Buying insurance leads is just as easy as buying vegetables at the grocery store. But just like healthy food, they won't do you any good if you just let them sit there. You've got to use them, and use them the right way, to get all the value you can out of them.
Every lead you buy has the potential to become a client. Here are four ways you can up your chances of turning a lead into a sale:
Tip 1 - Know That You Aren't Alone
Nearly all leads you buy - unless they're exclusive leads bought at premium rates - are also sold to other, competing agents. Usually, the top 15 insurance lead companies in the US will sell each of the leads they capture to between two and five agents. Which leads us to...
Tip 2 - Be the First to Call
After you buy a lead, you may think you have some time to sit on it before making contact. If you want to make a sale, you don't. About 80 percent of the time, the agent that contacts the lead first is the one that closes the sale.
Still, if you are the second or third agent to make contact, don't give up. Instead, put your best product forward and show them why you should be their choice.
One way to be the first is to use a lead management system that puts all the leads you purchase into an online management panel. From there you can schedule e-mails, remind yourself to make calls and record notes. InsuranceAgents.com works with many lead management companies such as AgencyIQ, Prospector+, Leads360 and Imprezzio.
Tip 3 - Make Contact the Right Way
Even if the contact has listed an additional phone number, use the primary phone number as your first point of contact. Most clients don't like to be called at work even if they provide that phone number.
If you get a client's voicemail, always leave a message. Include your name, telephone number, and the agency you are calling for, but never leave a quoted price. Just tell the client you've put a quote together and that they can contact you at the number provided to get the quote and answers to any questions. You should then follow up with an e-mail.
Tip 4 - Never Give Up
Leads aren't always going to reply right away. Buying an insurance policy is a big decision, and sometimes it takes time.
Don't be too hasty to give up on your leads or assume why they haven't bought a policy yet. Utilize all the contacts you've been given - email, telephone, voicemail, etc. You could even mail a letter. Just be courteous in all of your approaches, and stay persistent.
