Posted by Ben Houston on September 16, 2005 at 18:21:55:
RE: Discussion of lead purchasing as a viable strategy-
Different folks have different opinions, and also different results when using purchased leads....not all lead vendors are shysters. The term, OPT IN, which refers to the fact that information has been requested on a specific topic or product, or whatever, is a type of lead that many large firms depend on to provide to their agents, and also sales teams in just about every major industry, including financial services. People actually do request information, and a true salesperson can usually take it from there. You provide what was requested, build rapport,and listen to prospects to understand their needs and gauge their value perception. Most of these leads are not 'lay downs', but many are. They pretty much just guarantee you a sit, or an opportunity. Like everything else they have be developed.
Of course it all begins with a great lead resource. There are true opt ins, and also a generalized, generic substitue, which you need to be aware of, and watch out for. For more information, and to see how some successful agents are employing this strategy, send me an email at wolfticket2003@yahoo.com.
Follow Ups:
