A lead is a prospect or a potential customer who is interested in what you are selling. Leads are crucial in the process of growing your book of business and are obtained in many different ways.

Different types of insurance leads

Real-time Leads

Leads followup chart

This type of lead can come in when someone fills out a form on your website, calls your office, or emails you. Any type of direct contact a potential customer makes with you is a real-time lead. However, it is important to capitalize on it as soon as possible so it remains a real-time lead. Marketers who follow up with web leads within 5 minutes are 9 times more likely to convert them. These leads should be prioritized, and someone should reach out to them as soon as they come in.  Sales conversions decrease 391% after the first minute, so it is crucial to have a sense of urgency in order to create any turnover on these leads!

Social Media Leads

Facebook Ads are a great method to use for lead generation. Facebook streamlines the process for you by creating an easy pop-up form with pre-populated information on the lead. This auto-population feature makes it much more convenient for the user to complete the form, which means more leads for you. In addition, Facebook's technology makes sure your ads reach the right type of people.

Tidewater can help walk you through this process and much more! Don't forget about our TMG University with in depth lessons on topics such as Facebook Ads.

  • 90 second video ads
  • Facebook pixel implementation
  • Create unique call to action buttons on each ad
  • Facebook business page creation
  • Algorithm based audience targeting
  • Geo-located interest and behavior-based targeting
  • Low cost Facebook Ads

If you are going to help customers with their Facebook/overall social media presence, then it is crucial for you to have a strong presence on social media as well. In fact, companies that engage in social selling get 199% better ROI. You wouldn't take advice from someone who has a poor social media presence and who don't use the tools and strategies they are sharing with you! 

Cost Direct Mail Leads

You can order Final Expense, Medicare Supplement, and Medicare Advantage set cost leads. This means you are guaranteed the number of leads you order. There is no more guess-work on your return rate! With cost direct leads, there is predictable cost acquisition, and if you order 20 leads, you will receive 20 leads. 

We are currently offering exclusive Direct Mail Discounts for TMG Agents. We are offering a $200 credit towards mail drop with 10 apps issued in a month and a $100 credit towards mail drop with 5 apps issued in a month. This includes a Tri-fold with the highest return rate in the market and returned leads emailed to you in PDF format (by request).

How do you self-generate leads?

Ask for Referrals, Receive Leads

92% of buyers trust referrals from people they know.

It can never hurt to ask your current book of business for referrals! Most people won't think about mentioning their insurance agent to their friends or family, so directly asking them for referrals could spark an idea in their mind. In fact, 92% of buyers trust referrals from people they know. Even if their recommendation doesn't have any need for insurance, this opens up their whole contact list for more referrals as well. Once someone refers you, you could follow them on Facebook and make an initial point of contact there.


Networking is crucial! Word of mouth is one of the best ways to generate leads at no cost to you. Treat every interaction as an opportunity for business. Whether you are at a business event or waiting in line somewhere, make connections with people and always carry a business card with you to give out. Joining organizations and board could be another great way to network. This is another great way to meet people!

Are insurance leads ever free?

Obtaining leads isn't easy and will require a lot of your time. As the saying goes, time is money. Whether you are networking, cold calling, creating ads, or offering incentives, all of these things will cost money in one way or another. Buying business cards to hand out, spending marketing dollars on ads, buying contact lists for cold calling, and running Facebook ads all cost money. Leads can be low cost, but leads are not free. 

Sometimes agencies or marketing organizations will offer you free leads to move your contracts over to them. Don't forget that leads are never free and they will always want something in return.

When you see an organization offering these so called free leads, it usually means that their lacking in other areas. You might find yourself moving to another organization that doesn't give you the support or resources that you need while in the field. Make sure you do your research before jumping ship. A good marketing organization will train you on how to acquire affordable leads by yourself.

Additional Lead Generation Programs

T-65 Leads:

Reach individuals who will be turning 65 – they are great prospects for Medicare Supplement policies and other insurance products and are best reached via direct mail.

Seminar Mailers:

Let our seminar mailers help you build awareness, establish your brand, and build trust between you and your future customers. A simple and reliable solution for building your success.

Legacy Safeguard:

Help your clients leave a lasting legacy with a no cost membership in Legacy Safeguard. Legacy Safeguard provides members with legacy planning and end of life planning assistance, support and guidance.

TV, Radio, & Print:

The possibilities are endless. Click here to see an example of a print piece. Give us a call to discuss your ideas and we’ll help them come to life.

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