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Lead Tip #16:

Are You Leaving Money On the Table By Ignoring "Uninsurable" Leads?

Low-cost "Uninsurable" leads are hidden opportunities for quick closings and profit

Have you been turning away leads and prospects who don't qualify for standard health insurance policies? If so, you've also been turning away potential profits.

To the untrained eye, uninsurable leads and prospects may look like a waste of your valuable time. But these uninsurable leads actually offer an opportunity for easier closings and additional revenues - as well referrals for standard policies.

Alternative Plans

Several insurers have rolled out plans geared specifically for uninsurable prospects. These include different combinations of medical, dental, vision, prescription and health savings account (HSA) plans

Agents can earn up to 30% on some of these alternative plans, with up to 15% on renewals.

Alternative plans don't provide the same level of coverage as standard plans. But they do provide greater peace of mind for many insurance shoppers - especially the many "uninsurable" leads who have been bouncing around from one rejection to another.

Fast Closing

The biggest advantage offered by "uninsurable" programs is that they often provide guaranteed approval with no examinations and minimal waiting periods. Some even waive the waiting period altogether, which means you close your deals faster.

Low-Cost Leads

Another "uninsurable" advantage is that those leads tend to be cheaper, because there is lower demand for them. That's actually a double advantage:

• The lower demand points to less competition for you.
• The lower price means that these higher-risk prospects won't entail as big of a risk or outlay.
• And with the increasing commissions being paid by some alternative plans, these uninsurable leads can also deliver higher ROIs.

But because they are generated through the same in-network channels as premium leads, ProspectZone's uninsurables offer the same high quality.

Potential Referral Source

You may not always close every "uninsurable" lead, but the fact that you're willing to give them time and options can establish a relationship that may yield fruit down the line.

For example, Nora contacted Thomas, a ProspectZone "uninsurable" lead with a pre-existing condition and presented him with alternative plans. Thomas wanted to continue looking for standard coverage but was pleasantly surprised that an agent would even bother talking to him.

It turns out that even though Thomas couldn't qualify for standard coverage, his wife and kids could. So Nora arranged a competitive policy for his family; and when Nora's drip marketing program later convinced Thomas of the value her alternative plans offered, she immediately set him up with an affordable medical plan and HSA.

All the "uninsurable" leads you generate are potential sources of referrals - and not just for other uninsurables. Put them into your email autoresponder and newsletter distribution list; and remember to always ask for referrals.

So stop ignoring this potentially lucrative revenue source and diversify your lead program with uninsurable leads. Call a ProspectZone lead consultant now for more information.

Jeremiah Desmarais, Vice President, Marketing - ProspectZone. ProspectZone is a leading provider of internet leads to the mortgage and insurance industries, and the creators of Smart Leads™. Reach him at jdesmarais@prospectzone.com or 1-877-561-9663.

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