The definition of a lead is very simple; an invitation to a relationship. They are nothing more than that. Many agents think a lead is going to be a sale and when it isn't then thee unhappiness sets in. So how do we set up guidelines so the leads we invest our hard earned money into make financial sense?

The first rule of working leads is the "Law of Large Numbers" this means it takes a constant flow of leads over a fixed period of time to determine their true value to your business. If you use a few leads for your evaluation then you are going to fail and it is a classic mistake.

I personally like internet leads much more than I do direct mail or other direct response leads. The reason is simple, they are delivered to my computer instantly. The person requesting the information expects to receive it quickly and promptly and the internet should be able to provide that service.

There are many different types of annuity sales leads.

There are two "secrets" in working internet leads:

1. Call as soon as possible! If you delay making the call the lead will get stale. The internet provides instant response and making tat instant response is essential to successful lead marketing.

2. Exclusivity. Make certain you only deal with a lead generation company that provides leads to only you. In the past companies have sold and resold leads numerous times.

Internet leads allow you to outsource your marketing to a lead provider. This allows more time to focus on getting in front of people who will listen to your story about these wonderful insurance products.


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