Insurance agencies and brokers often struggle to develop a list of in-profile suspects and prospects. Agency executives consistently share the same list generation complaints: our list is outdated, inaccurate and has no email addresses.
These criticisms are often followed with: “but at least we got a great price.” The problem is a great price does not create great value. Outdated and inaccurate information offers no value – even when it is free.
To develop an effective prospect or suspect list that will have a positive and immediate impact on producers, the following key criteria must be met:
1. Accurate data
No list is perfect and no vendor can provide 100 percent accuracy, but the industry leaders get close and often replace inaccurate data at no charge.
2. Email addresses
A list without email addresses is like well with no water. Different prospects prefer to be contacted in different ways. Without emails, you only have one way to reach out.