Insurance Leads Distribution and Conversion

If you are an Insurance Agent or a National Marketing Organization, insurance lead capture, distribution and tracking in order to increase the conversion will be the most time taking activities.

Internet Leads

With the increasing use of internet leads and the practice of purchasing insurance leads from third party vendors, marketing automation and lead management functions have become all the more important. Even small, incremental improvements in these areas help the agents achieve significant increase in lead conversion.

You may generate internet leads through your own websites and blogs. Online advertising using Pay Per Click (PPC) Advertising on Google, Yahoo, MSN and other search engines will be a critical component of your internet lead generation strategy.

Social media networking tools such as Twitter, Facebook, and LinkedIn helps in lead generation via online sources. However, your own online resources may be enough to feed your lead requirements. You need to use multiple sources to acquire prospects for your business, whether you are a single agent or an organization with multiple agents and locations.

Internet leads can be used for all insurance services including Home Insurance, Health / Medical Insurance, Life Insurance, Longterm Care (LTC) Insurance, Auto Insurance, Boat/ RV / MotorCycle Insurance, Renters Insurance, Commercial / Business Insurance, Mortgage Protection Insurance and Burial Insurance.

Insurance Lead Sources

There are several sources providing internet based insurance leads. These third party vendors generate leads and sell them to one or more insurance agents. Some of the well known lead providers are:

• NetQuote.Com
• AgentInsider.Com
• InsureMe.Com
• InsuranceLeads.Com
• AllWebLeads.Com
• ZipSearch.Com
• InsuranceLeadz.Com

To learn more about these vendors and compare their services, please go these sites and do some research before zeroeing in on one or more sources.

Lead Capture and Tracking

Once the lead sources are identified, capturing them in a central place and managing them proactively are the most critical steps in the lead conversion process. In the internet leads domain, SPEED is the determining factor to close the deal and win the customer.

The prospect should be contacted immediately (ideally within minutes). Note that the internet leads are provided to more than one agent by the vendor. Hence your competitors will be competing for the same prospect's deal.

Here are some important points to keep in mind:

1. Use the services of a good insurance lead capture and tracking software tool such as LeadPro.
2. Capture the leads from various sources / channels into the lead management database system automatically without any manual intervention.
   
3. Setup instant email alerts in the system, so that you can recieve the lead information on your smart phone and followup immediately, even if you are outside of your office.
   
4. Make sure that the Drip Email Marketing Features of the lead management tool is leveraged to keep the prospective client engaged.
5. Include your contact information in a drip email sent automatically as soon as the lead infomation arrives in the system.
   
6. Track and log all the follow-up activities in the lead tracking system. This will help you to engage the prospect even after they become your client.
7. You can use the tracking information and followup later using drip emails, even when the lead is not converted immediately. This process is known as Lead Nurturing.
8. Leverage the Lead Analytics and Pipeline reports in the lead tracking system to analyze the lead conversion performance and make prompt follow-ups.
   

Let us look at the Internt Lead Procurement, Distribution and Conversion strategies in future posts.