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A few weeks ago I found myself a new car insurance provider. While this is not usually something of particular interest, my experience was far different than any other time I had to buy an insurance package. For the first time, I utilized a company that specializes in selling insurance leads. To do this, I submitted my information to the company, who does not actually sell insurance. Rather, they act as a middle man that collects the insurance leads and sells them to an appropriate insurance agent. From the customer’s point of view, using a company that sells insurance leads instead of going strait to the insurance agent offers the advantage of being able to shop around for the best deal without having to do the actual work. Within a few days of submitting my information, I received calls from four different insurance agents that already had detailed packages created for my specific needs. Usually getting this many calls from insurance agents is a hassle, but when you are actively seeking out a new policy it can be unbelievably convenient. The agents themselves realize that you are a legitimate lead and thus provide you with accurate and personalized service.
This got me thinking about why an insurance agent would use a company that sells insurance leads since most often a lead is sold to more than one agent. Why would an insurance agent want to pursue a lead knowing that there is a fair amount of competition for that one customer? The only logical answer I could come up with was that these insurance agents have a lot of faith in the product they are offering. While they may not sell to everyone they get from the insurance leads company, they must have a strong enough conversion rate to continue buying the insurance leads. From a customer’s point of view that should give us even more reason to use this service. Not only do we start with highly personalized plans before they even get us on the phone, but these plans are often some of the best available.
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