Lead qualifier for insurance industry

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what's up everybody i'm about to tell you the top four places that you should be going for life insurance leads if you're an insurance agent or insurance agency so stick around because we're about to get into it hey what's up everybody if you're new to the channel welcome so glad you're here i have a couple of different businesses a lot of things in this channel that i'm interested one of those businesses is a consulting company where we take single person individual agents that feel like they have a job individual insurance agents that feel like they have a job and teach them how to use facebook ads funnels youtube ads digital marketing all that stuff to turn them into multi-person agencies real business owners who have a business that work for them and through doing that i have learned a lot of things i've talked to a lot of agents and i'm really out there talking to agents at all times so i get a good feel of you know what people are doing before they come to us what they've done in the past what they're kind of using at this current time especially when it comes to leads and i wanted to make it so that you guys could come and you guys could have a place to go to see you know what types of leads where to be going for life insurance leads and what are the best places to just go to find them so without further ado let's get going all right so i'm going to start with number four and make sure that you stick around for number one because number one it's going to be the best number four is going to be the worst and there's not a extreme particular order in between but it definitely goes from worst to best so the number four place but these are all good right i'm putting the top four places in here so i'm not putting any like trash leads or like you know don't don't pursue this avenue type things you know maybe we could do that on a different video but for this one this is the top but it goes from good to best so the number four place where you should be going for life insurance leads would be your imo so if you're an independent agent you should know what an imo is some people also call them fmos but an imo stands for independent marketing organization some people call it insurance marketing organization but basically they are uh large agencies and they're places where agents can go and get contracts and some people will correct me there and say they're not technically agencies but basically they're the place that you go where you can get a contract to sell for a certain company rather than going direct to the company and the reason you would go through an imo is because in some cases you have to some cases you can't go direct to the insurance company and on the other hand there's a lot of other resources that come with working with them such as you know continued product knowledge sales skills sales teaching a lot of training um back-end support it's all different for each imo and what you're trying to do but the point is if you're an independent agent you should already know what that is if you're a captive agent uh an imo is what i just explained um and basically the equivalent to you would be going through your captive agency whoever is basically in charge of you and a lot of people especially on the captive side it won't have leads that are provided by you know your agency heads your your individual agencies and a lot of times because captive agencies just don't like working leads they like to do you know power 200 power 300 you go find all your friends and family uh work referrals all that type of stuff which you know personally i think that those are good ideas but i also think that having leads having a predictable way to do business is also a really good idea so um you know it's not always one or the other i like to live in an and world where you get to do some of each and you figure out what works best for you so back to the source so when it comes to getting leads from imo's it's really really really tough because some of them are amazing right i know some imo's out there that uh they they literally are on the front cutting edge of technology they're creating their own leads when it comes to you know using social media they're out there creating their own television leads like the head of the imo is literally on on tv generating these leads they're amazing they're in a great place to go to um but then on the other hand there's there's imo's out there that these leads are i wouldn't touch them with a 10 foot pole and and and i wouldn't even want to be on their lead i feel bad for the people that get on their lead list because i know that their leads get recycled they get resold every single like three months they get sold to a new agent you know the people on those lists have been broken and beaten down because they've been called and worked by so many agents and so when it comes to an imo because there's such a wide array of what's going on that it's you know they could fall at any one of these these these points four three two or one but because of such a wide array the consistency between it has to have me put it at number four but i did want to give you a little tip as to you know how can you tell if your leads are good uh well i mean there's several different ways one what's the contact ratio are you getting a hold of one person out of 50 or are you getting hold of you know closer to like 50 of people 60 and that's like when you call them the next thing to look for for imos is when you go to order a fresh batch of leads if they show up immediately they're not fresh okay i can tell you that because it takes some time to generate leads and some people just don't know that they're not far enough along to understand that and so they think that fresh leads can be generated like this they go and order a batch of fresh leads and then they get them that second they get a spreadsheet sent to them if that's the case they're not fresh they were generated previously