By Bill Broich
Most agents, me included need a continual source of annuity leads to make sales. I have used several sources for annuity lead generation and have found some work and some don't. Because of the need for leads, agents will consider almost anything to them to solve this problem. Because of the ongoing need for annuity leads, the agent can enter into a situation where a "scam" can be involved.
A quick search on the internet for annuity leads will show you exactly what is available and all these sources seem to have the greatest and the best lead source possible. It is sort of like buying a car, each dealer has the very best possible deal. In the end, no one really knows how much the dealer made on the car and how much we really saved. It is never full disclosure and there is nothing we can do about it. In the annuity lead business we face the same issues, what will the results really be in our personal situation?
The internet has changed how we look at marketing and has expanded our options for annuity lead generation. My issue on annuity leads may be different than most agents; I don't want anyone to do very much for me. I don't want pre-set appointments and I don't want totally qualified annuity leads!
Here is why... pre-set appointments are sold under a "cover of grayness" to the prospect. They are told an agent will be coming by to answer their questions etc etc. etc. When reality raises its nasty head, the actual annuity lead is normally not a very good lead because of how it was obtained. The "qualified lead" is just not accurate, no one is going to be able to qualify a lead during a telephone call. It just isn't possible and not at all realistic. It is silly and childish to even consider an annuity lead "qualified" until a relationship is built by the agent and a fact finder is completed.
The other term used by annuity lead generation providers is the term "guaranteed." It is important to know what the term really means and what the provider is going to do to back up the lead with their guarantee.
One trick to use with annuity lead providers is to ask for references. They will tell you know and that it is because of confidential rules. Stick to your guns and demand them. The reality is they won't give you references because most agents are not satisfied customers. Does that mean their product is no good? No, it is just oversold and expectations are not in line with results. I think buying annuity leads is fine as long as it is done with a little dose of reality. Here are a few tips:
1. Compare prices and make certain they are within your budget
2. Ask for references
3. Pay for the leads with a credit card, never a check
4. Accept the leads for what they are, names of people who are in your target market
5. Be realistic
Understand exactly what you are buying and make the annuity lead source only part of your marketing approach.
Bill Broich is the author of a best selling book on selling annuities. Read more about this ground-breaking annuity selling system here: Annuity Selling System.
Article Source: http://EzineArticles.com/?expert=Bill_Broich
http://EzineArticles.com/?Annuity-Leads-Can-Be-Scams---Be-Careful&id=892390
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