Having been exclusively involved in direct marketing life insurance for the past 12+ years, I have found a number of factors to be essential in order to achieve success with purchased life insurance leads.
1) The placement ratio must be over 10% unless you have extremely low cost leads or extremely high average face amount
2) If you are going for low cost leads, it usually means other agents will be "competing" with you for that lead. So you must be the FIRST to answer that request and you must close the sale on the FIRST call, if at all possible.
3) If you purchase more exclusive leads at a higher cost, you must have the potential to place a higher % than normal and/or average a higher premium than normal. This means choosing filters wisely, having numerous information fields filled out, and/or being the only agent to receive that lead.
4) Know your lead source. Your greatest success will come if you can see what they saw that brought them to you.
5) Work with a reputable lead provider who will refund you for leads that have bad contact information and work with you to streamline the leads whose needs you can best meet.
For advice on how to set up and be successful in direct marking life insurance, see my article, http://ezinearticles.com/?Selling-Insurance-Online---How-to-Bowl-a-Strike&id=107017
Owner, Courtney McCutchen Insurance, San Angelo, Texas
Preggy provided a very good answer. The question is very broad so to add a bit to the reply here are a few qualifiers.
1)Type of Lead - This big. Just about any type of lead can be successful if worked properly but a "lead" is not always the same. Leads could be generated online or offline (such as direct mail). The lead could be real-time (internet) or aged. Additionally the lead could be exclusive or shared (more than 1 agent buying the lead). These factors all matter.
2) My personal experience is based on online shared leads. When buying shared life leads it is important to test a variety of lead companies (See http://www.lifeinsuranceleads.com for a list of providers). Each lead company will have a few primary lead generation sources so it is important to find one that has good coverage for your area. Additionally your time to respond to a shared lead is vital. Because there will be more than one agent calling the prospect you want to make contact first. Response time is the most important long term success factor with shared leads.
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1) The placement ratio must be over 10% unless you have extremely low cost leads or extremely high average face amount
2) If you are going for low cost leads, it usually means other agents will be "competing" with you for that lead. So you must be the FIRST to answer that request and you must close the sale on the FIRST call, if at all possible.
3) If you purchase more exclusive leads at a higher cost, you must have the potential to place a higher % than normal and/or average a higher premium than normal. This means choosing filters wisely, having numerous information fields filled out, and/or being the only agent to receive that lead.
4) Know your lead source. Your greatest success will come if you can see what they saw that brought them to you.
5) Work with a reputable lead provider who will refund you for leads that have bad contact information and work with you to streamline the leads whose needs you can best meet.
For advice on how to set up and be successful in direct marking life insurance, see my article, http://ezinearticles.com/?Selling-Insurance-Online---How-to-Bowl-a-Strike&id=107017
1)Type of Lead - This big. Just about any type of lead can be successful if worked properly but a "lead" is not always the same. Leads could be generated online or offline (such as direct mail). The lead could be real-time (internet) or aged. Additionally the lead could be exclusive or shared (more than 1 agent buying the lead). These factors all matter.
2) My personal experience is based on online shared leads. When buying shared life leads it is important to test a variety of lead companies (See http://www.lifeinsuranceleads.com for a list of providers). Each lead company will have a few primary lead generation sources so it is important to find one that has good coverage for your area. Additionally your time to respond to a shared lead is vital. Because there will be more than one agent calling the prospect you want to make contact first. Response time is the most important long term success factor with shared leads.