Insurance lead generation produces a great deal of volume and very little signal. Aggregator leads, quote-form fills and comparison-site enquiries all arrive looking identical, and a large share are people who wanted to see a number, not buy a policy.
Advisors work the list top to bottom, spend most of their day on people who will never buy, and the genuinely interested enquiries go cold in the queue behind them.
Qualify on need and eligibility, not interest
Everyone who filled the form is "interested". That word carries no information.
What separates a real prospect from a browser in insurance is usually concrete and askable:
- Is there a triggering event? A new car, a new baby, a joining bonus, a parent's hospitalisation, an employer policy ending. Someone with a trigger buys within weeks. Someone without one has been "thinking about term insurance" for two years.
- Do they already have cover? Adding to existing cover is a very different conversation from a first policy.
- Age and broad health, for health and life. Not a medical questionnaire — enough to know whether the product they asked about is available to them at all.
- Who is being covered? Self, spouse, children, parents. Parents especially changes the product entirely.
The trigger question is the highest-signal one, and almost nobody asks it.
The two hard limits
No advice. Insurance advice is a regulated activity in India and requires a licensed person. An automated call that suggests a product, compares options or recommends a sum assured is doing something it is not entitled to do, regardless of how helpful the suggestion is.
The agent's job stops at understanding the need and booking the advisor. That boundary should be stated in the prompt in the plainest possible terms.
No medical detail. Collecting health information over an automated call creates a data-protection obligation you almost certainly do not want and cannot discharge well. Note that health history needs discussion; do not capture the history itself.
What the advisor receives
A short brief: who is being covered, whether there is existing cover, what triggered the enquiry, and rough ages. Two lines of context that let the advisor open with something relevant instead of "so, tell me what you are looking for".
That is the whole productivity gain. Advisors are not slow because they talk too much; they are slow because every call starts from zero.
What it costs, and what it saves
Ninety seconds at ₹4–5 a call-minute is around ₹7 per lead. On a list of a thousand monthly leads that is ₹7,000 to sort them.
The saving is not the ₹7. It is that an advisor whose day previously held six real conversations now has fifteen, because the eleven browsers were handled before they reached the calendar. On a product where a single policy is worth several thousand rupees in first-year commission, one extra conversion covers the month.
Renewal calls protect the book once it exists, and cost per qualified lead works the arithmetic through properly.