The Cost of Free Leads
Berwick Insurance Group is a leader in recruiting agents to sell Medicare plans. We have never used “free leads” or any other ploy to sway agents to partner with our company. We want to educate agents to understand these tricks and not get caught up in these schemes by recruiting agencies or companies.
We would like to explain exactly what a “free lead” really is:
The Free Leads companies:
Ploy #1 – The number one complaint we get from Agents in regards to our competition is that they were promised free leads and never received them. And the few that did get a few leads said that they were recycled leads from prior agents or the leads were really far away. In other words, they were free, but useless.
Ploy #2 – Another popular way that a Recruiting Agency gives you “free leads” is by cutting the amount of commission you earn on each application that you submit. Let’s look at an example of this:
The Free Leads companies take from 25% to 50% of each applications commission. If you do the math you will see that 20 apps at $504 (California commission rate) = $10,800. (Minus the 25% for the “free leads company”). The recruiting company gets $2700 – $5400 for every 20 “free leads” they give you. You pocket between $5400 and $8100 of the original $10,800 commission total. Does that sound free?
Ploy #3 – The Agent enters into a co-op lead generating contract in which you must pay a certain amount each month to your broker for leads. You have an obligation to spend that money with the recruiting agency with no input or recourse if the leads are bad. (Which they most often are because they are shared amongst many agents)
Ploy #4 – Charging office fees, booking or appointment fees. We have been told of fees reaching $100 per lead. Again, a big hit to your commissions.
Ploy #5 – Marking up the cost of the leads and then reselling them to their agents. In fact, many companies make a lot of money selling agent leads. It seems like that is the major income stream for some of these companies. Why is that a bad thing? Because these leads are most often recycled, meaning that other agents have had these leads and were not able to convert these leads to sales. Why would you as an agent want to work leads that others have already worked but were dead ends?
Ploy #6 – A company promises free leads, but the Agent finds out that they only get leads one time, (Recycled leads) and that there is no other leads given after that initial offering. When the agent inquires about this, the agent is told ”since you did not sell those leads we gave you at the beginning, we can’t afford to give you more.” (Of course no one sells those leads since they have been recycled…)
The Berwick Way:
Utilize our team of successful agents and marketing personnel to teach and train our agent partners how to self-generate leads. We will also show you how to utilize strategic partnerships to gather lead sources. Purchasing leads directly from reputable lead companies can be an option as well. When leads are bought from reliable companies you will see much better sales closing rates and less wasted time and effort!
As a thank you for educating yourself, we have included a link to a company that will give you 15 free leads for checking out there lead service. No ploys or schemes here!
Thank you for your time and I hope that you will partner with us to build your Medicare business. Please click the link to be taken to our “Get Contracted” page and start the process today!