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The answer is that it depends. You may see articles promoting sites that promise their qualified leads are ready to buy right now, and that you’ll instantly get lots of sales. This just isn’t true. Even the highest quality leads take a little bit of work to turn into customers. Think about it – would you buy from the first person who contacted you? It’s more complex than that, too. Not all lead sites are the same, with some reselling the same lead to a number of clients, and others harvesting leads in a very general way that makes them less useful. After all, if you buy contact information about someone who wasn’t looking for your products, you’re going to have a much harder time making that sale.

That doesn’t mean that all purchased leads are useless. A qualified lead – one that’s guaranteed to be interested in what you’re offering – is more worthwhile than a lead that was harvested less deliberately. A company that’s offering truly qualified insurance leads will go over them carefully and do enough research to make sure that they’re likely to be good prospects. However, many companies are using the term qualified without doing all the research required. That means that you have to do more shopping for a lead provision company than simply reading their promotional materials. You’ll have to look into what’s being offered and what others think about that provider.

One way to find a good provider of qualified leads is to talk to others you trust in your field. They can tell you about companies they’ve had experience with and let you know if they’re likely to help you with quality leads, or if you’ll just be paying for a list of junk. Remember to find out if leads will be sold more than once, or if you’re likely to be the only professional getting that lead.

Find out what the lead provision company means by qualified, and see if they’ll credit you back for leads that turn out to be junk, like those with the wrong or out of date contact information, or leads that are just plain wrong. While no company guarantees every lead will turn into a sale, they should at least offer you the information for people who are actually looking for insurance. After that, the job is yours to turn that contact into a long term customer.

If you decide to purchase leads, it’s important not to rely solely on this method to get new business. After all, your source of leads, even if it’s a good one, may not be consistent enough to keep you growing. That’s why you should also work on creating new products for existing customers, getting customers you already have to recommend you to friends and family, and keep working on the old fashioned methods of lead generation. Every marketing plan needs to be diverse, so that you won’t have trouble if one of your approaches slows down or becomes unreliable.

While they’re not the cure all or automatic business builder that some lead providers may claim, purchasing qualified insurance leads can be an effective way to expand your client base. You just have to know that you’re working with a reliable, reputable company that’ll provide what it claims it will. Check out any prospective lead provider carefully, and be sure not to neglect other areas of lead generation. That’ll keep your business healthy and allow you to take advantage of all the options available to you.

First, find a niche to concentrate on. This can seem counter intuitive. After all, you want to get every customer you can, don’t you? However, this market is big enough that a given niche should keep you well supplied with customers, and you’ll offer better service if you can concentrate on just one area.

One way to determine a good niche is finding out which carriers have good rates for a demographic that your area has a lot of. If you work with a carrier that offers great rates on commercial auto insurance for electricians, for example, you can concentrate on that small segment of the population. Focus your efforts on them and find the auto insurance leads that will make your business grow and help you match people to their perfect policy. You’ll be surprised at the difference it can make.

You’ll next need to get a list of companies in your niche – businesses are often a better choice than private individuals. One method is simply to buy a list. However, you can also go through the businesses in your area manually and find the best choices to contact. Remember that a smaller business is less likely to need a commercial insurance policy, and may not be the best target as an auto insurance lead.

Commercial auto policy leads will, in most cases, have several trucks and a number of employees. The average one man business won’t need what you’re offering. Of course, the biggest companies probably already have arrangements directly with insurers, and you may not be able to beat them. So, look for a company that has between five and fifty employees, for example. Make a list of these companies and write down a few notes about each. Don’t overdo it – just add enough that you’ll be able to remember them and personalize your communication.

Remember that it is important to know what you’re doing – you’ll need to talk to an underwriter and have a good, detailed list of questions. That’ll get you the information you’ll need to have when auto insurance leads call you to discuss their policies. If you have to keep going back and asking for more information, you’ll look like you don’t have the experience to serve your leads well. Fortunately, if you’ll just dedicate the time to learn what kinds of coverage your leads should have, you’ll come across as an expert, not a beginner.

The last step is to send out a well written letter that will convince your auto insurance leads that you’re the person to call. Give it a good headline, a personal voice (not mechanical or too legal) and focus on the prospective client. A good letter or postcard – not an email or telephone call – is vital to getting the most out of your auto insurance leads. Stay focused on the benefits you’re going to be able to offer your prospects, and don’t talk about yourself too much.

The fact of the matter is that most professionals aren’t aware of how to write a good marketing letter, even if they’ve been in the field for years. The quality of your letter can have a lot to do with how well your lead generation methods work. That means that the reader has to learn what he or she is going to get out of working with you – don’t just make it a sales letter for you. Put in some specific details that make it obvious that this letter is just for them, and be sure you have a company logo and contact information displayed somewhere obvious. Then, wait for their call!