At United Final Expense Services, our agents have access to the best final expense leads in the industry. Yes, you can choose from fixed cost Direct Mail leads or mail drops per thousand. Add in an age or income filter to tighten up on the target market! We even have access to some extremely affordable Live Telemarket leads.
We only use Legal marketing systems to contact our FE market. The prospect agrees to be contacted by YOU.
Live telemarketed leads as low as $8.00 Each
These are final expense leads that are generated weekly so you have NEW leads to work, every single day. The leads are $30 each for a lead that has wording that mentions “Life Insurance”, but there are other options.The simple fact is, that not all DM leads are worded the same, so we give you several options to chose from. Personally, I like to use a lead that has the words “Life Insurance” right next to where the prospect fills in his information.
When it comes to selling Final Expense face to face, the golden standard is the final expense direct mail lead. Keep in mind that all final expense leads tend to differ in quality and price. When it comes down to it, you can make sales off of just about any type of lead out there, but it’s going to save you a lot of time and effort if you use leads that we already know have been proven to work.
I find it interesting how just about half of the agents that we contract seem to have a hard time grasping the concept of paying for direct mail leads. After all, they tend to be pretty expensive. It just seems like everyone wants to reinvent the wheel though! This is very important as you could save yourself a lot of time and trouble by just taking the advice of someone that has already gone through the process, and is very successful selling final expense life insurance. My experience with agents that want to cut corners and buy telemarket leads or internet leads instead of direct mail leads is that they often realize that for a few dollars more, they could have had a quality lead. Just putting that out there!
I bring this up because everyone likes to save money. We all want to cut corners. The problem with buying cheap leads is that the return rate may seem more cost effective but when you add in the time and effort it took for you to make the sales, most people realize that they actually ended up paying more. I don’t know about you but my time is valuable. The last thing I want to do is pay half the price for a lead that isn’t nearly half as good as the direct mail leads that we know are the most effective leads for selling final expense face to face. Keep this in mind! If I have 20 direct mail leads for $580 and you have 40 TM leads that you paid $580 for, I guarantee that I can make more sales and more annualized premium per sale off of my 20 Direct Mail leads than you will ever make off of your 40 TM leads. So my only question to you is, how can you NOT afford to work direct mail leads?
Another lead that is getting a lot of press these days is the Facebook lead. My experience with this lead is that it is good, but the problem is that it’s hard as heck to generate, especially here in Florida. Facebook now has a system set up where you can actually create your own ads to generate the target market that we want to see. That’s the good news. The bad news is that no matter what, you will be extremely limited on how many leads you can get. The last thing you want to do is depend on a lead that you can’t get nearly enough of, in order to make a living selling final expense burial insurance. I suggest trying them if you have the extra funds in order to mix some of them into your weekly direct mail leads order. To me this makes perfect sense. If you are limited on funds and want to try to make some sales real quick, stick with the direct mail leads.
Now, what a lot of agents do, is mix live telemarketed leads in with their direct mail leads, or they use telemarketed leads when they don’t have direct mail leads. This is a trick that both new and seasoned agents are doing. Using telemark or TM leads as a main or primary lead will only work temporarily if it even works for you at all. There is just not enough data available for a field agent to have 15 or 20 new telemarket leads every week. You will run through the data quickly and it will become very difficult for any lead vendor to keep up a regular, standing order of these type of leads. The good news is that just like with all of our leads, we have vendors that we can purchase these type of leads from for as little as $8 each. Yeah, that’s a sweet bang for your money!
Pretty much every day I have a conversation with an agent about leads and they always ask about the cheapest leads. They want to know if we can get them avatar or live telemarket leads. Understand guys, there is a reason that these type of leads are cheap compared to direct mail leads! Ok so, I’m just going to say it. Direct Mail is Always going to be the strongest and best lead, when it comes to selling final expense face to face, belly to belly. When you look at all the top producing final expense agents in the country, you will hear the same thing over and over. They are all on direct mail leads. Not only are they on direct mail leads, but they are all on weekly fixed cost direct mail leads.
