LEAD GUIDE
FOR LIFE INSURANCE PROS
Overview
This page is your complete guide to understanding where leads come from, how to use them properly, and how to turn them into real conversations, appointments, and policies using Launch.
Most agents don’t fail because they can’t get leads. They fail because they don’t know how to manage them, follow up consistently, or extract full value from every opportunity. This resource is designed to change that.
Inside this page, you’ll learn the different types of lead sources, when to use each one, and how to combine paid, direct mail, and organic strategies into a balanced lead system. More importantly, you’ll learn how Launch ties everything together so leads are contacted quickly, followed up properly, and never forgotten.
This isn’t about chasing the next shiny lead source.
It’s about building a lead engine that works day after day.
The Mindset: Leads Don’t Create Sales, Systems Do
Leads don’t make you money. What you do after the lead comes in does.
Most insurance agents focus all their energy on getting more leads, while ignoring the systems required to work them effectively. Without structure, even the best leads go cold, get forgotten, or fall through the cracks.
The goal isn’t to have more leads.
The goal is to have a system that responds fast, follows up consistently, and guides prospects toward a decision.
That’s where Launch comes in.
Launch is built to support every stage of the lead lifecycle, from the first inquiry to the final sale and beyond. It removes guesswork by automating speed, follow-up, reminders, and organization so no opportunity is wasted.
When your mindset shifts from “Where can I buy more leads?” to “How do I maximize every lead I already have?”, your results change dramatically.
This page will help you think like a professional marketer and operator, not just a lead buyer. When you combine the right lead sources with the systems inside Launch, you stop relying on luck and start creating predictable outcomes.
Understanding the Different Types of Leads
Not all leads are created equal, and not all leads serve the same purpose.
Some leads are designed for speed.
Some are built for long-term consistency.
Some work best when paired with education and follow-up.
The key is knowing when to use each type and how to work them properly once they enter your system.
Inside Launch, every lead source, whether paid, direct mail, or organic, flows into the same centralized system. That means no matter where a lead comes from, the process stays consistent: fast response, structured follow-up, clear tracking, and intentional next steps.
The sections below break down the most common types of leads insurance professionals use, starting with immediate paid leads. For each category, you’ll learn what to expect, how they typically perform, and how to use Launch to get the most value from them.
When you understand the role each lead type plays, you stop guessing and start building a balanced lead strategy that actually works.
Immediate Paid Leads
Immediate leads are what most agents start with. You invest money, leads show up quickly, and you can start dialing right away. Below is a chart with information on where to purchase, followed by more information about each type of lead.
Click to access a list of immediate lead venders.
Types of Immediate Paid Leads:
Cherry Pick Leads
Cherry pick leads are aged leads you can hand-select from an online inventory.
No minimum or maximum investment
You only buy the records you want
Great for agents who want a quick start or a lower upfront cost
These can be a smart way to learn the script, build confidence, and generate early commissions without a huge budget.
Facebook Leads
Facebook leads are real-time or near real-time inquiries from people who filled out a form online.
No minimum or maximum investment
You only buy the records you want
Great for agents who want a quick start or a lower upfront cost
These can be a smart way to learn the script, build confidence, and generate early commissions without a huge budget.
Online Lead Exchanges
Online lead exchanges are marketplaces that sell life insurance leads from multiple sources.
Some platforms match your investment or give bonus lead credit
Offer real-time quote requests, warm transfers, and other high-intent leads
Minimum investment varies by platform
Many provide phone and email support to help you get started
Always confirm pricing and terms before you buy, since these can change over time.
Direct Mail Leads
Direct mail is more expensive per lead but is one of the most proven and consistent sources in the industry.
Before committing to direct mail, it’s smart to:
Understand your numbers (contact rate, sit rate, close rate)
Have your schedule and dialing routine locked in
Be prepared to share:
Desired state
Desired county or region
Any upline or hierarchy info they require
Common Direct Mail Options:
Prepaid Direct Mail
Approx. $380–$400 per 1,000 mailers
Standard postcards or letters sent into a chosen area
Retro Mail Drops
Approx. $440 per 1,000 mailers
Target older lists in a given area
Can perform well when combined with good scripts and consistent follow-up
First-Class Mail Drops
Around $0.69 per record
Faster delivery and often better open/response rates
Final Expense Direct Mail Programs
Typically around $385 per 1,000 pieces
Many programs see 1–2 percent response rates nationally when worked correctly
Mortgage Protection & Other Mail Programs
Includes new mortgage protection, final expense, retro mortgage, call-in mailers, and more
You usually inquire by emailing your desired state and county so the vendor can check availability
Organic Leads: We Built You an Engine You Own!
Paid leads are great, but the most stable business comes when you also build organic leads. Organic leads find you through search, social, referrals, and your reputation.
This is where Launch gives you a huge advantage.
SEO-Optimized Website
With Launch, your agency has a modern, SEO-optimized website built to attract local traffic and convert visitors into inquiries.
Clean structure that Google and other search engines can crawl
Local SEO optimized landing page specific to your target area so you show up on local searches
Landing pages and quick/easy applications for each type of insurance
3 calendars for 15 min phone calls, 30 minute zoom calls and 1 hour in personal consultations
Pages focused on life insurance, final expense, mortgage protection, and more
Built-in forms to capture leads directly into your CRM
When someone searches “life insurance agent near me” or “final expense insurance in Your City,” your site is set up to show up more often and turn that search into a conversation.
