Mortgage insurance leads are vital to any agent wanting to excel in the insurance business, and who wants to render proper service to clients. Not every lead is good however, and the agent may sometimes expend more effort to close a sale than he first imagined. This is because people can change their minds about decisions depending on their current circumstances.
Most agents know that the insurance business is a hard sell and that prospects have the concept that they can get this vital piece of resource at a later date.
It is when they are caught in awkward situations such as losing a job, becoming permanently disabled or dying do they or other family members realize how important it is to get protection.
An agent who does not use mortgage protection leads likely has to do a good deal of cold-calling. When appointments are set, the agent has to use a personal vehicle to tread the long miles to the prospects home and there are instances where the prospect forgets the appointment and is not home.
If the client is indeed home, then there is an opportunity for the agent to instruct and educate the prospect, but that still does not guarantee a closing because the prospect has to be ready in some way to accept and make the decision of being protected. Some Other Issues
Another factor that can come into play is the current situation of that prospect. A good agent uses that circumstance yo help a prospect realize the legitimate need for insurance. With the current economy people tend to with draw and become risk-averse in their decision making.
An agent's task is to use the situation so a prospect can visualize the importance or insurance, and the likely outcome if they did not.
Having leads affords an agent some flexibility, and results in handling a prospect with increased confidence. An individual would likely have enough information to realize the importance of insurance.
Instruct Your Prospects
An agent can make the decision to provide information to the prospect without any sales aggression or coercion. If a prospect is initially reluctant, it does not mean that the agent has to give up with closing the sale. The prospect may need some time to think things over. There may be a spouse involved so the agent needs to make sure that the spouse will be home when the appointment is set. Both parties have to mutually agree before the agent can complete the sale.
The mortgage protection leads allow the agent to deal with prospects that are more willing to work with and are also willing to trust the expertise of the agent. If an agent appears to act in the best interests of the prospect, then the prospect likely will give him the chance to prove it.
People prefer an insurance agent who is a straightforward individual. An agent who provides both the advantages and disadvantages of owning insurance reassures his prospect who then increases his confidence in deciding correctly.
Those wishing for a high paying career in insurance should examine EQUITA Mortgage where they can get exclusive mortgage insurance leads.
Author: Dennis Foreman
The author is an a fifty-something Boomer who has experienced most of the issues he writes about. After working his way through college selling medical insurance door-to-door Dennis was the chief executive of several technology companies both in the U.S. and abroad.
Currently he provides web design and content services to numerous companies under the name Pontarae Web Productions
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