you're getting sent a spreadsheet they may or may not be resold uh and so that's one thing to look out for as well too and then ultimately it just comes down to just try them out at the end of the day you are a business you are a business owner uh you know if you don't see yourself that way i see yourself that way so i believe in you um and just have a little bit of risk being a business owner being an entrepreneur being in this kind of line of work takes a little bit of risk so go out there spend a little money see what works also give things a little bit more of a try than you know five to ten leads because sometimes even the best lead providers can have a bad batch but just get out there and with your imo they're probably gonna have some different relationships if they're generating their own they're probably gonna be decent if they're actually generating their own um you know if you just have like some sort of system you have no idea where they're coming from it's just like hey go buy leads from here uh all the leads for imo you just go to this one place and buy them we don't know where they're coming from they're just gonna show up in your account you know that's that's probably not gonna be the best but you know maybe it works for you number three is going to be a third party lead vendor so a lot of times this will be the same place and the same people that you can get from your imo but at the same time sometimes your imo doesn't have the relationship with all the third-party lead vendors out there and it could be really good ones i myself used to own a lead company and we did really good work i put i have every business that i have i put all of my heart and soul into i have a lot of integrity to make sure that i am providing the best product so when we were doing that i was on the forefront of making sure that more than anything else we had the best quality lead and that can be the case there can be people out there typically what you want to look for in a third-party lead vending company is either somebody that's been around for a really really really long time and they've established a good reputation they have a lot of reviews a lot of people in the industry know them now this can be for buying online leads this can be for buying direct mail leads this could be telemarketed leads this could be live transfer leads it doesn't matter the companies are all going to fit in the types of leads and also brings up a good point if you want me to do a video on the best types of life insurance leads just put a comment down below in the comment section of if that would be valuable to you and if you want me to do that video and if so you know list out any of the types of leads that you'd like to learn more about and i'll go ahead and put a video like this together in what i think are the best in the order of that that's the types of leads this is where you go for the leads so back to what i'm saying with third-party lead vending companies you want to either look for somebody that's been established for a really really long time and has a lot of you know good rapport in the industry or you want to look for somebody that's newer and younger and coming up and i know that that sounds a little bit sketchy especially for people that aren't risky but the thing is if you find like an individual person that's trying to create a business oftentimes like for their first 10 20 even 100 customers they're gonna put their heart and soul into that company and into serving those customers as long as you know you you want to talk to them you want to make sure that you know they have good values they have values that align with you um but at the end of the day like a person that's really trying to you know come up will put a lot more effort into it than somebody that's been around for three four five six years doesn't quite have the longevity of like the 20-year company um and they're now they've switched from customer focus to profit focused right so and i'm not saying all companies are like that but those would be my little little tips for you know if you're gonna buy from a third-party lead vending company uh i would kind of look through those so then number two is going to be going and hiring a marketing company to actually come and do it for you so you pay a retainer one two all the way up to ten thousand dollars a month it depends on who you're hiring and how big you are and then they're going to come in and in addition to that basically the retainer is you paying for the labor of the company the person that's actually going through and running the ads managing the ads media buyer that type of stuff and then from there in addition to that you pay for ad spend now this can make sense uh depending on what that company does for you how good they are what they're doing and it can be really good what i do like about hiring a marketing company for you is that you have more control typically right you're going to be able to see what the ad copy is you're going to be able to see and talk to them about who they're targeting you're going to be able to hopefully have your own website you know you're going to be able to hopefully have your own facebook page you're going to be able to have a little bit more control than if you're just buying it from the other two places that are building up their brands and they're in full control of the ad copy they're in full control of the targeting they're in full control of all that this one you have a little bit more control and ideally you start to shift right as we're going from four to one you're starting to see the shift in control who controls this part of the thing right and so hiring a marketing company is going to be the next place because you get a little bit more control the thing with the marketing company is you got to see if financially doing it that way how much they charge all that stuff actually makes sense now before we get into number one there's one more thing that i did want to add before you know if you go out there and you