October 22, 2015
When purchasing inbound auto insurance leads, it is always important to handle them as efficiently as possible in order to obtain the highest possible return on investment or (ROI). The monies you invest in your agency on inbound auto insurance leads will be the best investment you make in your agency, your producers and yourself.
1. Speed. Answer the phone and provide a fast efficient quote. Some producers and agency staff will allow calls to go to voicemail because they are busy, on another call or not in the mood to take a call. To obtain the highest conversion rate it is important to answer the phone when it rings and make every effort to help the lead while they are on the phone and have the time to obtain a quote. Do not let calls go to voicemail as this will make it more difficult to get them back on the phone or when you do, they may have already purchased a policy from someone else.
2. Listen to what the lead wants and do your best to provide it. Often sales producers will have an objective or target in mind on what they want to sell, rather than understanding the needs of the auto insurance lead or buyer. Sales producers should be open to discussing the needs of the consumer and do their best to provide a auto insurance quote that meets those needs.
3. Get as many calls as possible. Take calls from anywhere you are licensed. Insurance leads and insurance sales can be boiled down to being a numbers game. The more calls you take, the more quotes you will give out, the more sales you will make. It is important to purchase as many calls as you can and to do that, you should not attempt to limit who you speak with.
4. Follow-up, follow-up and do more follow-up. Inbound auto insurance leads are not a guaranteed sale. While it is someone who requests a quote, the insurance producer or agent will still need to follow-up with the lead to make sure they get the sale. If a sale is not closed during the initial conversation, you will need to schedule a follow-up date, send a thank you note, and continue to reach out to the insurance lead until you obtain the sale.
5. Have your best producers take the inbound auto insurance calls. Many agency owners will have their junior sales producers or other unskilled sales staff take the inbound auto insurance leads rather than having their best take them. This is a mistake. To obtain the highest possible close ratio, more skill agents should take the calls.
6. Track results of various marketing programs and auto insurance lead providers. In attempting to allocate your marketing budget to the programs that work best, it is critical to have a formal process in place to track the results of all the program you use. It is important to track every call, every email and every office contact to see what happens with that lead into your agency. This is the only way you will be able to know what works and what doesn’t.
Agent Ethan Kosmin Generated over $200,000 in premiums during first year in business thanks to Contact Concierge.
A look at some surprising facts and shocking statistics from the insurance lead industry.
