Motivating a lead to purchase something as intensely personal as life insurance can be difficult. Especially when you don’t already have some kind of established trust or rapport with them.
However, that doesn’t mean that you should abandon ship on this kind of insurance sales. Life insurance policies can be a lucrative revenue stream for your business when they’re done right. You just need to gain access to the best life insurance leads.
The Truth About Life Insurance
Studies reveal that while 85% of Americans think they need life insurance, only 62% of Americans have it. However, 40% of them believe they don’t have enough coverage, and 83% don’t purchase life insurance because they think it’s too expensive.
Statistics like these reveal the potential that exists in the life insurance industry! With the best life insurance leads, you can access a wealth of potential customers who could benefit from your time, attention and products.
How to Access Your Prime Audience
Naturally, the next question to ask is, “If there is an audience of almost 40% of all Americans who do not have life insurance currently, what is the best way to reach the best life insurance leads?”
The answer: Referrals.
Referrals allow you to gain a head-start on establishing those essential components of trust and rapport merely because of your association with someone that they do trust.
You may have heard the quote, “It’s not what you know, but who you know.” But perhaps the more accurate phrase in this arena is, “It’s not who you know, but who knows you.”
82% of people say they seek recommendations from friends and family when considering a purchase. If you have already earned the confidence of one of their personal purchase advisers, they’re no longer a cold lead. You are already a seemingly known quantity, based on the positive experience of someone they already know.
Warming Up Your Prospective Leads
Cold leads are a dime a dozen… the good ones are certainly pricier than that! Even still, they are random, impersonal and hard work.
Cold leads cost, both in money and in time. And according to Forbes, 71% of acquired Internet leads are wasted because of the perceived low value that they bring to the table. Especially if you’re not using an autodialer to work your way through your leads lists, you can waste an inordinate amount of time making calls that all too often end in hang-ups and frustration. This wasted time results in wasted money.
Warm leads by way of referrals, however, are free! When you’re great at what you do, referral leads are generally already teed-up for you, because your friend, relative or client has already done the preparatory hard work for you! Your best life insurance leads feel that they can already trust you, merely because of the trust they have in their relationship with your mutual connection.
Rather than having to approach the life insurance discussion based on offering the lowest price point, you enter into the conversation with the foundation of an already-assumed relationship and trusted professional guidance.
One Plus One Does Not Equal Only Two!
When you have established a foundation of trust through providing the right life insurance coverage, you gain the opportunity to add value to your clients by offering other insurance or financial products, as well.
In addition, you earn the right to ask them for new referrals.
The best life insurance leads do not result in linear growth – one new client at a time. Instead, one client can lead to two, two to four, four to eight, and so on… it’s exponential growth! The leads that your leads generate can elevate your business in powerful ways.
This is why it’s important to always ask for referrals.
You may not always make the sale from a lead. Your life insurance plan may not be the right one at the right time for every prospect. Even so, you can always graciously ask if they can see how what you have presented could be of value to someone in a different situation. If they do, you can then take the next step of asking, “Who do you know that could benefit from that value?”
Try Call Logic today and see how many more prospects you’ll talk to today!
Referrals = The Best Life Insurance Leads
When it comes to building your business and obtaining the best life insurance leads, referrals are the way to go.
- They cost you nothing to acquire
- You have an immediate leg-up with “borrowed trust”
- Trust is your currency, so the price is generally less of an issue
- The “close” comes faster, occurs more often, and is typically larger
- Referrals lead to more referrals