With only 52% of Americans having a life insurance policy, the life insurance market provides plenty of opportunities for companies and agents who are crafty enough to acquire leads cost-effectively in bulk.
Well-thought-out life insurance lead generation strategies can ensure enough clients for any life insurance business if you leverage organic lead generation and purchase life insurance leads.
Read on to learn about the most effective life insurance lead generation strategies, from capturing leads’ attention to nurturing them to a conversion.
Lead for Insurance: Meaning and Types
A life insurance lead is a person who has shown interest in a life insurance product or service by providing an email or phone number or filling out a form. Depending on the leads’ intent level, there are cold, warm, and hot leads, all requiring different nurturing approaches before you can convert them.
Cold Leads
Cold leads are at the beginning of the sales cycle, knowing little to nothing about the insurance product in question. Such low-intent life insurance leads require careful and prolonged nurturing to bring them to the stage of direct sales.
Warm Leads
Warm leads are deeper into the sales funnel, having shown moderate interest in the company’s insurance services or products: filled out a website form, subscribed to email newsletters, etc. These leads usually require a more narrow-focused marketing approach like, for example, informing about specific advantages of a particular life insurance.
Hot Leads
Hot leads are ready or almost ready to purchase an insurance policy, possibly requiring a small nudge to take action. These leads are usually contacted by the sales department with a sales attempt.
Here are the differences between the types of leads:
| Cold Leads | Warm Leads | Hot Leads |
| No interest in the product/service | Moderate interest confirmed by taking a target action | High interest confirmed by an attempt to look for details like the most advantageous solution |
| No interaction with the insurance company | Moderate (sporadic) interaction with the insurance company | Regular active interaction with the insurance company |
| Purchase is unlikely | Purchase is possible | Purchase is likely |
| Require lots of time and attention | Require some time and attention | Require a slight nudge |
When it comes to life insurance leads, it’s paramount to qualify them correctly so they connect to the right sales or customer support department. Qualifying a lead takes time and effort, when both the marketing and sales teams must work together.
Qualified life insurance leads come in various types:
| Information Qualified Life Insurance Leads | Provided specific personal information like location, purchase preferences, or insurance needs |
| Marketing Qualified Life Insurance Leads | Met the insurer’s marketing team criteria: filled out a form, subscribed to a newsletter, etc. |
| Sales Qualified Life Insurance Leads | Met the criteria provided by the insurer’s sales team; for example, requested a quote |
Best Life Insurance Leads: Lead Scoring and Quality
Lead scoring is ranking potential clients by their purchase intent, helping insurance companies understand which clients need to be quickly directed to the sales department and which still require nurturing.
- Identifying purchase-prone leads: Scoring qualified life insurance leads helps identify ones ready to purchase and those requiring nurturing.
- Effective ROI management: Scoring allows focusing on the most effective life insurance lead generation channels.
- Aligning marketing and sales: Scoring promotes closer interaction between sales and marketing departments. Marketers can adapt their lead generation strategies according to specific sales criteria.
Overall, lead scoring helps you predict which leads will convert and how to best move them toward a purchase.
How Life Insurance Lead Generation Works
Here’s how life insurance lead generation typically unfolds:
- The visitor learns about the brand through marketing channels like a website, blog, or social media.
- The visitor responds to a CTA: button, message, or image prompting to take advantage of an offer.
- Upon clicking, the visitor is redirected to a landing page that collects valuable information and builds a database of potential clients, providing a beneficial offer in exchange.
What Makes Generating Life Insurance Leads Special
What sets life insurance apart is the intangible nature of what is being sold. However, this isn’t the only factor complicating lead generation for life insurance.
Some of the lead generation challenges to overcome are:
| Challenge #1 | People tend to buy what brings them immediate benefits, which is not the case with life insurance services. As an insurer, you have to sell the promised peace of mind. |
| Challenge #2 | Most clients find it challenging to understand the terms and principles of life insurance policies. A significant portion of the target audience does not delve into the subject and makes choices based on recommendations and reviews from friends, colleagues, and influencers. |
| Challenge #3 | The life insurance seekers’ demographics are broad, which makes targeting more difficult than addressing one specific buyer persona. |
Best Lead Generation Strategies for Insurance Companies
Attracting qualified life insurance leads can be challenging, but with the right approach, you can get quality life insurance leads that are more likely to convert into paying customers.
Before diving into life insurance lead generation, it’s crucial to create buyer personas and understand their pain points, needs, and preferences.
Here are the most effective generation strategies for the life insurance sector:
Create Engaging Content
Creating sharable content will establish you as an expert in the insurance field and increase your reach and visibility. Content that informs, educates, and entertains will increase loyalty and make converting qualified life insurance leads easier.
