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4 things to know about generating your own Internet leads

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It’s no secret that the Internet is quickly becoming the first stop for consumers and businesses alike to search for insurance.

With the growing role of the Internet in insurance sales, we’ve also seen a rapid increase in the number of companies focusing on generating insurance leads that they sell to agents. While buying leads from these firms can be a viable option for some agents, the best Internet leads are the ones that you generate yourself.

By generating a lead directly from your Web site instead of buying it from a broker, you are reducing the chances that your lead is being bombarded by multiple agents competing for that same business. More importantly, because the lead completed a form on your Web site, that person already knows who you are and is expecting your call. These two factors dramatically increase your chances of making a sale with each lead.

Before focusing on generating Internet leads, there are some things you should consider:

1. Generating Internet leads takes time
It may take months to see a return on your efforts. Traffic to your site will build slowly. You will need to monitor your site’s traffic to learn from it and refine your efforts. This is not a quick fix.

2. Generating Internet leads takes effort
If you want to generate leads online, it is going to require your continual effort. You should plan on setting aside a few hours a day to implement your Internet strategy or hire someone to help you. Once you gain the knowledge required, things will speed up, but there are no shortcuts to Internet success.

3. If you follow these steps, you will be successful in generating Internet leads.
The process of generating Internet leads has been proven to work. However, few agents have the discipline and patience to follow through on their strategy.

4. The successful Internet agent has more income potential than a traditional agent.
Many of the limitations of traditional selling are completely removed online. You can come in contact with hundreds of people a day and effortlessly span the entire country. Online tools are available to streamline and automate many of your routine processes, allowing you to focus on closing more deals. This means that you can make more money.

Looking for more information on generating your own Internet leads? Download my free eBook “Make Money While You Sleep: A Step-by-Step Guide to Generating Leads from Your Website” at

Aaron Kassover, managing partner of AgentMethods LLC, has spent the last 10 years helping insurance carriers, agencies and brokers bring their services online. He has applied this knowledge to the development of AgentMethods, a Web site platform for insurance agents, agencies and brokers. For more information, visit Aaron’s Web site at

Check out more sales & marketing articles from Aaron Kassover.


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