There are a several ways to find long term care insurance leads.  You can buy them or generate your own leads.  Both processes have their pros and cons, but there’s one distinct advantage to generating your own leads.  If you do decide to purchase leads instead of generating your own, you should be aware of some common pitfalls that most new insurance agents stumble into.

If you decide to purchase your leads, it’s strongly recommended that you use exclusive long term care insurance leads to start off.  The difference between exclusive leads and shared leads is exactly that – exclusive leads are sold only to you, whereas shared leads are sold over and over again to many insurance agents, sometimes up to ten or more at a time.  As you can imagine, it’s much harder to convince the prospect to go with your products if you can’t prove to them you have a good, solid business under your wings.

Additionally, if you decide to go with shared leads, you should have a good marketing system in place that ensures maximum success with the leads you are getting.  A good marketing system must include a script for setting appointments, a way of automatically following up with the prospect and a good, solid, unique selling proposition that differentiates you from the rest of the crowd.

Once you have these things in place and they’ve been tried out and honed on exclusive leads, you can try your hand at shared leads.  There are a few words of caution, however, as there are many lead sales companies out there that will sell you stale leads or those don’t convert for of a variety of reasons.  There are many tricks a company can use to get the prospect to give up their information, and they use them a lot.  For example, you’ll find that there are some companies that offer incentives for a person to fill out their information, like a chance to win a free cruise or even monetary rewards.  While this may seem harmless, it will waste your time because more often than not the lead has no interest in insurance – they just wanted their free gift card.

After you’ve finished putting the finishing touches on your superstar marketing system, you can try them out on shared leads.  By first trying to use them on exclusive leads, you get a chance to talk to many more prospects and find out what you need know to tweak your marketing system to garner maximum responses and lead satisfaction.  Then, you can start thinking about generating your own leads using your own advertising and marketing system.

The danger with this method is that your results aren’t hinging on something or someone that you just turn on and off when you need to work on your business.  You constantly have to be ready to receive long term care insurance leads or you risk losing the prospect.  In addition, you have to be ready to take the emotional and economical roller coaster that’s associated with marketing your own business.  However, if you’re willing to put in the time and effort, you could soon find yourself in charge of a successful and profitable business.