Health Insurance Leads

Health insurance leads are very similar to life insurance in that there is big demand and many lead generation options in play.  The primary segmentation in health is group versus individual.  Each has their own unique aspects and should be approached in a different manner.  Regardless of the type of health insurance you are targeting the one thing that is going to take you the distance is comprehensive product knowledge.  There is a lot to know when it comes to health insurance and your prospects are going to be looking for answers.  

Individual Health Insurance Leads

While there are a lot of people looking for health insurance a good lead is not the easiest to come by.  We’ve found most lead generation models to be inefficient as pre-qualification is key to individual health.  A blanket campaign will often net prospects that are not qualified or want dirt cheap and/or free coverage which end up wasting a lot of your time.  The two methods we recommend for individual health insurance are paid internet leads and calling on small businesses that don’t offer health insurance.  Internet leads are really the winner in this market as most services will allow you to filter the leads and target your ideal prospects.  Calling on small businesses that don’t offer health insurance can really net some good sales if you are good with phone sales and getting past the gate keeper.  The great thing about this method is that successful penetration will typically net multiple leads.

Group Health Insurance Leads

Group health insurance leads are a lot tougher to come by than individual but have to potential to generate a big time commission.  We recommend testing most lead generation methods for group with an emphasis on cold calling, internet leads and networking for referrals.  Most potential leads will already have coverage so you need to use your detailed product knowledge along with creative solutions (typically cost savings) to land group sales.  Targetting new businesses can also net group sales but they will typically be smaller sales with strong competition.

Cross Selling Opportunities
For group sales cross sell group disability and commercial P&C.  Individual health is tough for cross selling but if the opportunity arises LTC and Life are decent options.

Recommended Lead Acquisition Methods
Lead Generation- Cold calling businesses is preferred for both indiviual and group sales.  If the company doesn’t not intend to offer health insurance make a pitch to present health options to their uninsured employees.  If they already have a provider or are open to providing insurance sell them on the value a group plan can provide and be prepared to offer a strong supporting case with plenty of details.

Lead Buying - Internet leads are a big player with health insurance.  Expect plenty of volume with invidual and a much less with group.  As always, test as many companies as possible to determine which services have the coverage in your target area to bring a good ROI.  Shared internet leads are the most popular option but don’t be afraid to test exclusive providers as well.  Most end up disappointing but a good exclusive source can be a gold mine.  While not our first option you might also want to consider buying leads generated via telemarketing and direct mail services.

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