March 08, 2016
Many insurance agents have tried to keep traditional ‘banker hours’ and work 9 to 5, Monday through Friday. This model is outdated. Times have changed and insurance agents need to keep pace with that change to continue to be successful. The following are 9 reasons why insurance agents should buy, and work, Saturday and evening insurance leads and calls.
1. Your competition doesn’t. Buying and working insurance leads and calls in the evening and Saturdays give you the leg up on your competition. If consumers are looking for insurance at that time and you are able to speak with them, and quote them, you will get the business and your competition won’t.
2. Consumers are shopping then. As part of the new 24/7 economy, consumers are used to shopping at all hours of the day and night. The longer you are available to take real time insurance calls and leads, the more people you will speak with and the more policies you will write.
3. You and the consumer have more time. Often during the week, you are busy with customer service issues, management issues and more. If you are working with consumers on Saturday and evenings, you will have more undistracted time to build rapport and help the consumer get the policy they are looking for. Consumers will often be off work and have more time to work with you as well.
4. Many consumers get paid on Friday. If a consumer has just been paid, they will have the money for their initial insurance payment. This is critical because, while it is great that someone wants to buy insurance from you, if they don’t have the money to pay for it, it really doesn’t matter.
5. The insurance leads spouse or significant other may be available. If a consumer’s spouse is available, it will be more likely that you will be able to quote multiple autos at the same time, rather than just one. Bundled policies will give you higher revenue and in many cases you get that without any incremental marketing expense.
6. Sales of new and used cars and trucks occur frequently in the evening and on weekends. A consumer will often need to get new insurance when they buy a new or used car, truck or suv. If is very easy for a consumer to go online, with their mobile device, to request a quote while at the dealer. If you are taking insurance calls and leads at this time, this new business can potentially be sent to you.
7. You will write more policies to meet your business plan targets. Every additional hour or day that you are working will mean you will be one more step closer to hitting your business plan 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.
8. Evenings and Saturdays are great for doing follow-up. If you are using evenings and weekends to follow-up with consumers you have quoted, it is also a good time for you to speak with new leads. If it critical for you to be efficient with your time. If you are working anyways, you might as well add new people to the top of your sales funnel.
8. Consumers will see you as responsive and available. Consumers looking to buy insurance want to know that you will be available to assist them when they need it. Working evening and weekend insurance leads is a direct way of proving that. It is easy to say that you will be there if they need you, it is another to show them by writing their business in the evening or on Saturday.
Agent Ethan Kosmin Generated over $200,000 in premiums during first year in business thanks to Contact Concierge.
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