My experience working as a sales rep for a health insurance lead provider showed me a dirty side to online insurance marketing.

Not all lead providers are scandalous…I actually worked for a decent company.

But you need to be aware of some of the tricks or tactics that get used to generate these leads. Knowledge is power.

Again, I’m not here to bash lead providers. If you buy leads and make money, great! If you’re looking for ways to generate your own exclusive leads and loyal customers for a fraction of the price then that’s the Lead Traffic Matrix.

This post has some additional insights than what we covered in our free webinar on successful internet insurance marketing.

Here are some insider secrets about the internet lead business.

We covered in the webinar some of the most common bad leads such as…

* Incorrect contact info
* Shared 25 times
* Uninsurables

Even when you close a lead they tend to renew and refer you additional business at very low rates.

Now you can’t get a lead credit from your lead provider because they not “bad” but they still are not very good.

Lead providers will also sell leads to other lead providers. If they can only share that lead 3 or 4 times they’ll just
sell it to another lead provider who sells it who knows how many more times.

There is also incentivized leads.  These must be the worst possible leads out there.

What are incentivized leads?

They are leads that are generated by making people select “sponsors” offers in order to get their free screen saver, dinner for two, a possible trip to Disney Land, or whatever.

It becomes difficult to know what leads you’re actually getting from lead providers because lead providers will
actually mix these bad leads in with their good leads.

They attempt to strike a balance so that the leads are cheap for them and just good enough that you don’t drop them.

Now you know some things that you may have not known before.

When you start getting shady leads you can do a few things to improve them.

• Ask the lead why they left their info.  You’ll learn  a lot from the lead themselves as to what’s up.
• Confront the lead provider. Sometimes they just don’t know what’s wrong.
• Try a different advertising source. Don’t get beat up on leads…if it ain’t working, it ain’t working.

Be aware. Explore different options.