Ask The Expert

Q: Even though I’m maintaining a profitable conversion ratio, I now have more than 2,000 seasoned leads cycling through my autoresponder. When should I take a lead out and throw it into the “dead” file?

A: I recently received another testimonial from an agent who closed a lead he obtained over a year ago. If you have the right tools, there are only two occasions when a lead should be added to your “dead” file.

With a powerful email autoresponder like LeadMiner, there’s little added cost for keeping thousands of seasoned leads in this drip marketing system. Yes, a lot of these seasoned leads will never pan out. But your email autoresponder will keep you connected to the many who will eventually be ready to buy your health insurance product. It may take several months or maybe even a year. But since LeadMiner is doing all the work, you can sit back and not worry about it.

I’ve also found that there are times when you do have to remove a lead. For this, I credit insurance sales training expert Rob Liano who explained that one of the secrets to his success is that the only time leads go into his retired file is if (1) the prospect specifically asks to be removed or (2) the prospect has rejected every available plan he can generate.

Other than that, the lead stays in.