Do You Know Where Your Leads Are Coming From?

How To Pick A Good Lead Company From The Pack

These days leads are all over the map quality and price-wise. Is your lead company offering you a smart investment for a fair price or just wasting your time and lead budget? If you want the best ROI for your leads, here are 5 things you must demand from your lead company:

1. Leads Are Actively Searching. You want leads that are actively searching for insurance, not people haphazardly checking off boxes to get their free screensaver download. The best internet leads start their search by typing insurance-related keywords into popular search engines like Google and Yahoo. A good lead company must have highly competitive pay-per-click campaigns and search engine optimization that consistently positions their websites into the top 10 rankings. Good positioning is what attracts serious insurance shoppers, and weeds out the free download crowd.

2. Clean Company Background. A company with a record of poor or illegal practices isn’t the smartest choice for a business partner. Your lead company should be held to the same high standards you have for your own business. Look for a lead company that prominently displays the Better Business Bureau Online logo on their site, and is able to demonstrate a clean complaint record.

3. Get A Guarantee. Some companies promise exclusivity, but when you call the lead they’ve already spoken to 10 agents, and you get the cold shoulder. Your lead company should guarantee to never oversell leads, and that their exclusive leads stay exclusive. If you’re buying shared leads, look for companies like ProspectZone, which guarantee shared leads will never be sold to more than you and four other agents. Your lead company should also readily disclose how many times shared leads are sold so you know exactly how many agents you’re up against. For example, out of the 49 states ProspectZone sells in, their leads are only sold an average of 1.98 times.

4. Instant Delivery. What good is a lead if you don’t know how long it’s been rotting in someone’s database before it makes it to your inbox? You should be getting your leads the instant an online shopper that meets your criteria submits a quote request. Look for a time stamp: Marking the exact moment when the lead clicked the “submit”button ensures no lapse in when they are interested in insurance and when you get their information.

5. Honest Return Policy. Don’t get burned by a company that arbitrarily refuses to credit you for their invalid leads and never returns your emails and phone calls. A good lead company never holds your money hostage: they take back their bunk leads and credit you instantly. Look for companies like ProspectZone, that have a real person monitoring returns, ensuring you get the credit you deserve.

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