The publication schedule is also essential. Frequent posting of high-quality content signals your readiness to go the extra mile in solving arising challenges. According to Hubspot’s research, active blogging helps achieve a positive return on investment (ROI) 13 times more often.
Strengthen Your Social Media Presence
Social media offers a great space for engaging with your audience.
Start by creating a Facebook group to discuss relevant insurance topics. Use hashtags on Twitter and Instagram to maintain contact with like-minded individuals. Leverage LinkedIn to connect with B2B clients.
Optimize Your Website and CTA
Did you know that landing pages with multiple offers receive 266% fewer potential clients than pages with a single offer? If your website falls into this category, it’s time to reconsider your conversion rate optimization (CRO) strategy.
Ensure that a landing page has no more than one offer and that your call to action (CTA) is clear and compelling. If a visitor’s attention is scattered, they may lose interest. Your CTA should be persuasive and clear so visitors can provide personal information without hesitation.
Launch Contextual Advertising
Contextual advertising for insurance services allows you to acquire new clients in the first days after launching paid ads.
The ad text should focus on memorability. People are not inclined to buy life insurance online based on momentary emotions, so making them memorize your brand is beneficial.
To capture your audience’s interest, add the following to your ad text and landing page:
- A calculator
- 24/7 online support
- Affordable pricing options
Likewise, make sure to simplify the application process so clients can complete the form in one take.
Contact the Lead Right Away
In insurance lead management, speed is vital. When someone fills out a form for a quote, they’re actively considering multiple options. So, when you buy insurance leads online, you need to contact those people immediately.
Concentrate on immediacy to make a difference. Set up automated email or text message triggers to send an initial response when a lead comes in. This will let them know you will be in touch soon if you can’t contact them immediately.
The good news is that when you buy life insurance leads online, you can choose leads that meet your target buying criteria. Later, you can use personalized templates to provide them with fast and tailored responses.
Familiarize Yourself With the Lead’s Information
Potential customers want personalized recommendations to feel valued. Thus, familiarizing yourself with the lead’s information is critical in converting insurance leads online.
Factoring in their name, requested insurance type, and other specific info can help you tailor the experience to the contact’s needs and wants. Showing that you’re genuinely interested in the user’s needs increases your conversion chances.
Source: GIPHY
People want to be asked. Use it in your campaigns
Understanding the lead’s situation allows you to build rapport. For example, if they requested a quote for life insurance, you can highlight relevant products or features that might be a good fit for their situation.
We recommend using a proper Customer Relationship Management (CRM) system for effective insurance lead generation. When a new person comes in through a lead capture form, you can access their details before reaching out.
Start a Genuine Conversation
People are bombarded with sales pitches all day. If you want to stand out from the crowd, show potential customers that you want to have a conversation with them.
Source: GIPHY
Let your client ask questions and share their details. Provide genuine and helpful answers to it.
A genuine conversation allows you to establish yourself as a helpful advisor, not just a salesperson. That way, you can understand the needs of your insurance leads.
Here are some common ways to spark a conversation:
- Raise open-ended questions. Most people will gladly provide at least some details about themselves – just make sure to ask relevant questions that not only collect the information you need but also nurture the lead in question.
- Acknowledge their situation. Some life insurance leads may face tough challenges and choices – make sure you’re not only helpful but also sympathetic and understanding.
- Ask some questions about the person’s other life aspects. You can use this information later to offer them extra policies like auto insurance, business insurance, or any other type.
Follow-Up Through Email
If you are curious about how to generate life insurance leads online, use this trick: After the initial contact, send a follow-up email with additional info.
A well-timed email ensures they remember you. Include additional information that you might not have been able to provide at the beginning: a brochure, a link to a specific product page, or answers to users’ questions. A well-crafted follow-up email encourages online commercial insurance leads to take targeted action.
Be Persistent
Be persistent yet not too pushy. Hard sales can backfire on you, driving away the clients acquired through insurance lead generation services.
Source: GIPHY
You can knock on closed doors. Just don’t be too assertive
Offer additional value for free via a follow-up, for example, a free consultation. At the same time, be mindful of the client’s schedule. If they ask you to follow up in a week, stick to that timeframe.
Speak In a Cheerful Yet Professional Tone
Striking a balance between an upbeat tone and expert insights will help you generate insurance leads more effectively.
Show genuine enthusiasm for helping your potential clients, framing the communication in a positive light. For example, if you want to get healthcare leads, instead of “Worried about rising healthcare costs?” in your CTA, try “Would you like to explore some options to help manage healthcare costs?”