The bottom line is that paying the same price per lead and knowing that you are getting exactly what you are paying for is very important. The last think you want to do is go through all the trouble that I went through when I got into final expense sales. It was tough getting leads. I had to place weekly mail drops that never seemed to pan out. Sometimes I paid $25 for the leads and there are times where I would pay over $100 for direct mail leads.
First of all, the prospect actually opens the envelope that the lead card comes in. Then they read it. Then they have to write down some of their information, on that card. Then they have to stick in in their mailbox. When you call a week or 2 later, or even months later, they will remember the card. Better yet, when you knock on the door and show them the card with their handwriting and the information that they wrote down, they are absolutely going to remember it. This is why the direct mail lead is the king of leads when selling face to face. So, what is wrong with using Tele market leads for selling face to face? Absolutely nothing! Actually, if all you can afford is a tele market lead, then buy tele market leads. You’ll make sales if you know how to work them.
Look, if you’re already selling belly to belly, grinding it out to make ends meet, you are costing yourself a lot of money and sales by not using direct mail leads. Mariana and I were getting desperate to survive when we turned the corner. I really did have to sell off a bunch of stuff including part of my gun collection, so we could get direct mail leads. When we put everything we had on the table, and then turned that corner, it changed our lives. Just to be clear, we already were convinced that direct mail was the best lead for final expense sales and knew that we would be successful.
UPDATE, Avatar leads are now illegal. Do NOT Use or Purchase them! There are companies that are selling them and saying that they are not really illegal. The problem is that we hear so many different things, and know that there are issues with this type of lead. With this knowledge, why take a chance on using them. There are attorneys that literally have several phone lines set up to trap illegal lead vendors. I personally know of a lead vendor that was sued when an agent made a sale off his lead. The lawyer sued the agent that made the sale, the lead vendor that sold the lead, and also the insurance carrier that was sold. This is what you are risking when you use a lead that is questionable.
In my opinion, internet leads are usually just garbage, unless you have an internet lead that is NOT being resold to any other agent. Now that is a very unique lead. My experience is that when they are not resold, these leads are just as good as direct mail leads or even better. When I was able to get these on a regular basis, I found them to be strong. That is why I have a website with the sole intention of generating leads. Remember, anytime you are purchasing a lead that is costing a few dollars, it’s important to think about why the lead is so cheap. When it comes to internet leads, these things are resold to every agent that is willing to buy them. The internet lead vendors make a lot of money selling this type of lead, because of the resell ratio. Again, it is my honest opinion that you should not waste any money on this type of lead as it is surely a time consuming waste of time.
With the good internet leads that were not resold, one of my issues was that we could not get enough leads in each of the counties and zip codes that I work in. We are limited locally, so these leads are really not the best way to market for field agents. There would be a couple leads a month in each area that would tend to trickle in. It would be great if we can figure out a way to get more leads per county. This would give us contact with even more final expense prospects. Nationally, the internet lead can be a game changer. If you have your own website, and are getting leads every day, you can sell final expense over the phone. Not that I would ever do that. Final expense life insurance or burial insurance is not the type of thing that is best sold over the phone. When it comes to selling over the phone, I can think of much better products than final expense.
The problem with buying internet leads is that the internet lead vendors are reselling their leads to multiple agents. My experience with big internet lead companies is that they don’t seem to be the most honest people in the industry. Again, there is a reason that this type of lead only costs around $3 each. I only bring this up again as there is a good thing about mixing different types of leads with your weekly direct mail leads. By doing this, you will actually end up in front of different people. A guy that won’t mail in a card might fill out a form online. A guy that won’t take a call might fill out a direct mail lead card. Again, I only suggest trying different types of leads if you have the extra money to spend and you are already on fixed cost direct mail leads.
