Insurance Lead: The Wise Buyer

2007-03-08 10:33:40

( Insurance )



THE PROFILE OF A BUYER

An insurance lead is a person or company whose profile perfectly matches that of an insurance buyer. While every individual can be an insurance customer, there are certain characteristics or circumstances unique to that person that makes him more inclined or predisposed to avail of an insurance policy. Such a person is what the industry refers to as an insurance lead.

An insurance lead is someone who has a need for an insurance product. Whether the insurance lead needs an auto insurance, a short term medical insurance, or life insurance, the policy will serve a particularly useful purpose in that person’s life.

Of course ask any insurance company or any business for that matter and they will tell you that a lead is only as good as the agent attempting to covert that lead into an actual client. While an insurance lead is a good start because the lead has a need and intent to buy, it is not always an assurance that a sale can be closed.

PRODUCT THAT SELLS ITSELF

If you are an agent making a product presentation to a lead, make sure you have done your homework. An insurance lead is a double-edged sword; because they have a need, they are also highly knowledgeable. Having very competitive auto insurance quotes will not be enough to convince a careful and deliberate buyer. Strong-handed selling tactics will definitely not work for an insurance lead.

However if you are an insurance agent who is serious about your job and believe in what you are selling, that confidence will show through in how you conduct the presentation and answer the insurance lead’s questions.

In the final analysis, a really good insurance product will always stand out among the crowd. If you really want to covert an insurance lead into a sale, provide products and services that will sell itself.


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