When an insurance agent first starts out, they’re given the keys to a very successful business.  Unfortunately, most of these same agents don’t know how to drive just yet.  They may be able to get the car out of the driveway, but most times, they either get lost or crash the car into a ditch before they even get close to their destination.

While many agents focus on generating new leads, the best agents focus on closing the ones they currently have.  They also leave lead generation up to the experts by utilizing various forms of insurance lead services.  By doing this, they free up their time, allowing them to focus on the things that will be generating the most money for them.

However, that begs the question – how do the top producers find the right insurance lead services?  How are they able to tell the difference between a company that only makes promises and a company that delivers high quality leads that turn into sales?  There are a few tips that you can use to help you join the elite few that end up becoming solid, six figure a year earners in this highly competitive industry.

The first place you should look when trying to find reputable insurance lead services is online.  A quick Internet search will reveal thousands of these services, all of which are trying to get your business.  Search on “insurance leads” and you will quickly be inundated with results of insurance lead services. Start at the top of the list and take a look at every one of these businesses.  They’ll all have their positive and negative points, so be sure you look for both in every company.  The best way to keep track of them is to create a spreadsheet and track all of your research for each company.  Additionally, it may help to keep a record of any correspondence you may have with these insurance lead companies.  Whether you send an email or make a phone call, log the contact and list your opinion of how it went.

While you’re online, make a stop at your favorite insurance agent’s forum and ask others where they’ve found good insurance lead services that have produced good leads for them.  You’ll be surprised at how helpful some people are online, particularly considering they may be viewed as your competition.  When you’re there, be sure to ask why they are or are not recommending certain companies.  This will give you a good feel for what to look for in other companies when you’re trying to find one for you.

Offline, you can go to insurance sales conferences and events, where you’ll find dozens of insurance lead services vying for your business.  This can also be a good source for networking, as there’s nothing better than meeting the sales people from another company face to face.  Try to analyze what they’re doing well and draw from these lessons to improve your own business.   You should also ask the insurance carriers you do business with as well as FMOs, IMOs and wholesalers.  Given that these entities have contacts with thousands of agents, ask them which insurance lead services have the best reputation.