I get a dozen e-mails a week offering me free leads. Most of these advertisements are bait to get agents to sign on with a particular insurance wholesaler or product provider as they grovel to add value by providing agents tools that will help make sales. But lets take a closer look at what the industry calls a lead as this word is used inconsistently. The agent needs to know whats being offered.
Cold leadthis is worthlessits a name form a mailing list broker. The person may meet certain criteriae.g., age, income or household value. Above that, its just a name. Like a name from a phone book. When I was a young stockbroker, the mutual fund wholesalers brought me 1,000 leads like this. When they left the office, I threw these in the trash. RightIm going to waste my time cold-calling strangers.
Warm leadthe person has requested information by completing a card, an Internet form or expressed interest with no coaxing. Your best prospects will always be the ones that take action on their own, with no one convincing, no coaxing, no call from a telemarketer. This lead has value as the prospect has made a request and expressed interest.
Telemarketed lead. This is...
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