When you’re building a business of any sort, finding new customers is one of the most important and trickiest tasks. And if you’re in the business of selling final expense insurance, you may feel like you’re searching for a needle in a haystack.
There are thousands of potential customers out there, but how do you find them and connect with them?
There are several ways to build a final expense insurance lead pool, though buying your leads is almost always a good investment. Read on to learn more about the costs associated with final expense insurance lead generation and how you can get the most for your time and money.
Who Are Final Expense Leads?
Before we get into all the different ways you can find final expense insurance leads, let’s talk about who these leads are.
Final expense insurance is designed to help families cover end-of-life expenses when a loved one passes away. These costs may include burial or cremation, a casket, funeral expenses, a tombstone, and so on.
In general, final expense leads will be older adults who are not very well off. They’re likely to fall into a lower-middle income bracket and will likely be married with children.
Final expense insurance is meant to protect their families, as well as to give them peace of mind in the final days of their lives.
How You Can Collect Leads
When it comes to finding leads for your final expense insurance sales business, you have several options available to you.
The cheapest, of course, is organic or word-of-mouth lead generation. This is when one of your existing customers recommends you to a friend or colleague who could also use your services.
However, most of the time, your leads won’t come to you; you have to go find them.
There are several methods you can use to find these leads, which we’ll discuss more in a moment. You can also buy lists of leads instead of or in addition to generating your own.
One of the most popular lead generation techniques is using direct mail. You may be familiar with this marketing strategy from receiving these mail pieces yourself.
Direct mail lead generation involves sending out printed pieces to lists of potential leads that you can buy from a listing service.
You buy DM at $400 to $450 per 1000 piece drop. You’ll get an average return of around 1%, making your leads $40 to $45 a piece.
However, because the potential client actually took the time to mail it back, it shows some interest. That being said, Direct Mailers are one of the most tried and true methods of obtaining clients.
Another common lead generation technique is telemarketing, which contacts leads by phone.
This method has the advantage of fostering more of a connection with leads thanks to the personal contact. It also allows you to vet leads a little more before investing too much money into nurturing them.
Telemarketing services generally cost between $12 – $75 per hour or $15 – $60 per lead. You’re likely to get positive responses from somewhere between 8 and 12 percent of your telemarketing leads. That means you’ll spend about $25-45 per successful lead, giving you a higher effectiveness rate, but at a higher price.
If you want to work through more passive lead generation channels, you can also use various online sources to generate leads.
One of the most popular options is to run search engine ads tailored to anyone searching keywords related to final expense insurance. This helps to narrow your scope to people who are actively interested in final expense insurance, rather than casting a wide demographic net.
The most common pricing format for search engine ads is a pay-per-click approach, which charges you around $1 for each time someone clicks your sponsored link.
In general, the conversion rate for this form of lead generation is between 3 and 5 percent. Depending on your budget for this lead generation strategy, you can expect to pay somewhere between $20 and $30 per lead with PPC marketing.
Social Media Marketing
Social media is one of the most powerful tools available to marketers today. Nearly 70 percent of American adults has a Facebook page, and another 40 percent use Instagram. You’ll be hard-pressed to find any other single platform that houses such a large portion of your target demographic as these social media sites.
Advertising on social media charges per click and will cost you roughly $1 on Facebook, $0.38 on Twitter, and $3.50 on Instagram.
On Facebook, you’ll get a conversion rate of a little more than 9 percent. That means you’ll spend just over $10 per lead, making this one of the most affordable and effective strategies available.
Benefits of Buying Leads
While generating your own leads is wonderful and can save you some up-front investment costs, it may actually be more expensive in the long run.
Generating your own leads takes time, and when you’re selling final expense insurance, every minute is money. Buying leads can be a great way to save time and get better-quality leads to work with.
Many lead generation services will vet your leads for you, ensuring that you spend time nurturing only those leads that are most likely to give you a good return.
They also handle all the work of finding those leads for you. You can spend your time focusing on nurturing your most promising leads, rather than chasing dead ends.
There are a few different factors that impact how much you can expect to pay to buy final expense insurance leads.
One of the biggest is timeliness – the time between initial contact with the lead and your first contact with them. In some cases, a matter of days may make a difference between a sale and a loss.
As you might expect, the more timely a lead is, the more you’re going to have to pay for it. Some companies provide real-time leads that have been contacted within a few hours. Others work weeks out and may give you a lower success rate.
You’ll have to balance your budget needs with the cost of a higher success rate.
You can also adjust how much you pay to buy leads based on how much they filter the lists they send to you.
The cheapest companies are little more than glorified mailing lists. They provide you with phone numbers, email addresses, and mailing addresses for customers in your general demographic with no filtering or vetting whatsoever.
The more expensive services, however, will make sure the leads you get are as viable as possible.
Some will even do the work of cold-calling leads and pass along only those who express an interest in your services. Others simply remove dead numbers, incorrect mailing addresses, and unreachable email addresses before passing the list along to you.
How to Make the Most of These Leads
Once you get your final expense insurance leads, it will be up to you to nurture and convert those leads.
There are a few things you can do to achieve this goal.
- Stay in touch with your leads. Out of sight is out of mind, and it’s important that your leads keep thinking about your services and the benefits they can provide.
- It’s also important to listen to your leads’ needs and concerns as you talk with them. Work to make them feel understood, and then show them how your services can address those concerns and provide them peace of mind.
This extra care will make your clients feel valued and can help you to close more sales.
Grow Your Final Expense Insurance Lead Pool
Having a strong set of leads for your final expense insurance company is critical to your success.
You can get these leads from direct mail, telemarketing, social media advertising, or online sourcing. You can also buy leads from a service that will help you vet and filter them so you ensure your time is spent only on the most promising prospects.
If you’d like to learn more about how to build a strong final expense insurance lead pool, check out the rest of our site at Final Expense Sales Leads. We are your go-to provider for final expense leads, as well as Medicare leads and Medicare supplement leads.
Buy leads from us today and discover why we’re at the forefront of generating quality final expense leads at affordable prices.