Commercial insurance leads are inquiries from businesses interested in discussing property, liability, workers' compensation, auto or other business insurance coverage.
The lead should be evaluated based on the agency's markets and appetite rather than contact volume alone.
Qualification
Possible criteria:
- industry
- state
- employee count
- revenue band
- vehicle count
- coverage type
- renewal timing
Funnel
lead → contacted business → quote opportunity → submission → bound account → retained premium/commission
Licensing and Marketing
Insurance sales, solicitation and negotiation are regulated by state insurance authorities. NAIC notes that producers must be licensed and comply with state marketing requirements.
NAIC's model Unfair Trade Practices Act also addresses misleading advertising in insurance, including Internet and electronic advertising; state adoption controls the actual rule.
A lead vendor should not perform licensed insurance activity merely because it generated the inquiry.