There is no question that insurance agents need to use Life insurance lists. It’s a competitive world out there.

Life Insurance marketers cannot afford to just sit back and hope that an on-line searcher hits on them. They need to be proactive. They must continually reach out to the right prospects at the right time with the right message in a systematic way, using the best life insurance lists available. One of my favorite sentences is how can I find the right life insurance lists for my business? The answer –

Life Insurance is typically purchased at specific times in a consumer’s life.

• Purchase of a Home
• Home Mortgage Refinance
• Presence of Young Children
• Turning 40
• Birth of a New Baby
• Small Business Owners

Why New Homeowners Are Prime Prospects for Life Insurance

Buying a home is one of life’s biggest financial decisions—and it often comes with another smart move: purchasing life insurance. While many people don’t think about life insurance until they have children or reach a certain age, becoming a homeowner is a key milestone that should trigger serious financial planning.

Here’s why new homeowners are top prospects for life insurance—and why insurance professionals should prioritize them in their marketing outreach.

A New Mortgage = A New Responsibility

Most new homeowners take on a long-term mortgage—often hundreds of thousands of dollars spread over 15 to 30 years. That’s a big commitment. If something unexpected happens to the primary earner, that debt doesn’t disappear. Life insurance can be the safety net that ensures surviving family members aren’t left with the burden of monthly payments—or worse, forced to sell the home.

Mortgage protection is one of the most common reasons people purchase term life insurance. It’s not about building wealth—it’s about peace of mind.

Life Events Motivate Life Insurance Purchases

• 41% percent of Life Insurance shoppers say life events (marriage, children, buying a house, etc.) motivated them to shop for life insurance. Insurance agents should concentrate on marketing to these key trigger groups.  New Homeowner and New Parents list are easy to obtain and Insurance agents should make it a priority to reach out to these key market groups – especially knowing that 41% of life insurance buyers are from these groups.

Consumers Prefer to Shop & Buy Life Insurance Face-to-Face

• Face-to-face is still the most preferred method for buying life insurance. Studies show that 86% of consumers use the Internet to research life insurance before purchasing. However, only 16% percent of consumers would prefer to buy insurance completely online.

What Are the Key Objections to Buying life Insurance?

• “Everyday expenses” such as energy costs, food, clothing and transportation were cited by more than half of consumers surveyed as limits on ability to save for financial goals.
• 86% of consumers who believe they need life insurance haven’t bought it because they think it is too expensive.
• When surveyed on financial issues, “money for a comfortable retirement” was the top pick of 67% of consumers. By contrast, concerns that life insurance coverage traditionally addresses (such as premature death, funeral expenses and leaving an inheritance) registered as a top priority for less than 40% of consumers surveyed.
• Among households saying they are likely to buy life insurance in the next 12 months, 35% say the reason they have not yet bought more life insurance is because no one has approached them about it.

Insurance Agents Use Direct Mail to Prospect

• Direct mail is the only way to consistently reach the top the Life Insurance lists. These include trigger groups of New Homeowners and New Parents. A well thought out letter with appropriate premium will earn Insurance Agents a coveted face-to-face appointment. People buy insurance from people. Let them Buy From YOU!

Marketers can target their advertising dollars just reaching out to these top-producing market segments, using these top life insurance lists. Such is the beauty of Direct Marketing.

At Dataman Group, we can help insurance marketers pinpoint the best possible prospects in their specific market area, helping them create an on-going outreach program that brings them a continuous flow of quality leads.

Read this article:  Trends in Life Insurance Sales and Marketing