We have our “lead web site” for a reason. As long as we spend a little time working on it every day, it will continue to be a lead making machine. I spoke with an agent a few weeks ago that has several web sites. He gets lots and lots of leads and says he will never have to buy a lead again. The only thing that concerns me is that he is selling final expense over the phone. The placement and retention of selling final expense over the phone is horrible. There is still a part of me that wonders if there isn’t a way to sell final expense over the phone where the placement and retention is good. Think about it. Wouldn’t it be nice to have a website that costs a few hours a week of your time, along with a few hundred dollars a year to maintain, that you are getting leads off of every single day? If it’s the right people, maybe you could sell final expense through a screen share. This is the only idea that I can think of that could increase persistency and make it worth the effort. The market we would have to target would be a little higher end than the usual final expense clientele. When it comes down to it, reinventing the wheel is probably a bad idea and that’s why I will gladly stick to selling final expense burial insurance on a face to face, belly to belly basis.
In my opinion, these leads are losing their value. It just seems like every agency and their brother are calling the same people week in and week out. There is no way of knowing how many different lead vendors are calling you area for different agents. This burns through the data and makes it harder and harder to get these leads. The idea of the prospect speaking with a live United States telemarketer sounds good on paper, but these leads do tend to cost almost as much as the direct mail leads, and again, they’re just not nearly as good as direct mail.
Now, when it comes to selling final expense over the phone, the main leads are TV leads, internet leads, and Avatar leads. With avatar leads, you get a bunch of them cheap, put them into a dialer, and let the dialer do the work. Again, the Avatar leads are now illegal so forget about them!
You can actually purchase live transfers. These are folks that are watching the TV commercial right now, are calling in, and you are answering the phone. There is no way it can get better than this. The problem is that the lead vendors that sell this type of lead, can’t guarantee that you won’t get 10 calls at the same time. This is why they are better to use and are more cost effective, if you are working with a small group of agents. The last thing I want to do is make a sale, hang up the phone, and see that I missed 7 calls and got only 2 voice messages. Or even worse, not make a sale with the same results. The lead vendor has no choice but to charge you for all the leads as they did their job. The big telesales companies actually are set up with voicemail for the leads that come in where there is no agent ready for the call. These agencies or insurance marketing organizations also have a system in place where someone can call back the missed calls to make sure they speak with an agent. Having these systems in place is a must for telephone sales to be successful, not that I would sell final expense over the phone!
I wrote about direct mail leads, avatar leads, live tele market leads, and TV leads because these are the most common leads for our market and I have had success with all of them. If you are wanting to try other leads in order to sell final expense, go for it. Just don’t try to reinvent the wheel. Being on a fixed cost direct mail lead program is extremely important for your success. Very few agents are able to make it off of working other types of leads. Remember, we have been selling life insurance for years and understand the final expense market well. Without proper training, leads, and commission levels, it’s going to be that much more difficult and harder for you to succeed in our business or to make a six figure income. We are here to make this whole transition easier and I personally enjoy helping both new and seasoned agents.
If you are flat out busted or are not willing to invest a few hundred bucks a week to sell final expense life insurance, you can always get a door knocking list. There are a bunch of final expense list vendors like List Shack that can help you. They can actually categorize the list in a way so that you can walk down the street and door knock each house, knowing the owners name. The list vendor can also make this lead more practical and precise for you. You can target 50-80 year olds or any age you want. You can also target approximate household income and use other filters. Filters are important because they help you separate the typical final expense prospects from people that have no use for our product. The last thing that I want to do is spend time marketing a product to the wrong prospect. Having multiple filters will make it that much easier to prospect when you are working our market and door knocking a street at a time.
If you’d like a copy of the script that I use for setting appointments, are interested in purchasing our leads, or are interested in some of the highest commission levels in the industry, go ahead and fill out the contact form. If you have any questions about a different type of lead that I didn’t mention in this article, please ask me about it. Chances I will tell you what I have been saying over and over which is that you should be on fixed cost direct mail leads first, and then can try other leads when you have extra money for that. We look forward to sharing our experience with you and I look forward to speaking with you.