Answer Questions Efficiently
While people don’t want to be pushed to consume, they want fast answers from a business. Give them concise answers to keep them engaged and demonstrate your expertise. It will help close online insurance leads for insurance agents and businesses.
| Answering Strategies | What You Should Do |
| Anticipate common questions | Be prepared for the frequently asked questions. Use insurance lead generation software with chatbots so the potential client will get an answer during off-work hours. |
| Focus on the key points | Don’t get bogged down in unnecessary details. Provide a clear and concise answer. |
| Use plain language | Avoid technical jargon or overly complex explanations |
Make Yourself Available
Most insurance businesses can’t be staffed with human agents 24/7. Meanwhile, there are still ways to increase accessibility and provide convenient customer experiences.
- Multi-channel approach: Provide a user-friendly website, mobile app, and social media presence. Customers can access crucial information, get quotes, and change their insurance plans.
- Self-service options: Offer online quotes and automated chatbots to answer basic questions outside business hours. These can address simple inquiries and pre-qualify leads for later follow-up by a human agent.
- Reliable answering service: Invest in a service to route calls after hours and on weekends. It can capture leads, offer emergency assistance, or at least let callers know when a live representative will be available.
Take advantage of every opportunity by making yourself available 24/7.
Diversify Your Lead Strategy
Diversification allows you to reach a wider audience. Tailoring your outreach to different channels will enable you to resonate with the needs and interests of your ideal customer.
Imagine you want to get as many dental insurance online leads as possible. You can promote basic coverage through one channel and advertise insurance covering aesthetic services like veneers and Invasiligns in another package. That way, you’ll gather clients from multiple non-overlapping groups.
Diversification will reduce your reliance on one lead source.
Here are more strategies to generate insurance leads online:
- Multi-channel marketing. Utilize multiple channels such as search engine optimization (SEO), social media marketing, content and email marketing.
- Targeted advertising. Pay-per-click (PPC) and Pay-Per-Lead advertising allow you to target specific demographics and interests online. Also, consider social media advertising platforms or search engine result page (SERP) advertising.
- Content marketing. Create informative content that addresses common insurance questions and concerns.
- Strategic partnerships. Partner with businesses that cater to your target audience. For example, a local car dealership can help you get new auto insurance leads for sale, or they can co-host a webinar with you.
- Referral programs. Incentivize existing clients to refer their friends. Word-of-mouth promo is still a powerful tool for generating free life insurance leads online.
Don’t be afraid to mix multiple lead-generation approaches. You can buy insurance leads online from bloggers, as they also can provide you with a relevant audience. You can even use TikTok to generate potential clients, explaining complex subjects in simple terms.
@chriscobb_chosen Life Insurance EXPLAINED Follow for More
Designate a Budget and Track Crucial Metrics
Knowing how much you’re willing to spend on generating or buying insurance leads online helps you allocate resources effectively and track your ROI.
Source: Hubspot
Here are some factors to come up with a ballpark spending figure:
| Calculation factor | What you should do |
| Industry standards | Research typical marketing budgets for insurance companies in your area or niche |
| Company goals | Align your budget with your business goals |
| Marketing channels | Consider the costs of each method you plan to use |
| Return on Investment (ROI) | Track the results of your lead-generation efforts |
Buy Life Insurance Qualified Leads
Whether you’ve exhausted your organic traffic channels, can’t generate enough organic leads, or want to save on marketing, you can buy leads for life insurance.
Purchasing leads for insurance is the best way to get life insurance leads on the spot and of desired demographics and quality. A reputable lead generation agency, marketplace, or affiliate network will grant you as many qualified life insurance leads as you need at your target price – you just need to find one.
Maximize Your Lead Sales with Profitise
Profitise is an affiliate network that offers one of the highest prices for insurance and solar web leads and phone calls. As an affiliate, you can sell your traffic quickly and generate more of it with customizable lead generation forms.
Here’s why Profitise is a go-to choice for insurance and solar affiliates:
- The biggest pool of insurance and solar advertisers to sell your leads
- The highest price per insurance and solar leads
- Around-the-clock support from an affiliate manager
- Free lead generation forms that can be embedded on a website in a few clicks
Join Profitise as an affiliate to grow your bottom line.
Frequently Asked Questions
How do you get quality life insurance leads?
The two main ways to attract new clients are buying life insurance leads and life insurance lead generation. The choice depends on your goals, budget, and the availability of time and resources.
What are the best places to get life insurance leads?
The best places for life insurance leads are your website, blog, social media platforms, forums, local events, communities, etc.
How much do life insurance leads cost?
The cost of a life insurance lead varies from around $10 to $300, depending on whether the lead is qualified, their type (shared, exclusive, live transfer, etc.), and the lead agency itself.
