Frequently Asked Questions:
What is a lead?
How are these leads different from other types of leads?
What is your definition of a valid lead?
How do I get started?
How are my leads distributed?
How fresh are these leads?
What is the typical profile of these customers?
Can I listen to the message that the customer responded to?
Can I protect an area, city or state?
How often are leads added to the site?
What can I expect the closing ratio to be?
What is the best way to approach the consumer on this lead?
Do you offer any phone scripts?
Tips for success!
What is the difference between Exclusive vs. Non-exclusive leads?
What determines a bad lead?
Can I replace a bad lead?
How does the Do Not Call Leads affect us with these leads?
Will I be able to view past lead purchases?
Are discounts available?
Do you offer old dated leads at a discount?
Do you offer other payment options other than credit cards?
Will my information be kept confidential?
Distribution Agreement

What is a lead? (Very Important)
A lead is only a name with some information from someone whom has responded in a manner that indicates they have some interest in a product or service that is being offered. This interest in a product or service is discovered by some form of communication such as a direct mail piece being mailed back in, or a phone dialer playing a voice message then capturing a name and phone number on a recording, or a call in from a television ad requesting information, or a person searching the internet and making an inquiry, or anything that finds an individual who is interested in a product or service.

The more specific the marketing piece is the less the response will be by filtering out the individuals that know they aren’t really interested in what it is being offered. The marketing materials with less information about exactly what is being offered will a have higher response due to the fact that a request is made to get more information for what is being offered. This is what really affects the cost of any leads generated by most methods of marketing for leads in the insurance industry.

A lead is not a sale! A lead is only an opportunity for a salesperson to discover where a potential sale can be made. The following information you may find very interesting to know and is what large, producing agents recognize already:
      A) The average closing ratio for any insurance lead is somewhere between 17%-40%.
      B) Large producing agents work on the 50/50 rule. You’ll see 50% of your leads and you’ll sell 50% of those you see. It’s a numbers game for these agents and you’ll see these agents buy a larger number of leads no matter where the leads are.
      C) These agents know how to explain their products and have the ability to help persuade people to take action quickly. They’re convinced the consumer had something in mind when they responded to the marketing piece.
      D) These agents always make more money off their leads than what they paid for them. You’re not working to pay for leads. Leads are just the lifeline to the sales that are made in this industry.
      E) These agents know leads aren’t cheap to generate and that it is hard to get the cost average down to where it’s affordable to the individual agents and insurance companies. Have you ever wondered why most insurance companies don’t have an in house lead department? It is because it is cost prohibitive for them to provide leads to agents.
      F) These agents very seldom share with anyone where they get their leads from in order to protect their livelihood. They know that a lead is not a sale! A lead is only a bird dog for these agents to discover where a potential sale can be made.
We realize that all disappointments come from some type of unmet expectations. Therefore, knowing exactly what a lead is will prevent you from becoming disappointed while working leads.
Back to Top

How are these leads different from other types of leads? (Lead Generation 101)
Leads are very much needed to insure that you’re successful in the insurance business. All leads provide the same basic information with very little variance from one another. Listed below I will give you the pros and con’s for each type of lead so you can decide the differences:
      1) Direct Mail. It is the most sought after lead in the industry. It gives you a tangible card with a name, address and hopefully, the ages and signature. It is presumed by most agents to have a shelf life of six months before being considered to be too old to be worked. It can be mailed to specific demo graphs of individuals in specific areas. It usually has a business reply free postage stamp on it to entice easy return. Some have a “check the box” on them for the amount of desired coverage which has been proven to hurt the responses by making these types of cards costly. Some cards have offers for discount prescription cards or talk about government benefits and are very generic in what is being offered to the consumer. These types of leads are best door knocked. The cost ranges anywhere from $305 - $375 per thousand cards mailed. The results will usually take 2-3 weeks to get leads back in from the investment made when placing an order. The response rate varies between 0.5% to that of 2%. You can do the math and verify the cost could be as low as $23 and as high as $138 for each card received back. You’re always competing with the other 26 insurance agents mailing to the same home. What makes them mail your card back over your competitor? What keeps it from being trashed in the home with all the other (real) junk mail? You’re playing the odds and good luck!

