How to use the Internet to generate free life insurance leads
By Lew Nason
Insurance Pro Shop
Have you ever said to yourself: "I wish someone had told me that a long time ago?" If so, you know what it's like to discover something that radically changes your life in a split second. And, if you're like most of the other agents out there, then you've tried all kinds of hair brained and time-wasting methods to build your business.
I'm talking about things like buying dead-beat leads, cold calling for hours on end, sending out oceans of e-mails or fax blasting (to angry people who don't want to hear from you), using the "three-foot" rule, making out your "Project 100" and hounding your family and friends, etc.
By the way, if you've ever had the pleasure of cold calling leads, you know how utterly brutal it is. You end up with a big ole' lump in your stomach, a bruised ego, wasted time, tons of disconnected numbers, and pissed off, negative people who are tired of listening to high pressure salespeople.
If any of this sounds familiar, it shouldn't surprise you, because it's the same outdated stuff that is being drilled into 90 percent of the people who enter this business. And it's why most of them are continually struggling, and why many of them are out of the business within a year.
But, I'm here to tell you that there are much better, easier ways to build your business, once you discover the little-known strategies to generate your own low-cost leads.
So let me ask you, and please be honest:
- Are you totally confused about what really works to generate leads and sales, and don't know who to believe anymore?
- Are you still using old school prospecting techniques like cold calling leads, and continually getting rejected?
- Frustrated with replicated systems that don't work the way your managers, trainers and marketing companies said they would?
- Still buying overpriced leads with little or no results to show for all your money and hard work?
Cold calling, using life insurance lead lists, or using Internet leads and then doing a sales pitch over the phone just doesn't cut it anymore. Most people are screening their calls, using their caller ID, and won't even pick up the phone due to the tremendous amount of sales calls that they get from telemarketers about all sorts of junk. The so-called qualified lead that you paid for probably won't even pick up the phone, let alone book an appointment with you.
Why it isn't working. Let's take a step back and look at what you are actually doing when you are buying leads. You are going to a third party that is talking to someone who has no idea who you are, and that third party is now telling you that the person is interested in what you have to offer. The best sales coaches will tell you that sales is not about selling your product, it's about selling yourself. And, then, in many cases, that third party is going to sell that same "exclusive" lead to someone else. The good news is there are better and more cost effective ways to get the life insurance leads you need and want.
It's time for you to become an information resource. Now, what if you were given the option to set yourself up as a point of valuable information, the go-to guy or gal where people get advice regularly about life insurance? It almost sounds like a dream doesn't it? It doesn't have to be.
With information being one of the major shifts the business world has experienced, the information super-highway (the Internet) can help to make your presence known in a much better, much quicker, and much cheaper way. If you're not on the Internet, you're losing out big time! But if you are, your Web site and e-mail addresses, which should appear in all your business literature, should be made available to everybody you come in contact with, even as part of your signature on any other form of correspondence. E-mail helps prospects to come forward in the privacy and convenience of their own homes or offices, and it also gives you a chance to respond to them immediately. It's truly a dynamic form of communication that, to this day, is still often overlooked.
If you haven't already done so, you need to create a Web Site. Many people think that this is expensive, and it can be if you want to actually sell on it. However, if you create a Web site strictly as an information-oriented resource identical to a book or newsletter, then it can be very affordable. Your homepage can be designed to advertise you, your company, and the products and services you offer. If you have a free report or newsletter, you can provide access to it on your site. By having it available via the Internet, people can access your free information and print it themselves at home or at the office, without costing any money, time, or postage on your part.
However, don't make your free report available directly on your homepage. You'll want to collect the names and email addresses of the people who want the free information so you can contact them later. Have a special section of your Web site that includes your free report, but is only available to people who have a password. Or, once they sign up for the report, you can send them a link so they can download it.
Once they read your report, they have access to your super-useful information and feel part of an elite group of educated members. In essence, it's all part of a lead generating system, and you know what "system" stands for, don't you? It stands for "Save YourSelf Time, Effort and Money!"
Now you can create your own free Web sites by pointing and clicking. Take a look at MySpace or Facebook. Those are both point-and-click social Web sites.
Let's take a step back and look at this for a second. Millions of people search the Web for answers to their problems. Their problem could be anything. They could be looking for a special tool for their job and simply need a price. Do they call a store, or do they go to Google and search for it? If you are looking for airline tickets, movie show times, or anything, where do you go? Well, why don't you use the Internet to supercharge your business?
More and more individuals are turning off their TVs and turning to the Web instead. The reason is they are tired of being advertised to. Getting life insurance leads is not just about "sell, sell, sell." It is about providing valuable information and establishing yourself as the individual who does not have a sales pitch, but rather someone who is out there to help others with their financial problems. Whenever you search the
Web, do you pay for the information you want, or do you continue to search for as much free information as you can get?
How to get the life insurance leads to find you
The way to get life insurance leads to find you is through attraction marketing. In a nutshell, you establish yourself as a valuable point of information for people to go to. Whenever people go to you, seeking your information, they consider you as a form of advice. Now, let's say you have people that visit your Web site, and keep reading your content. They constantly re-visit when you post new content and finally you decide to inform them about a product that you offer and its benefits. What do you think the chances are of them listening to you, compared to the person who calls them on the phone, who they know nothing about?
The reason why it works is because it is so simple. The more complicated you get in the life insurance industry, the higher the chance of failure. If you get too complicated with your client and use a bunch of technical terms, you lose the deal. The same concept applies to your marketing. If you get too complicated with it, you lose the chance to meet one on one.
By applying what you have read in this article into your prospecting for life insurance leads, you will generate qualified leads that are willing to listen to what you have to say. Attraction marketing will help you save a ton of money by avoiding the route of purchasing expensive leads.
You have just learned why the Internet is quickly becoming one of the best tools for your marketing ventures.
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