6 Reasons Inbound Insurance leads provide Insurance Agents higher ROI compared to other Marketing Programs

October 05, 2015

More than ever, insurance agency owners need to focus on the bottom line and evaluate marketing programs based on their return on investment, or ROI, that they provide their agency.  Because insurance policy commissions are less generous, competition is more competitive and high customer retention rates are no longer the norm, the ROI of marketing programs have a direct impact on the success of an agency.  Every dollar an agency invests in marketing or increasing their sales must result in a positive return.

Home and auto insurance policy sales has especially become more competitive and commissions have either declined or become stagnate over time.  When purchasing inbound auto insurance leads or inbound home insurance live transfers, it is critical to consider the following 6 factors that can impact the ROI of a marketing program.

1. Contact Rate.  Unlike other programs where insurance agents may have to pay for impressions or clicks that do not result in an actual insurance lead, with inbound auto insurance leads or calls, agents only pay to speak and pitch consumers on their insurance products and services.  This is especially significant since there a good number of people who may be always “shopping” for auto insurance and have no intent on purchasing a new policy.  Inbound car insurance leads provide agents with a 100% contact rate.

2. Pay per Call.  Closely related to contract rate, auto insurance agents only pay for the number of inbound home or auto insurance leads that they receive into their agency.  Unlike most other marketing programs where an agent may have to waste their money and efforts on unproductive activities, that is not the case with inbound auto insurance calls or leads.

3. Targeted.  It is very important that insurance agents utilize a program that will allow them to specifically target who they are looking to speak with so that they are not wasting their money on auto or home insurance leads that they will be unable to sell.  The best programs allow agents to speak with consumers looking for auto or home insurance that are located in the area where the agent is licensed to sell.

4. Intent.  With inbound insurance calls, insurance agents only speak with qualified consumers who are looking to obtain a quote for auto or home insurance.  The inbound insurance leads are guaranteed to want a quote so agents won’t have to deal with consumers looking for customer service or have other insurance needs unrelated to obtaining a new quote.

5. Control.  Unlike most marketing programs, insurance agents can control the number of insurance leads they receive and when they receive the leads.  Insurance agents are able to turn the system on and off, set their hours of operation and days of the week that they can take calls.  Inbound auto insurance leads allow agents to maintain full control.
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6. Cross Sell.  While some programs limit the ability of an agent to cross sell consumers multiple insurance policies, with inbound insurance leads, insurance agents can cross sell consumers additional lines of insurance without having to pay any additional fees.  This allows the agent to maximize the revenue an insurance lead can generate.



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