      2) Dialer Leads. You can purchase the machines or purchase the leads that were generated from these types of machines. Usually requires anywhere from 2-12 phone lines and uses databases that will print the addresses that match up to that phone number. These leads have about a 70% accuracy of having the right address to the phone number dialed. The consumer has listened to the recorded message in its entirety and responded by pressing numbers on the phone or at the tone left their name. These calls aren’t welcomed as much as they were a few years back, due to the large number of dialers being used for marketing other products. The Do Not Call law can create you many headaches with the state attorney general because some individuals respond only to find out who it is behind the call and report them to the attorney general as an unsolicited call. These leads have a cost of $18-$25 each if you were purchasing them from vendors. You have to take a certain amount and wait 3-4 days before you are able to get leads. It is estimated by some agents to have a shelf life of 1 month before being considered to old to be worked.

      3) TV Leads. These are leads generated from a response from a commercial. Many of these commercials are aired in off peak hours. To have a calling area turned on for you requires you to be willing to work a large viewing area and usually requires a 60 day commitment. These leads usually are sold to insurance companies instead of individual agents due to the large set up cost. These leads are usually scattered over a large area. It is hard to determine just how many leads you will get and you don’t even know if the commercial is going to run because they are used in unsold TV slots. These leads have a tendency to have a higher than normal number of extremely sick people. The phrase “regardless of your health” seems to resonate with these inquires. These leads are hard to obtain and they cost $25-$32 per lead. It is reported by agents who have the luxury to work these leads to have a shelf life of four months before being considered to old to be worked.

      4) Internet Inquiry. These leads are usually from individuals who are looking for term quotes and are price shoppers. Plus these leads are mainly sold non-exclusive, meaning they are sold to 4 other agents. Probably the most hated lead by the agents due to the fact that the consumer only wants correspondence through e-mail venues. It is very hard to ever get to have a conversation with the consumer outside of e-mail. You’ll notice that most inquiries are asking for high face amounts and are given numbers at place of employment. Lead cost is as low as $15 for non-exclusive leads and exclusive leads cost $28 or higher. It is estimated by many agents to have a shelf life of 2 weeks before being considered too old to be worked.

      5) Sweepstakes Response. This is a very unique lead to the final expense market. The reason is these leads have something in common with all of the above mentioned leads. The consumer was mailed a card with an invitation to enter a sweepstakes by calling the #800 and enter a 9 digit code when prompted. After completion of the code they are congratulated for successfully entering the clearing house sweepstakes. Then they are invited to hear about their favorite magazine offer and/or hear from some of the other sponsors of the sweepstakes. We have the life insurance portion on this national ongoing promotion. To hear about our offer the consumer has to press numbers on their keypad about 3 times just to get to hear our detailed message about this “whole life insurance plan designed to take care of their burial expenses and/or leave money to their loved ones”. It mentions that “these policies build cash value and that you could qualify for coverage even if you have some health problems”. If they’re interested in learning how to enroll into a whole life insurance policy they press 1 and leave their name and number. Then we get a date and time confirmation as to when the request was completed, so there is no confusion as to who and what date and time the person requested this information. The 9 digit code confirms they received the original request at the correct address. They remember the message about enrolling in an insurance plan by association to the sweepstakes offer. These requests are made daily and are uploaded to our database for you to purchase. These sweepstakes offers are mailed to people between the ages of 25 – 75 who have a major credit card. (They should have a bank account). We have 90 days from the request date to contact them by phone and not be included in the Do Not Call rules because they initiated the original call. There is no time limit on door knocking these leads. The 90 day window starts over from the last correspondence by phone, giving you time to follow up with the close if need be. You don’t have to wait for the leads and can monitor lead inventory on a daily basis. First lead in is first lead out and you have exclusivity with this lead. And you’re also afforded the luxury of a fixed price for the amount of leads you purchase. You can download these leads immediately on the internet.

