How to Maximize the Value of Your Lead Generation Source

By Haines|Published On: November 15, 2016|

Are you getting the best leads for your industry? Or are you simply getting the same leads as everyone else? We show you how to tell the difference, and what to do about it.

You’ve got thousands of companies to choose from when you buy your leads. But not all leads are created equal. Some companies generate their leads by only looking at a potential client’s age, field, and base wealth.

This can be a monumental mistake!

While those three factors are important, they aren’t the only factors to consider. You can’t just target the wealthy or stable. If you do, you’ll be buying leads that are not right for your industry – a waste of your time and money.

After all, a doctor making $750,000 isn’t a great real estate lead if he just built his new home five years ago and intends to stay there for the rest of his life.

An executive who has just entered into a long-term life insurance plan with a local, small-town firm she knows personally isn’t a quality insurance lead.

A leads list that focuses on income and industries – but not circumstances or need – will not bring sales.

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Here Are Some Examples of Quality, Industry-Specific Targeted Leads:

Real Estate – A great targeted lead for real estate would be a client that has been renting for five years, is between 25-35 years of age, has an income over $45,000, and lives in your specifically targeted county.

Insurance – A potential insurance sales client would have an expiring insurance date within 90 days and would have recently moved to your targeted county.

Mortgage – A successful mortgage client has multiple mortgages or properties, has a high wealth code, and an x-date (expiration date of policy) within six months.

Home Improvement – Fine home improvement leads are often concerned more with the property itself than the owner. A quality home improvement lead would include a home over 20 years old, a location in your targeted county, a specific type of roof, a specific type of heating and/or air conditioning system, and a number of bathrooms.

Companies that are invested in your success with make sure that your leads are properly filtered. If you aren’t getting the leads your company needs, you should consider finding a new lead generation company.

Remember: A good lead generation company will work hard to provide leads that are more likely to turn into sales.

Make sure to individually contact each company you consider, and confirm that client satisfaction is a major focus in their work.

Be sure to hire a company with state-of-the-art algorithms and the newest filtering software.

Companies who specialize in this kind of cutting-edge lead generation will price their services to ensure that you are only paying for viable leads tailored to your industry.

You can also guide the lead generation by setting parameters that meet your own stratified lead requirements.

In short: you shouldn’t settle for the same leads that everyone else has. If you do the research, you’ll find the company that works with you to find leads that work for you.