How To Generate Web Based Leads?
Are you final expense insurance agent? If yes, then you can use multiple methods to get potential customers on internet. Nowadays, internet is most powerful resource to get high quality final expense insurance leads. Below paragraphs are discussing about how to generate final expense leads by using internet-
Own Website- To get final expense or burial expense leads through internet, you need your own website. You can get potential customers through your website. Your website must be user friendly and optimize for various search engines. To optimize the website many insurance agent hire the professional SEO firm so that their website can show in the top search result for relevant keywords.
Paid Advertising on Google- You can get final expense leads by paid advertising services of Google. Google's Pay Per Click ( PPC) and Google AdSense are few most popular paid advertising services of Google to get insurance leads. You just need to pay to Google against each click on your landing page. Landing page contains your contact details and descriptive information about your services.
Paid Advertising on Facebook- As like Google advertising services, agent can also use Facebook advertising services to generate final expense leads.
Co-generation- In this method, agent place the link of his website or ads on the websites that are related to insurance but not competitor.
Social Media- Social media is a great tool to generate high quality leads. Agent can use most popular social media like Facebook, Twitter, Google Plus, Linkedin, and StumbleUpon etc. to generate final expense leads. After joining the social media, agents can share his links and information there, create groups or communities and can join the similar communities.
Are Direct Mail Leads Still Effective?
Direct mail is one of the most common ways to generate a consistent, high-quality flow of leads. If you’re unfamiliar with the lead generation process, direct mail leads refer to business reply card mailers, where the recipient replies requesting more information. Within several weeks, the agent receives the lead, typically working the lead by either showing up at the house unannounced (a drive-by or door knock), or by calling ahead of time to set up an appointment.
This is the standard approach to doing final expense business. Most major marketing organizations are doing some sort of direct mail lead generation similar to this with some variation depending on what it is the agent wants to accomplish.
However, there are some issues with direct mail as a primary source of generating leads. The biggest concern many agents and agencies have experienced is dwindling response rates. Selling final expense is more popular than ever. More new and experienced agents are entering final expense as other insurance niches become more competitive or government regulated.
So, direct mail isn’t as effective as it used to be – the average conversion used to be 2-3%. Now, it’s down to 1.25-1.5%.
More agents selling final expense means more agents dropping direct mail leads. Where 10 to 15 years ago prospects received one or two direct mail leads a month, they are now seeing upwards to 6 to 8 direct mail leads a month. Most only reply when they’re in the window of opportunity to buy, and rarely will our prospects send more than one or two when interested.
Where you used to have a good shot at being the only guy responded to, the odds of that being the case are lower with so many agents doing direct mail leads. Less and less people respond to all these mailers, which has a direct impact on every single final expense agent that utilizes this time-proven lead system.
So what’s the solution to this problem? The most effective solution I have seen is that there are firms offering fixed-price direct mail final expense leads.
The concept is simple. In exchange for doing a high volume of business with a third-party mail house, the marketing organization gets a fixed purchase price on each direct mail lead. The mail house absorbs the risk of a low response rate, and in exchange, the agent has the added benefit of knowing exactly what he’s going to pay for his direct mail leads.
This option is very agent-friendly. Instead of potentially paying $40+ per lead, leads have a guaranteed fixed price that is closer to the $30 mark (as of 2017). Agents don’t have to worry about response rate variation, and it gives agents peace of mind.
Another way agents work around the low response rates dilemma is to utilize leads with less specificity. I refer to these as “vanilla leads.” Once again, the concept is simple. Eliminating specific verbiage such as “life insurance,” “burial insurance,” or references to costs such as “costs pennies per day,” has shown to drive curiosity in recipients more so than those lead pieces with verbiage specificity, resulting in higher response rates. However, with less specificity comes more confusion. Many respondents will mistakenly believe the lead implies an unheard-of government benefit that will pay for his or her funeral costs without any out-of-pocket expenses.
While many agents complain this type of “vanilla lead” equates to a lower quality lead, many tenured final expense agents don’t care, as their results with vanilla leads are just as good as with more specific leads.