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Life Health > Running Your Business > Marketing and Lead Generation

How to get great insurance leads

By Dan Luttner

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For anyone who relies on sales in order to make a living, good leads are crucial to their success. This is especially true in the case of corporate insurance sales. In such a competitive field, finding qualified leads is a must.

That is where insurance lead generation companies come in. Buying leads from these companies saves insurance professionals a great deal of time and effort. As long as you are working with a reputable lead generation company, these purchases can be the best you will ever make to build up your business and meet your sales targets.

But how do you tell the difference between an insurance lead generation company that will be easy to work with and really help you achieve your goals and one that will not? Here are a few simple tips:

1. Understand what is on the table. Not all companies are created equal, and neither are the leads they sell. Working with an insurance lead generation company that guarantees the leads you will be purchasing are qualified leads is one thing to look for. You also need to know if these leads will be exclusive to you or if they have (or will be) sold to your competitors as well.

2. Understand the lead generation method a company uses. There are a number of different ways to generate insurance leads and each method tends to produce results of differing quality. Before you part with your hard-earned money to purchase leads from any insurance lead generation company, you should be allowed a glimpse into how they go about generating leads. Some companies merely buy up mailing lists and sell them as insurance leads. These are not qualified insurance leads and are not worth paying for.

3. Research the company itself. It always pays to know who you are doing business with and that is especially true of lead generation companies. Doing a little research into the firm you are considering doing business with is a must. How long has the company been in business? How experienced is the lead generation staff? Do they work for the company directly or are they freelancers working from home or a call center abroad? All of these things affect the quality of the insurance leads you buy and are questions you need answered before you part with a penny.

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Dan Luttner is the business development executive for BravuraLeads. BravuraLeads and its affiliates have been providing advanced prospecting solutions exclusively for the financial services and insurance industry since 1992.

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