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Home > Insurance Agent > Health Insurance Leads - Five Mistakes Agents Make Health Insurance Leads - Five Mistakes Agents MakeAuthor: John Petrowski So you're an insurance agent and on the hunt to buy health insurance leads? Stop! There are five crucial mistakes agents make that can kill their careers.1) Not having the proper budget. If you're buying shared leads the average cost is $7 and the average agent closes 1 out of 15. This means if you want four sales per week you'll need no less than 60 leads per week at a cost of $420. It also takes around one month to receive commissions after you start buying leads which means your starting budget can be no less than $1,600. Anything less than this and you'll run out of lead money before you receive commission checks. If you don't have a marketing budget there are many other ways to get off the ground. 2) Not having the proper training. Imagine this scenario; you've always wanted to open an ice cream shop and finally one day you rent the location, buy the equipment and hire the employees. Then you realize one small problem; you don't know how to make ice cream. Don't put the cart before the horse. Learn how to sell health insurance before buying leads. Product knowledge is the key part to being successful in this business. 3) Failing to Practice your Presentation. I've seen far too many agents use health insurance leads as practice. Trust me, that's very expensive practice. Even when you know your products inside and out there's a natural nervousness when you're on the phone with prospects. The problem is prospects interpret that as being unsure of yourself and you lose the sale. Practice your presentation over and over again with friends and family until you feel comfortable and your presentation flows naturally. 4) Not taking advantage of technology. There are valuable tools you can use that make it much easier to work leads. Desktop share is one of them. Check out free desktop share products such as Mikogo or Zoho which allows your client to see your screen. This allows you to hold their interest while maintaining control of the presentation. 5) Failing to Compare lead vendors. Lead vendors have different terms and conditions and different ways of generating leads. Can you pause your account? What is their return policy? Can you filter leads for age and health? Can you cancel your account at any time? How how agents receive the leads? Can I filter out certain zip codes? These are all very important question before you choose a lead vendor. The Independent Health Insurance Agent Association, IHIAA, is the premier resource for health insurance agents. We are the industry leader in training, supporting and uniting health insurance agents. Visit our site at http://ihiaa.com or email us at admin@ihiaa.com for a personal guided tour of our member's section. Other Recent Insurance Smart Book Articles:
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