Why Ignoring Weekend and Evening Insurance Leads Will Cost You Sales

August 31, 2018


Happy Friday, Agents!

Speaking of the weekend, there’s a topic we thought would be interesting to discuss further: Buying (and working) weekend and evening leads. Downtime is important in any job, but every once in awhile, why not try a new tactic of working qualified insurance leads at odd hours?

We’ve seen agents have success with purchasing insurance leads during the weekend and at night. Here’s why you should give it a try:

Break Out From Your Competition

Get a leg up on your competition by working insurance leads and calls outside of “normal working hours”. There’s nothing worse than competing with 5 other agents for a lead (unless you get an exclusive lead). Since the majority of agents won’t work during the evening or weekends, you’ll have an easier time closing the deal.

Show Potential Clients You’re Reliable

Some consumers only have time to handle life’s responsibilities at odd hours because of other obligations. As part of the new 24/7 economy, consumers are used to shopping at all hours of the day and night. Show potential clients you’ll be there when they need you. It’s easy to tell clients they can count on you, it’s another thing to prove it by showing them!

Sales is a Numbers Game

We're firm believers in more opportunities equal more sales. Every additional hour or day that you are working means you’re one step closer to hitting your agency’s targets. Selling insurance is a numbers game! The more people you speak with, the more people you quote and the more business you will write.

The Takeaway: Break out of the mold and try a different a sales tactic by purchasing weekend and evening leads. Times have changed and insurance agents need to keep pace with that change to continue to be successful!

Find your next happy customer.

- Contactability

Crack the Code

How to Successfully Hire Agency Support Staff

August 29, 2018


Hello, agents,

Here’s a good problem to have: you have so much business coming in you need to grow your agency and hire more support staff. We wanted to take a minute and dive into the best ways to successfully hire support staff for your agency.

What Do You Need

You’ve most likely started out as the first member (ie. the insurance agent) of your agency. Hiring the best staff requires determining exactly what the agency needs. The following roles are some of the most important:

  • Insurance agent - responsible for the agencies sales and educating potential customers on varying policies
  • Claims manager - the middle person between the customer and the insurance agency. Handles all the claims that are sent by customers after a loss
  • Receptionist - keeps all office operations running smoothly. Including all office communications and is the first one to welcome clients when they come to the office
  • Accountant - this person will be sure the entire agency is running smoothly financially
  • Marketing - this role makes it easier for the agency to attract new clients by informing more people of your brand

As you think about what roles to add first, evaluate where you could be lacking in these different areas as well as what hire will bring the most value to your agency. You may be able to handle most of the sales on your own but have trouble keeping up with invoices that need to be paid.

Define Your Company Culture

When you hire a new staff member to your agency how do you want them to view your business? Culture can make or break an agency. We spend a lot of time at our jobs and there’s nothing worse than employees who dread coming to work everyday. Avoid high turnover rates by setting a standard of company values, teamwork, and great communication. Company culture is something that is constantly evolving and it’s important to nurture it. When employees love where they work, they’ll give 110% of their effort.

Recruiting the Right Talent

One of the hardest parts of hiring is finding good talent for the interview process. Create a job posting a post it on multiple job boards as well as social media sites such as LinkedIn. Spread the word that you’re hiring through friends and family so they can help you find a candidate you can trust will get the job done.

Don’t Forget to Sell Your Agency

You can post your job opportunity all over the internet but if your agency doesn't look like an appealing place to work, you'll have a hard time finding quality candidates. Take some time to check out your agency's digital footprint and learn how candidates see your agency when they research the job. Be sure to keep up with review sites such as Google or Glassdoor that let others rate their experience with your agency. Need help building your brand on social media? Refer to our previous post: How to Brand yourself on Social Media

Invest in Employee On-boarding

Employee on-boarding is the process of training new hires of the social and performance aspects of their jobs as well as help them learn the skills and behaviors required to function effectively within your agency. The best way to keep top talent long-term is to invest time in creating a thorough employee training program. A solid on-boarding program should not only contain information about your industry, it should also contain tips for working with customers, daily life at your agency, and resources for future use. Make every employee an expert in your industry, no matter what their role in the company is. 

The Takeaway: Trust your instincts! Finding the right person can be difficult, but at the end of the day, these simple guidelines will help you find the person who will help to effectively grow your agency and help you to stand out in the industry.

Find your next happy customer. 

- Contactability

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