There are two main reasons why the turnover in insurance agents is so high. The first reason is that agent recruiting managers are not qualified to identify the difference between an order taker salesperson and a salesperson who can quickly adapt the talents to sell insurance. 44% or the agents with sales ability are also going to drop out because they don't how to save themselves. The lifesaver is simply understanding the false type of leads, then proceed only with what is proven to work.

1. The 100 man list lead. This is a list your agency manager forced you to complete before you could start selling. On it are 100 names, addresses, and phone numbers of friends, friends of friends, neighbors, relatives, and businesses you patronize. The form is such a mind boggler you probably added names from a local directory just to fill finish the agony..

The 100 man list is not a true lead list of prospects. Instead they are people you try to coax into buying insurance, even if they don't desire more. A few will buy because they feel sorry for you, or want you to start your career on the right track.

2. Referrals. Your sales manager explains you should easily get two referrals from each appointment you make, and even more if you make the sale. On top of this you are expected to have your prospect immediately call for you and set up the appointment. The high pressure is over boiling! This is not a way of getting leads, but how to lose friends.

3. Company leads of orphan policy owners. Originally these do sound like leads, until you look at the information. Usually it is an older client whose original agent long ago dropped out of the business. The clients name is given to different new agents every few months.. He is not interested, and has said no over and over again. What a time and gas waster.

4. You are handed a phone directory and a canned sales speech that is suppose to handle every objection standing in your way of getting an appointment. What is your chance of blindly calling someone in the market for buying insurance? After days and days you have the answer. Your answer is slim to none.

5. The company manager sees you struggling. He has gotten "special permission" from the head of the agency to provide you a can't lose method. On a form sheet you are allowed each week to submit 50 names and the company will mail them information about one of their products. You get the leads, plus get to phone follow up on the sales pieces sent out. The result is an occasional (spin the roulette wheel) response, and marginally improved phone responses.

So far, in the eyes of the insurance agency this is the analysis. All of these company supplied methods of obtaining leads has provided you ample opportunity to sell their products. Getting financial desperate, you feel the blame is you, and maybe you should look for another occupation. Switching to another agency, you will find yourself in an almost identical cookie cutter situation.

None of these so called company supplied lead methods were truly lead generating techniques to begin with. You were tricked into believing the tools to success had been given.

A lead is a positive response from an interested individual wanting to know more about a certain product, possessing the health conditions to quality, and the ability to pay the premiums. Nothing less, and nothing more. Use this as a measuring stick to your current lead procuring methods.

Chances are you will rarely be supplied a true lead from the insurance agency. You already know that telephone book prospecting is a waste, and submitting sales pieces to the wrong clients is unproductive.

You must quit trying to be a jack of all products and master of none. Determine what specific product you want to specialize in selling. Next use the internet to find a list compiler or list broker who can find you this list, with at least some phone numbers included.

Write a short sales letter why your client needs your product, and how it will benefit him. Spend about 4 fours, and even outside help, until the headline and body are irresistible. You must compel enough of these carefully selected potential clients to respond. Expect a total cost around $600.00 of outlay per 1,000 names sent out by utilizing bulk direct mail. And do not expect your agency to reimburse you.

You may get back only 10 responses, but these are hot leads. If you can sell, now is the time to show off your presentation and selling skills. During the week make 50 telephone calls following up. Be bold! Simply asking them when is the best time of 2 different times for you to explain your product. Totally, you will get your $600.00 back plus a substantial return. Put another $600 to $1200 back in, and let it roll again.

Finally you are spending very little time prospecting, and considerably more time on making presentations. Congratulations you have graduated from rookie to sales professional!