Lead Magnet Funnel Systems
Launch doesn’t just give you a website, we include 3 high converting video enabled lead magnet sales funnel systems designed to turn cold visitors into warm leads.
Click to See YOUR Live Funnels now!
You can use these videos to advertise.
Download link is below!
It's All At Your Fingertips!
3 Incredible video lead magnet sales funnels with instantly downloadable lead magnets
Alerts you that you have a new lead
Redirect them to your booking calendar for a life insurance consultation
Automated appointment booking workflow
Automatically creates an opportunity within your Launch sales pipeline
Delivers an email with PDF attached
Follow ups 4x, then pivots to a 52 week professional lead nurture campaign
You position yourself as a trusted guide, not a salesperson begging for an appointment.
How to Use Your Lead Magnets
The primary ways you can use the lead magnets:
Posting and Paid Ads
Post on Social Media
Advertise on Google, Facebook, Tik Tok, Instagram and other platforms. (Use videos or mockup images)
In-Person Events & Networking
Display a QR code on a tablet at trade shows, conferences, or community events
Print QR codes on flyers, postcards, or table tents
Use at chamber of commerce events, meetups, or business expos
Set up a simple “Free Guide” sign at your booth or table
Face-to-Face Conversations
Share during one-on-one meetings as a follow-up resource
Send after cold or warm calls to educate instead of pushing a sale
Use as a value add when someone says “I need to think about it”
Referrals & Existing Clients
Include in post-sale follow-up emails or texts
Share with existing clients and ask them to forward it to friends or family
Use in referral campaigns as a “helpful resource” instead of a sales ask
Email & Text Campaigns
Add to your email signature (“Free Guide: Download Here”)
Use in nurture sequences to re-engage cold leads
Send as a standalone value message to old leads
Website & Online Presence
Feature on your homepage or blog
Embed in relevant FAQ pages
Add as a popird for visitors who don’t book immediately
Community & Local Exposure
Share in local Facebook groups (when allowed)
Partner with mortgage brokers, realtors, CPAs, or financial advisors and cross-share
Offer as a free resource on community boards or newsletters
Video & Content
Mention and link in YouTube video descriptions
Use as the call-to-action in short-form videos
Reference in live streams or webinars
Offline Materials
Print QR codes on business cards
Add to direct mail pieces as a digital follow-up
Include in welcome packets or information folders
Digital Assets
Download Content & Ad Copy
When you open this file, you will have access to prewritten social media posts and ad copy, as well as additional training and resources to make the most of your lead magnets.
Download Lead Magnet Videos
When you open these files, you will have access to videos for each of your lead magnets that you can post on social media or run ads to.
Integrated Ad Manager
Ads Manager lets you create, launch, and manage paid ads across platforms like Facebook and Instagram from one place, without needing to jump between ad accounts or tools. It’s fully integrated inside your Launch account, so leads, tracking, and automation all work together seamlessly.
To get started, go to Marketing > Ads Manager > Activate Ads Manager.
Reviews & Reputation
One of the strongest organic lead sources is your online reputation. When people search your name or agency, they see:
Your Google Business Profile
Your reviews and star rating
How you respond when people leave feedback
Launch helps you grow this by:
Automation that encourages every client to leave reviews, testimonials and referrals after their policy is issued
Making it easy to request reviews by email or SMS
Giving you tools to respond to each review, which signals to Google and other search engines that your business is active and engaged
Showcasing your Google reviews prominently on your website.
More reviews, plus thoughtful (SEO specific keyword) responses, equals more local organic traffic and more inbound calls from people who already trust you.
Directory Listings and AI Search
Launch offers a simple and inexpensive add-on called "Directory Listings" which will instantly get your business submitted to over 40 online directories and search engines, so people can find you in more places than just Google.
That includes being searchable on:
Smart speakers and assistants like Alexa
Apple devices using Siri and Apple Maps
Cortana and other AI search assistants
Various local and niche business directories
The result is simple. When someone asks their phone or smart speaker for a life insurance agent in your area, your agency has a much better chance of showing up.
To Activate, go to Reputation > Listings > Activate Listings
Putting It All Together: A Balanced Lead Strategy
The most successful insurance agents don’t rely on a single lead source. They build a balanced lead strategy that combines speed, consistency, and long-term growth.
Each type of lead on this page serves a purpose:
Immediate leads create fast conversations and short-term momentum
Direct mail builds local trust and predictable response
Organic strategies compound over time and lower your cost per lead
The mistake most agents make is chasing one source at a time, instead of building a system that supports all of them.
That’s where Launch changes the game.
Why Systems Beat Tactics Every Time
Leads don’t fail. Systems do.
Without fast response, consistent follow-up, and clear tracking, even great leads go cold. Launch ensures every lead, regardless of where it comes from, enters the same structured process.
That means:
Instant contact
Automated follow-up
Clear pipeline stages
Consistent nurturing
No missed opportunities
You stop reacting to leads and start managing them.
Next up, check out the "Sales Resources" we have for you!
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