Working "final Expense" Leads Vs. "life Insurance" Leads

[mbiallas]

I have been in this business full time for the past couple years and have had to mix up the lead pieces a number of times to keep return rates at a profitable level. Most of the cards I have worked say life insurance on them somewhere but a couple have not. While I have not worked nearly as many of the lead pieces that dont say life insurance on them, it seems like I get a completely different class of people responding that are not interested in insurance at all but only want that mythical govt handout. FYI - I am currently working the E-64 mail piece.

So - if you have worked some of these leads that DO NOT SAY "LIFE INSURANCE" please let me know what your experience has been.

If you dont have experience with this please dont respond.

 

[Agentguy5]

I avoid "Life Insurance" leads, like the plague... when it all comes down to it, people tend to hesitate when they realize they are meeting with a "life insurance" agent... but when it's about Final Expense or Buriel, it seems like they are more open to hear about it...

 

[moonlightandmargaritas]

If you dont have experience with this please dont respond.

No experience with it, but I felt compelled to respond.

 

[houcoogster]

They all want the govt. handout. The thing is they are concerned they don't have enough if any. So now you have a lead; a person that is concerned about it, that was nice enough to send you back that card. Be grateful for that and go out there and help them...comfort them...show them you care...you get it?

 

[Rearden]

I had my best selling week ever running leads that did not mention life insurance last week.

 

[TwiLight]

A lead's only purpose is to get you in front of people. If you have a lead with a larger response that gets you in the door, than that is what you do, What the lead says is irrelevant.

It is your job to be skilled enough in the house to pivot to a discussion on what you are selling based on the demographic you chose to send leads to.

Too many agents want to be glorified order takers and want the insured waiting at the door to fill out a life app. There is no skill or profit in that attitude. Agents that expect this will never make good money (over 100k/year gross).

Life insurance is one of the hardest products to sell PERIOD. Because no one wakes up in the morning and says: "I want to buy life insurance today".

Our job is to build a relationship and trust with a new prospect and that is what they buy.

Now ask your question again: FE or Life Leads? That is simply the demographic. You can mail to both demographics with the same lead card and get similar responses with a more vague card like the E-64 card at Lead Connections.

It is all about the relationship you build in the house and how many chances you have to build that relationship.

FE guys will disagree, because they are more of a 'one and done' seller, traditional life guys will think differently. Relationships build referrals and referrals mean less leads.

I have made more sales in the middle class market selling FE than in the lower income (traditional FE) markets. The middle class market also has higher AP and face amounts and higher persistency (95%+ for me on the 25th month) Yes...There is still a Cat piss smell in Middle income homes...LOL. It is all about building trust and selling the right products to the prospect.

 

[JimmyUt]

I have been in this business full time for the past couple years and have had to mix up the lead pieces a number of times to keep return rates at a profitable level. Most of the cards I have worked say life insurance on them somewhere but a couple have not. While I have not worked nearly as many of the lead pieces that dont say life insurance on them, it seems like I get a completely different class of people responding that are not interested in insurance at all but only want that mythical govt handout. FYI - I am currently working the E-64 mail piece.

So - if you have worked some of these leads that DO NOT SAY "LIFE INSURANCE" please let me know what your experience has been.

If you dont have experience with this please dont respond.

I have worked both types; the leads that said "life insurance" on them that Equita used, and the very same one you are using with Lead Connections. While I do believe you probably get a slightly better suspect with the former, I have had idiots with both leads claim they thought it was free, and more people to see will always equal more business. You will always get people who are clueless about why they sent it in as well as you will always have people waiting for you to come sign them up. It is what you do with the folks in between that matters.

 

[jdeasy]

The newer you are to this business the more help you need from the lead piece.

The longer you do this the less you care about the wording. Just get in front of them.

 

[deadhead]

I had a carrier give me 28 DM pieces last week because another agent in the area bought them and said they were crap. So far I have run 3 of them and made two sales. I haven't even bothered to read the wording yet. Just get me to the door, that is all I need.