We offer several options for leads and prospects to expand your client base.

  1. The first option is to become contracted with us, and we will set you up with 250 free prospects through Giant Partners. To take advantage of those, please complete our prospect information form.
  2. Our second option is to purchase leads through Kramer Direct. 
  3. USA Data, backed by Mutual of Omaha, is yet another source of consumer leads.​
If you'd like more information about our free prospects, please chat with us and we can give you detailed information as to how the process works. You must be a contracted agent with us in order to receive your free prospects.

Referrals are the best way to grow your client base. Have you considered offering a referral reward program for your existing clients?

Tips to Keep in Mind from Mutual of Omaha

​Get to No
Traditional thinking says to get people to say “yes,” even if it’s a small concession. However, clients are likely conditioned to have their guard up against saying yes too early. Rather than looking for that small win, try taking the approach of using “no.”

Getting a client to say “no” is empowering for them: it makes them feel protected, not pressured. Allowing them to have that power, they’re more willing to participate in a conversation.

Sometimes changes in language can be nuanced. For example, rather than saying, “Can you talk for a few minutes?” try, “Is now a bad time to talk?” Or, “Is it silly to say we can get you more coverage while not breaking the bank?”
Label
For example, a client who seemed ready to purchase a life policy suddenly stops answering phone calls. Your first response might be to begin an email with an open ended question, “Are you having second thoughts?”

That line of conversation is a road to nowhere. Rather, try the label approach.

Agent: “It seems like you have concerns about making such a big commitment.”

Client: “Yeah, I’m a little worried about it.”

Agent: “I’m sorry to hear that. Let’s go through your concerns and be sure this is the right policy for you.”
Two Words
There is a huge difference between “you’re right” and “that’s right.” “You’re right” infers the desire to get out of the conversation. “That’s right” continues the journey of a deal. An example would be after some discovery conversation with a senior-aged client:

Agent: “So let me repeat back to you what you’ve said to me, and correct me at any point. You’re worried about out-of-pocket costs that may come with dental care that’s not covered by a Med supp product.”

Client: “Yeah, that’s right.” 




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Tips by Mutual of Omaha's Mutual Matters 1Q2018

Tools & Articles on Leads & Prospecting

Kramer Direct Leads
​Kramer Direct brings you options for expanding your existing client base. Among the services they offer are complete mailer programs, drip marketing campaigns, and leads delivered electronically to you with a CRM to track and respond to prospective clients. Their lists are updated EVERY 30 days, and your names are protected for 60 days. Once a mailer is returned to Kramer, you receive an email with your login credentials to access Lead Tracker to keep track of your prospects. Pricing for 1,000 1st class postage mailers is $440 (inbound and outbound). Please mention The Brokerage Resource to receive this pricing. They also offer a mobile app (Kramer Direct Lead Tracker) to access your prospects on the go. The Kramer app is available in the App Store and on Google Play.

Learn More >

Social media can be an excellent source of leads.

Don't under-utilize your networking skills and the use of social media when prospecting.
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Learn more...
​Mutual of Omaha Sales Leads on Demand
If you're interested in targeted leads that you can purchase within minutes (orders begin at $50) and are backed by Mutual of Omaha, USADATA offers pre-scrubbed lists. There is a 90 day lock out for purchased names with USADATA. 

More Info >

Mutual of Omaha also offers free, customized mailers to their contracted agents for prospecting. You can order them via our Forms & Materials page. Search for the prospecting criteria via the Forms search.