want to decide to pursue number three or number two i want to arm you guys with some knowledge because knowledge is power and being able to ask the right questions and understand the lingo is gonna help you with vetting the marketing company or the third party lead agency that is selling the leads to you and generating the leads preferably that's another thing if you're going through a lead company that doesn't actually generate their own leads you're just paying a middleman to mark it up uh which you know depending on your goal could be good could be bad but here's some questions to ask so basically how are you generating them right is it direct mail is it social media is it tv is it whatever it is if it's tv it's pretty straightforward right they're going to have you know you could ask them like what channels who are you putting them in front of what markets is the tv coming from um if it's direct mail same thing like what demographics what markets where is this coming from uh what you could ask them if you could see their messaging a lot of the times they may not say yes which is okay like that they have a complete right to do that that's their that's their intellectual property you could ask them you know how many letters get sent out what's the typical return rate what would differ in a return rate right so like if you see one area over here has a higher return rate over here why do you think that is right you're you're asking questions to get them to answer with their knowledge because you want to get a sense of the fact that they know what's going on in their business right so other areas where you could ask good questions you know telemarketed who's calling out on those leads where are you getting your data for them to call is it tcpa approved do you guys scrub for numbers and all that type of stuff how did you learn to do this how did you establish the call centers right and a lot of people may not like these types of questions but at the end of the day like the ones that i know that do good good work like to talk about their business because they've really put a lot of time heart and effort into it and they're totally fine talking about this stuff so i'm also not saying that people don't want to talk about it as a red flag necessarily but the thing is like you want to have some sort of questions that you can ask that are really going to allow the person to talk and demonstrate their authority and so you can figure out if they know what they're talking about now the last one is going to be social media uh people are generating social media leads you want to ask them what those sources are right is it facebook ads is it youtube ads is it tick tock ads is it seo there's a lot of different ways to do it but you want to ask them what their sources are and then the next thing that you want to find out is okay are you sending them to a lead form meaning on some of these platforms but especially facebook you can create a form that and this a lot of the videos that i've shown on youtube use this way for scale and best quality i don't actually like using this way it's right it's a really really good way to get started right so if you're a beginner i would probably suggest starting there but as you grow as you become a real business owner as you become more serious in your craft you don't really want to do that because there's a lot of not very much intent people have their their information auto populated so the effort it takes for them to become a lead is probably two to five seconds at most they truly do forget that they did it so anyway that's with the lead form so you want to ask them are you doing a lead form are you sending them to a landing page and then just take what i'm about to ask you and write these down and then that will help you because you probably won't know what i'm what some of you may not know what i'm talking about but you want to ask them okay if they're doing a landing page is it just going to a straight form where it says hey enter your information for a chance to win a gift card for a chance to go on a cruise for a chance for a free vacation or are you actually having some intent in there and is it is the first page going to say you know enter your information for a quote first name last name phone number email favorite hobby whatever it may be like that's what most people do and that's still not very good intent so are you sending them straight to the page where you're going to capture information or do you send them to a page where it educates them first makes them click a button then they can go to the survey where they put in their information that's better than the first one but what's even better than that is page where it educates them they have to click a button then it goes to the next page where it asks one question at a time and it takes them through micro commitments it's like what's your first name and like these lead generators should be really good at doing this there's really good ways in very specific ways to ask these questions but it effectively asks you know first name then the next question then the next question you all of a sudden get eight or nine or ten questions in and people have spent time going through that process they've probably spent closer to two minutes to five minutes compared to one to five seconds and people when they do that they actually have intent they actually remember doing it a lot more so those are some questions you can ask that will really help you vet third-party lead companies and how they're generating leads and marketing agencies and how they're going to generate leads for you and if they're like we can do whatever you want it's like okay that's great but what have you found to work best in the past and what would you recommend we do right because if they're like we can do whatever you want typically means that they don't have a path they don't have a process that has worked in the past and you want them to be the consultant to you not just the labor arm of your own business