content in the niche (tips, tricks, reports, stats, etc...)

    -run an facebook add & paid posts

    -Do the same with twitter if you have the time


    It should happen naturally and the results could be unbelievable

    good luck
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    • Profile picture of the author ewenmack
      Originally Posted by tori73 View Post

      -

      It should happen naturally and the results could be unbelievable

      good luck
      Yep unbelievably BAD.

      I'm sure TigerLilly can see this as junk.

      Best,
      Ewen
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  • Profile picture of the author derricks4
    It's time to go online! Shoot me a PM and I'd be glad to help
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  • Profile picture of the author GomerMagtibay
    What about advertising in newspapers or magazines? They usually have classified ad section where you can place your "insurance service". If possible, include your phone number and the URL of your lead capture page there.
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    • Profile picture of the author Alex Makarski
      Originally Posted by GomerMagtibay View Post

      What about advertising in newspapers or magazines? They usually have classified ad section where you can place your "insurance service". If possible, include your phone number and the URL of your lead capture page there.
      Hardly anyone ever looks for "insurance services". Good luck trying to break even on an ad like this. They say you have to enter the conversation your prospects are having in their head. I can bet you that conversation is not "I need to get some insurance services".

      So you have to figure out an angle, find a problem that a group of prospects DO think about a lot (because they have that problem), and offer a solution. Then you will, of course, realize that there is hardly a publication that is targeted enough to hit enough people with that problem.

      Add to that the fact that when you sell insurance, your commission payments are stretched out over a long time, from one to several years. Which means that any type of front-loaded ad campaign will blow a big hole in your cashflow.

      There is a reason most people who succeed in insurance sales do that by knocking on a lot of doors, shaking a lot of hands, and kissing a lot of babies.
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      • Profile picture of the author Claude Whitacre
        I used to sell insurance. Almost nobody is looking to buy insurance. Ads won't help, online marketing may help, but you would have to learn marketing.

        My best way to get new appointments? Offer a gift. A nice one that costs several dollars. The gift is for an appointment, not buying anything.

        If they are willing to let you come over for an insurance appointment because they are getting a gift, you should be able to sell half of them.

        Write a great direct mail letter (examples are everywhere here) and you'll get calls.

        It's silly to fish with a hook, but no bait.
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      • Profile picture of the author GomerMagtibay
        Originally Posted by Alex Makarski View Post

        Hardly anyone ever looks for "insurance services". Good luck trying to break even on an ad like this. They say you have to enter the conversation your prospects are having in their head. I can bet you that conversation is not "I need to get some insurance services".

        So you have to figure out an angle, find a problem that a group of prospects DO think about a lot (because they have that problem), and offer a solution. Then you will, of course, realize that there is hardly a publication that is targeted enough to hit enough people with that problem.

        Add to that the fact that when you sell insurance, your commission payments are stretched out over a long time, from one to several years. Which means that any type of front-loaded ad campaign will blow a big hole in your cashflow.

        There is a reason most people who succeed in insurance sales do that by knocking on a lot of doors, shaking a lot of hands, and kissing a lot of babies.
        But I bought mine through those papers! When I needed to buy an insurance, I bought a Buy and Sell Magazine, browsed through it and looked for a reputable agent. After I got his phone number, I dialed him and arranged for an appointment.

        I think it depends upon the paper you'll be putting your ads up.
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  • Profile picture of the author Rearden
    Life insurance sales is true "belly-to-belly," full-contact prospecting.

    The best way to make a great living at it is to go in ice-cold and ask for appointments.

    Beyond direct mail business response card marketing, marketing to a cold list rarely works.
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    David Duford -- Providing On-Going, Personalized Mentorship And Training From A Real Final Expense Producer To Agents New To The Final Expense Life Insurance Business.
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