Prospects who have not made a specific request
These are suspects who have completed a card at the mall in which they stated that they had an IRA or investments and would like to know how to increase their return. As you can suppose, these people are not likely a qualified annuity lead any more than your Portuguese water dog.
But some companies will sell you this "annuity list" with the title "annuity buyers" or "annuity prospects."
Prospects who have requested specific annuity details
If the suspect has requested information about annuities, then we have a prospect we can call as an interested annuity lead. Of course, that does not mean they are qualified or will buy. It does not mean they will have more then $1,000, but at least they have indicated specific interest in knowing more about annuities. This prospect has now separated themselves from the other 99% of the population and a list of such people indeed has value.
But you want to know a more from the annuity list provider how these prospects came to express interest. For example, did the prospect an offer in a newspaper and they called in or filled out a coupon? This would be a good quality annuity lead as the prospect received a passive offer and the prospect had to take initiative. The fact that the prospect had to take action shows prospect motivation.
The other option could be that the annuity prospect got an unsolicited call and get talked into getting some information on annuities m(and agreed to take it to get the telemarketer off the phone). Or maybe they got an email that said "win a Porsche, click here" and the offer turned out to be an offer for annuities and the prospect thought by responding they would also get a Porsche. If the annuity prospect has received such an incentive, this annuity lead is less worthwhile.
Prospects who have requested an appointment with an annuity agent
You have probably heard that, "investments are sold and not bought." This is also true about annuities. Prospects do not ask to buy an annuity and most don't even know what an annuity is. They end up buying an annuity after a fact finding session with and agent who recommends an annuity. If not for agents' recommendation, there would be no annuity owners. The prospect does not enter the meeting thinking, "I hope to buy an annuity today."
So if any annuity lead vendor or list brokers wants to sell you annuity leads that supposedly requested an appointment with an you, don't be stupid! While the prospect may have been convinced into an appointment and may have said they were willing to listen to meet with a professional, there is no prospect that has requested an appointment with an annuity agent. That would be like requesting an appointment to have teeth pulled (okay, exaggeration).
People who have agreed to an appointment with an annuity agent
Typically, these prospects have been telemarketed. They have been convinced into an appointment and have expressed a willingness (often reluctance willingness) for a meeting. We know one company that sells these leads for $110 each and the guarantee is that they have called the prospect, secured an appointment and the prospect has at least $5,000 of investments. I don't know about you, but this is not exactly my definition of a whale!
In these situations, where appointments have supposedly been set for you, if the prospect is even home when you show up, it will be an uphill battle because:
They really don't know you or
• what the meeting is about
• Why you are there
• What you do
• What your agenda is and
• They have no agenda
Annuity Prospects that made the first move or leads that were called.
As mentioned above, ask the annuity lead source for as much detail as possible on how the lead was generated. If you find that the list seller is vague, then pass. If they explain the process in detail and show you the ad or the coupon then you have a annuity lead seller who is far more revealing then most. Our experience is that they rarely explain how the lead was generated.
Get clear if the annuity lead was generated by the prospect in response to a passive offer (e.g. an ad in the paper, a post card, an Internet ad, a mailer) where the annuity prospect had to make the first move OR was the prospect telemarketed and convinced into the offer and baited to say "yes, I am interested in annuities."
The SeniorLeads service helps annuity agents rapidly gain qualified annuity leads and make annuity sales.
Article Source: http://EzineArticles.com/?expert=Bob_I_Richards
http://EzineArticles.com/?Our-Experience-With-Annuity-Leads---Part-I&id=1888993
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