Summary: I would recommend any or all of the above types of leads to any agents who are in need of somebody to see. We highly recommend the Sweepstakes lead because we have the exclusive marketing rights for these leads. We only like selling leads that are very specific and very detailed about the product that is being offered. In recent years we have marketed all of the above leads with exception of internet leads. No matter the lead being marketed, some agents will swear by them while others will curse them, go figure! To know what a lead really is and to understand the concept behind a lead will take you off that emotional roller coaster of wondering if it is the lead or is it me! And you’ll know it’s just a name and information of someone who has expressed interest in what is being offered. It is your task to see if it is possible for this consumer to qualify for the opportunity to become your customer.

A lead is not a sale! A lead is an opportunity for a salesperson to discover where a potential sale can be made.
Back to Top

What is your definition of a valid lead?
We provide you with names and contact information for customers that have voluntarily initiated a request for an insurance quote and how to enroll into a plan. However, if you are not able to contact the customer due to a disconnected phone number within 14 days of the purchase of this lead, you will be given a credit back on the original charge card within 48 hours. Wrong numbers will not be replaced due to the fact this is the number the respondent gave us. The address is correct and was verified by the consumer when entering in a 9 digit number assigned to that person.
Back to Top

How do I get started?
You start by setting up an account. This is done automatically the first time you place an order.
Back to Top

How are my leads distributed?
Leads are available to you immediately once you have placed your order. You will then be able to view your leads in a printable format. You will also have the choice to download your leads in a CSV(Comma Delimited) format or TSV(Tab Delimited) format.
Back to Top

How fresh are these leads?
Anywhere from 1 day to 76 days old. No lead is sold older than 76 days old in order for you to have a full 14 days to contact the consumer by phone due to the Do Not Call restrictions that only allows 90 days to contact the consumer from their initial request for this information. Leads are distributed on a first lead in, first lead out basis. These leads may be door knocked anytime.
Back to Top

What is the typical profile of these customers?
The sweepstakes offer is made to individuals between the ages of 25-75 who has a credit card in good standing. Our message asks if they are between the ages of 40-80, there is an affordable life insurance plan available for them. Occasionally, you’ll get a name of someone outside of this age range that responded to the insurance request.
Back to Top

Can I listen to the message that the customer responded to?
Yes click here.
Back to Top

Can I protect an area, city or state?
No. The reason is that we want to service any agent who is looking for leads in the Final expense market. In the near future, you will be able to select areas you want to be notified when leads are available in areas of your preferences.
Back to Top

How often are leads added to the site?
Daily.
Back to Top

What can I expect the closing ratio to be?
The average closing ratio for any insurance lead is somewhere between 17%-40%.
Back to Top

What is the best way to approach the consumer on this lead?
The same way you would any other life insurance lead. Some agents prefer door knocking over calling the consumer because it’s easier for the consumer to pass up the opportunity on the phone and the common courtesy of letting you set up an appointment. You’ll go through more leads with the phone approach where as with door knocking you may not have to wait for an appointment, you’re already there.
Back to Top

Do you offer any phone scripts?
No we don’t. We would recommend that you use something that fits your personality and not try to sound like a telemarketer. Be polite, professional, informative, and sincere. Know what your objective is for the phone call; is it to set up an appointment? Are you trying to make the sale over the phone? Approach the person in a way you would like to be approached if you were them. You may want to replay the recording for them that they responded to and say this is why I’m calling you to get your age, and ask you some questions to see if you qualify for a plan. Every consumer is different and so it would be hard to provide scripts.
Back to Top

Tips for success!

One man carries a balloon that says “congratulations” to the door and requests to see the person on the lead. When they meet the person on the lead he says “Congratulations”, they always ask “for what?” When you successfully entered the sweepstakes over the phone, you chose to hear about the life insurance plan that takes care of your burial expenses and/or leaves money to your loved ones! Allow me to show you what you’ll get by enrolling into our plan. He averages about 8 sit downs a day! (Excellent! No wonder he earns 300K.)

