Direct Mail Insurance Leads

By Ed Crowe | | 0 comment | 5 August, 2021 | 0

Direct Mail Insurance Leads

Crowe and Associates has partnered with RGI to offer exclusive direct mail insurance leads to our agents.

Program Basics

Our T65 mailer lead price is $21 per lead and 66+ is $22 per lead. (Note!- This lead cost increases during AEP. Any orders placed after August 15th will be subject to a higher per lead cost)

The actual number of leads delivered may be over or under the requested number. You will not be charged for leads not received. However, you will be for the additional received.

T65 leads include individuals 64 1/2 years old. Selected annual income level is $30,000+. You may narrow the selection criteria. But, that must be approved prior to placing the order.

Leads begin to arrive 2-3 weeks after the mailing. The majority of leads will arrive between weeks 3 and 5. Leads can continue to arrive up to 10 weeks after mailing.

If you are an agency ordering for multiple agents, leas can be pre-allocated for individual agents.

How RGI direct mail insurance leads are different

Most mail lead programs do not guarantee how many leads you are purchasing. The companies send cards out in batches of 1,000 (Usually for about $500 per 1,000) and agents hope they get a decent reply rate. Average reply rates run 1% to 4%. Turning 65 lead cards and lead card drops during AEP have been getting a low response for the last few years. If an agent spends $500 on a 1,000 piece drop and has a 1% reply rate, they are purchasing 10 leads for $500. With RGI the lead cost is fixed so agents know what they are going to have coming in.

Sales tips

Direct mail leads are a great way to generate sales but the strategy and skill of the agent will determine how many actually lead to sales. Why can some agents consitently generate sales from lead cards every month while others cannot? Below are some best practices from sales agents that have long term success with direct mail leads.

Call the lead immediate when you get it.
Persistence is the key. A good lead card agent will call a lead up to 12 times in the first 30 days of receiving it
Have strong phone skills and be ready to handle objections
Have a script that you can follow somewhat. There is not one script for everyone. Here is an example of a script
Do not be too formal on the call. Keep it relaxed and casual.
Track all the leads and follow up with them consitently