1. Life Insurance Telemarketing Leads Production = Unfit Insurance
Lead Generation System
A life insurance lead generation system is essential to agents and agencies. However, life insurance
telemarketing lead production fails. See why telemarketing lead generation results in life insurance
leads often of poorer quality.
First, let me give credit to all the honest telemarketing leads firms that do the job to the best of their
ability. Their leads production is far superior to any in-house person or company trying to cut costs
with their own insurance lead generation system of phone calling. Telemarketing firms are in the
major leagues while an individual, on the phone, attempting lead production does not even make the
minor league.
A life insurance lead generation system, including not only telemarketing but also emailing is usually
a big failure. The problem with the telemarketing leads is not in producing "leads", it is in the often-
overlooked area of what a lead actually is. Life insurance representatives often forget or do not
realize what qualities leads must have to provide sales production. Here are the six major areas,
starting with a prospect expressing a desire for insurance of the same type the agent can skillfully
sell. The prospect must have an emotional need other than cheapness to want to find out more. Is the
person healthy enough to qualify? There must be a willingness to purchase now if the product
matches the needs. The financial means to make the insurance payment must exist.
Now the trump card in any life insurance leads generation system. The prospect must not be
pressured into agreeing to see an agent. This is the poison injected into so many leads. Now do not
confuse pressure with gentle enticement. Relentless bypassing a suspect's NO response, and forging
forward with this system, repeatedly trying to get a positive response, causes intense pressure. Many
agents actually consider this an acceptable insurance lead. This life lead generation method is not
successful. You have a suspect lacking the true willingness to buy.
Here is why this suspect lead style results in a low closing ratio. Almost all people have a void for a
life insurance plan that covers enough of their needs. People already realize this. Convincing them
they have a need is an easy part of the puzzle. The large missing piece is committing a person to
take action in filling this void now.
Telemarketing, although highly superior to personal call making, has a problem in trying to provide life
insurance leads that result in good commission sales production. There are two major reasons and
some minor ones. The first is often the fault of the agency or sales person hiring the telemarketing
firm. Often the telemarketing company gets a CHEAP list of prospects, instead of a highly refined
prospect list from the firm. Cheap prospect lists = cheap quality leads. Often a telemarketer becomes
too good at convincing prospects they talk to, and knows how to aggressively get past objections with
the use of pressure.
Agents want a life insurance lead generation system with results. Telemarketers have to produce,
and then are often paid on the quantity of life insurance leads that were obtained. The quality is never
known until a presentation is set up, and all the leads are worked. Please note who the people most

2. likely to agree to the telemarketer are. They include people that can't say no very easy, lonely people,
and also those who may be hiding a health problem. At best, telemarketing should be given overall a
middle grade.
Middle grade will not graduate an agent into financial or professional status. Sure agents can make
money with these leads, but look at the key factor. The closing ratio is king. If an agent has a closing
rate of 40% using telemarketing leads production, commissions should out perform costs incurred.
Think however about the effect of an 80% closing ratio. Seeing the same amount of prospects would
double the income and add twice as many customers for future additional sales.
If making money by solving people's life insurance leads is your profession, feel proud. Enhance your
feelings and financial situation by exploring a direct mail life insurance lead generation system you
completely control. It uses a no pressure situation. Cut out the middleman, and improve your lead
quality which in turn increases your closing ratio.
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