One man took a micro recorder and recorded the message from the homepage and plays this message for his prospects and informs them that he has been assigned to help them enroll into their plan. (Great job! This confirms that you’re aware of their request to learn on how to enroll into a plan.)

Are all of our leads "slam-dunk" and "shooting fish in a barrel" easy sales? I'm not going to lie to you. The answer is no. This is still the insurance business. The same rules apply. People still think insurance is too expensive, some people believe they may not qualify, many will procrastinate even when they know they need it, others may want to price-shop with your competitor (where there is money to be made, there is always competition).

Now that you have access to leads, you can spend more time selling instead of trying to find someone to see, you still must be a good salesman! You must be able to explain the value of your product, have the ability to make people take action by building a sense of urgency, have a good enough product to withstand price-shoppers and be competitive, and be better than the next agent trying to earn that prospect's business. Most importantly, always contact the prospect as quickly as possible by both phone call or by drive by. Further, you must be ready to call on them many times to get in touch with somebody. Let’s face it, people are busy these days. You must be prepared to call on someone at least 5 times to get in touch with them. That’s right - 5 times! It seems like a lot but it’s really not, provided that you are organized.

Also, everybody knows somebody else who can buy insurance, so be sure to ask for referrals from your leads! The salesperson that does well in this business is someone who is always asking for referrals. It is a relationship.

If you have what it takes to close you will be successful. These prospects are interested enough to have responded to the sweepstakes offer and to request an insurance quote. They have to buy sometime from an agent somewhere. However, it is your responsibility to make certain that agent is you!
Back to Top

What is the difference between Exclusive vs. Non-exclusive leads?
Exclusive is when you are the only one to get the lead. Whereas non-exclusive leads are sold to other agents as well. We only offer “exclusive leads” here at LeadsThatSell.com

Not to be confused with internet leads that say “carrier exclusive” leads which allows other agents with other companies to receive the lead. This isn’t fair to the agents.
Back to Top

What determines a bad lead?
If you are not able to contact the customer due to a disconnected phone number with a P.O. Box Address within 14 days of the purchase of this lead, you will be given a credit back on the original charge card within 48 hours. Wrong numbers will not be replaced due to the fact that this is the number the respondent gave us. You may check with anywho.com to locate a correct number. The address is correct and was verified by the consumer when entering in a 9 digit number assigned to that person.
Back to Top

Can I replace a bad lead?
Yes, if you have a disconnected phone number on any lead within 14 days of the purchase, you will be given a credit back on the original charge card within 48 hours. Wrong numbers will not be replaced due to the fact that this is the number the respondent gave us. You may want to search anywho.com for a correct number. The address is correct and was verified by the consumer when entering in a 9 digit number assigned to that person.
Back to Top

How does the Do Not Call List affect us with these leads?
Any lead where the consumer gave the phone number in a response you have 90 days from the date of the origination of the lead. But make sure the number on the lead was the number that you called. You can call between the hours of 8am and 9 pm. Please properly identify yourself and act in a courteous and professional manner when calling on the lead. You may want to visit the National Do Not Call website for clarity on what is and isn’t allowed. The same rules should apply to any and all insurance leads.
Back to Top

Will I be able to view past lead purchases?
Yes, you will also be able to download any past leads purchased.
Back to Top

Are discounts available?
We do offer price breaks for purchase of leads of 25 or more. There is also a “bulk” discount of orders of 500 or more leads at one time.
Back to Top

Do you offer old dated leads at a discount?
Yes, Click Here
Back to Top

Do you offer other payment options other than credit cards?
Very soon we may accept e-checks for purchasing leads.
Back to Top

Will my information be kept confidential?
Yes. Only LeadsThatSell.com personnel will ever see your information. Your name will not be sold or provided to anyone!
Back to Top