InsuranceLeads.com Blog by Insurance Agent

Working with insurance leads through any leads source, can result in a lot of calls or emails that miss the mark entirely. Sometimes, this is a result of making a poor sales pitch or failing to identify the right angle with which to coax a given prospect. Perfecting personal strategy is a good way to overcome this issue, but even the best of agents won't make every single sale they attempt; it's simply a fact of the industry, and a fact of life in general. Other times, however, the loss of a sale has nothing whatsoever to do with individual effort or talent. It's a matter of the lead quality, and I don't mean that the sale is lost because the prospect is having a bad day or doesn't happen to like your name. I'm talking about the leads that end up going nowhere because the number has been disconnected, the lead is across the country and entirely outside your purview as an agent, or never expressed interest in a policy and has absolutely no idea what you're talking about or why you're calling.

When you're sourcing your own leads by hand, such instances can be frustrating –not to mention frequent. But when you're using a service to generate or otherwise source leads for you, it can become a matter of lost funds when leads turn out to be of a poor quality. It's for this reason that I'm glad my primary leads provider, InsuranceLeads.com, has developed a credit policy to handle bad leads. Most of the lead sourcing companies with which I've worked have had such a policy, but when you have to use it constantly, or it rejects nearly every credit request as a matter of course, the policy's existence alone doesn't mean much.

The credit policy at InsuranceLeads.com is the most liberal I've found yet, and is structured reasonably to allow me to recoup the costs of bad leads without creating a free-for-all situation in which any and every lead can be disputed (hey, if I reported every sale that didn't work out on my own part, I'd have to add a few more hours to my workday). Of course, I've only had to make use of the credit policy a few times in the several years that I've used the service. The steps that InsuranceLeads.com takes to make sure that leads are valid, aren't spoofed, and aren't associated with disconnected numbers or fax machines go a long way towards cleaning up leads lists. But when I've needed the policy, it's been there, and I've been able to get my money back for leads that shouldn't have been delivered.

The professionalism with which my customer service rep has handled these instances has been especially impressive; I simply identified the faulty leads and within a couple of days, as expected, they were verified as being bad, and my account was credited. Apparently, things can go wrong in the insurance sales world and still turn out alright.