Need More Traffic? Need More Sales? Go Here ===>


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Need More Traffic? Need More Sales? Go Here ===>

  1. 1. ==== ====Need More Traffic? Need More Sales? Go Here ==> ====Ive long wanted to write an article about Internet Leads (Life Insurance Leads, Health InsuranceLeads, Homeowners Insurance Leads, etc) and why they are a waste of money, time, and a drainon the Insurance Industry. Thank you EzineArticles for this powerful resource in communication!Insurance Agents all over the USA are getting solicitations every single day for one new leadprogram or another. The newest scam is Internet Insurance leads. Internet leads or leadsgenerated on the Internet are 90% bogus junk...a diamond in the rough (in the forum of a goodlead) occurs about once every 20 leads. Thats roughly $400 to get to that good lead - not tomention the biggest expense, labor and time spent on the other 19 leads.Where are these companies going wrong, then, with their lead generation? Why dont these leadsturn into clients? This article will attempt to address these questions.Interested in knowing which "insurance lead" generating companies I am talking about? Just typein "life insurance leads", "health insurance leads", "mortgage leads" on google, yahoo, orMSN...they are DOMINATING the rankings!The first problem is the way that these companies are generating leads. Some are using pay perclick (PPC), some use aggressive (technical) techniques to get ranking in a "natural search" andsome pay other webmasters to generate leads and send them to the lead company. NONE ofthem really know much about the Insurance Business...only how to generate leads.Pay Per Click - There are several companies like and that will place your link at the top of the page instantly if youre willing tooutbid other pay per click participants. On Google, the going price for the key word "life insurance"is about $20/click! The lead generating website will then take that lead and farm it out to about 4different insurance agents. All of which will pay roughly $20 for that lead apiece. So the $20investment there that was made for that click is multiplied by 4 = $80! And what does the clientget? 4 agents calling them and trying to outbid each other. All using a variety of tactics,sometimes shady, sometimes legitimate, and sometimes downright outrageous...but thats anotherstory!Aggressive (Technical) Techniques - Another way that these lead generating websites get theirsite noticed is by getting ranked highly in natural searches. A natural search result is the links anddescription of a particular website that is found past the pay per click sites, about 4 sites down.Go to and type in "life insurance quote". The first 3-5 sites are pay per click, thenunder that you find the natural search results. Google, msn, yahoo, and the like are getting betterat weeding out the spam here, but it still persists and will probably always persist as long as thereare SEO (search engine optimization) experts that are getting paid! What Im getting at here is
  2. 2. that these lead generating websites are getting to the top of natural searches NOT by knowing allthere is to know about insurance - but by being really really good at technical stuff like SEO, linkexchange, and artificial means of gaining prominence.Lead Brokering - The third and most shady way that these sites are getting these leads to sell isvia other websites. Other websites that have prominence and "traffic" can get onboard withcompanies (commission affiliate brokers) that sell leads at wholesale prices to these leadgeneration companies. Why is this shady? Because these leads are generated by whatevermeans possible...SPAM, HACKING into other peoples sites and redirecting them to the affiliatesite, buying of dead .coms and redirecting those visitors to the affiliate area, and on and on.Roughly 1 tenth of the sites that are at the top of a search for any given term know anything aboutinsurance or have any content of value for the consumer!Another problem with the leads is that they are not screened well (although many companiesboast that they screen the leads very well - which, in my experience is just not true!). In myresearch, 90% of the leads from these Internet Lead Companies either left bogus contactinformation, they were not truly interested in obtaining insurance, they simply wanted a "quote", orwould apply only to say "nahh, I cant afford it" when the policy came in (as applied for!). This iswhere the most waste comes in...manpower. Even with meticulous follow-up, the best rates in thebusiness, a dedicated assistant and staff, and all the technological resources and underwritingresources at my fingertips - even this could not make this type of lead program work.So what does work and where is the Insurance Industry going with all this? I believe that peopleare shopping on the Internet. Theyll even go to these lead generating websites, type in their info,and get an eager agent to call on them in hopes of a sale. The client, in this way, gets quotes!But that Agent RARELY gets a sale. The Agent, then, is spinning their wheels and focusing theirresources on a wild goose. The client, if they do truly want to buy, then takes those quotes andfinds an agent in the yellow pages or strikes up a conversation with a friend who then refers themto that trusted agent friend of theirs.Therein lies the answer! Insurance is sold within circles of trusted friends and associates. It iscertainly not sold over the Internet to any great degree and it never will be. My advise is to stick tothe old fashioned way of marketing - through Optimist Clubs, Rotary Clubs, LOCAL lead groupslike BNI, asking folks "what do you do for a living" in hopes that theyll ask you what YOU do, andso on.The insurance "leads" companies out there rest easy, though...knowing that they can always saythat their leads are worth the money, that theyre generated with the purest of intentions, and thattheyll refund your money for bad leads. The truth is that these companies commonly blame badleads on the agents inability to sell or the quality and competitiveness of the companies that theseAgents show these clients. They more often than not refuse to credit you for bogus leads - oftensaying that there IS enough contact information (in the form of an email address which never getsanswered by the client).This scenario also leaves the door wide open for fraudulent claims in quoting. Think about it - if 4agents get the same lead, what gives one agent the edge over the other Agent? Some competingagents will do just about anything to get that sale or outbid the other agent. Outbidding the other
  3. 3. agent leads to false claims and unattainable premiums based upon a clients true rating! Thereare so many variables like accurate underwriting, backdating, A+ or better company usage (ornot!), and outright lies that harbor corruption. Any of these factors can be abused in order to lurethe client to fill out the application. And that client is more likely to take the policy once it comes in(after months of waiting) just to be done with the ordeal. Bottom line - the agent with the bestquoted price wins, not the agent who quotes the client accurately and with good companies.So if youre and Agent and you are thinking about buying insurance leads over the Internet, beforewarned. You will spend your time on wild goose chases, you will fill the pockets of these leadgenerating companies, and you will do the industry a disservice by supporting these companieswho are using technology, not expertise in Insurance, to win YOUR customers - customers thatcan just as easily be obtained by traditional means.If you are a "client" and you are looking for Insurance of any type, contact me and I can refer youto as many Independent, trustworthy, licensed, Insurance Agents in your area as youd like at NOCHARGE!By: Ashley Brooks, CLTCAshley is the marketing vice president for the Family Life Insurance Brokerage Business and has abackground in Health & Financial Underwriting, Insurance Plan Design, and "best deal"shopping. Brokerage Services carries only A rated (or better) companies in their product portfolioand has been serving the needs of Independent Insurance Agents since 1977.More Information about Mr. Brooks - Life Insurance AgentVisit and subscribe my blog and RSS feed - Life Insurance Information []Team up with Ashley for Life Insurance Lead Sharing - Life Insurance LeadsArticle Source: ====Need More Traffic? Need More Sales? Go Here ==>
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