because if you have a labor arm of your own business you should just hire your own person and not be paying the excess charges that come with an actual agency all right let's get into number one okay i know this video has been going way too long so i'm gonna go into number one number one if you've been following my channel you probably could have guessed it it's gonna be generating leads yourself and this is because marketing and advertising is a full third of your business right you have attracting clients you have converting clients and you have servicing and fulfilling on those clients and what you promised them so you have a third a third a third and if you do any of one two and three or sorry options four two three and two that i mentioned before you are literally fully outsourcing a third of your business and at the beginning that can make sense you're trying to cultivate a lot of skills but as you grow as you get more experience as you get more into being a real business owner it almost always makes sense to go with number one and generate them yourself because then you have full control so there are so many videos on youtube i have so many videos showing you how to generate them yourself but we also have something that takes it to the next level everything we've been talking about up into this point has been how to generate what i call quotation mark leads right they are putting you in a position where you go about chasing people where you need to you know put out a line and then the fish comes in but you don't get the reel to fish and you then have to go pursue the fish as well too so you are yes getting a little bit of interest but then you're outbound calling you're outbound dialing you're spending all of your time all of your days doing inefficient things when you should just be selling so what we do in my company insurance advertising masters and this this program i have this coaching program it's called advertising mastery where we basically teach you how to use facebook ads youtube ads and funnels in order to flip the script to where you are no longer chasing people you are putting out a video right look the thing is when you are on sales calls you probably say the same thing over and over and over again when i say sales calls that can be actual only that can be actually on the phone or that could be in person but regardless 99.9 percent of insurance agents i've talked to every time they meet with somebody they start by educating which is really really good but the thing is we can take that and do that for you we can have yourself do that for you right we can put that on video so what we like to do is take the things that you say over and over and over again put them into a video with a script that actually converts which very few people could actually do we put that on a video we drive traffic to it and then turn people into educated consumers that now want to work with you because you're the one that educated them they can tell you know what you're talking about so they book on your calendar so these are actual inbound book deployments which i like better than inbound calls by the way because inbound calls can hit you at any time you could be at the grocery store you get an inbound call you can be sleeping and now you get an inbound call i don't like inbound calls i like inbound appointments and that's what all my clients like as well too at the end of the day generating your own is going to be the best there's going to be a lot of ways to do it but if you really want to just cut the time in half cut the time into 10 of what it would take you to figure it out go down below into the link in the description click the button i have a video that's gonna walk you through exactly what we do it's gonna tell you a little bit more about what we do if it makes sense for you if you like it you'll be able to at the end of the video schedule a call with my team and they will walk you through they're gonna on this call it's gonna be actually really valuable we're gonna ask you some questions that you've probably never heard before never been asked before that's really gonna put you in an introspective position of your business and really make you look at your business in a way that you never have before and then you know if you're a good fit they're going to tell you a little bit more about what we offer what we do uh if you're not at that point they'll just kind of give you some insights and let you go on your merry way but i really wanted to tell you about that program because i feel like i'd be doing you a disservice if i tell you to generate your own leads and then kind of leave you out there to figure it out on your own we already have an amazing way to do it uh like i said we use a video with the best sales person in your organization which should be you uh the business owner we're gonna take you we're gonna put you on a video and no it doesn't have to be an actual video it can just be voice over and slides there's many ways to do it but we like to use video to educate and then we drive traffic to it uh like i said the link is in the description for that video but again i didn't want to leave you guys telling you to do it on your own and then you to be like well how do i actually do it so a little bit of a plug there but i really really love what i do we help a lot of agents i'm really passionate about how much effort and really how much i put into that it's it's helped and changed a lot of agents lives to going from feeling like they have a job to having a business that works for them because they no longer have to be in the position where they're chasing people so please go check that out as always if you guys have enjoyed this video please hit the like button please hit the subscribe button and if you guys have any other thoughts on any other places to go for leads please put that in the comments and if you do want to see another video on what types of leads are best also please put that in the comments alright thanks guys see you on the next one