March 23, 2016
Insurance leads and calls are the same product, the only difference between the two is delivery method. An insurance lead is the contact information that was submitted online by someone looking for an insurance quote and then emailed to an agent. The agent must contact the lead via email and/or phone to quote and write the insurance business. UnitedStatesInsurance.com is an example of one such site where consumers enter their information to recieve an insurance quote.
An insurance call is someone who either completes an online request, is called and then transferred to you or someone who initiates a call to obtain a quote over the phone. Once you receive the call, you just need to quote the lead and write the business. Regardless of the delivery method, all insurance leads are consumer initiated and guaranteed to want a quote.
Many successful agencies are taking both insurance leads and calls to grow their business. The following are 6 reasons why the strategy is used by the most successful insurance agencies.
1. Sales staff have different skills. The sales staff in your office all have different skills. Some might be great on the phone, others might be better responding to emails and other sales staff might be better in face-to-face interactions. When you buy both insurance leads and calls, you will be able to identify what delivery method works best for your agents and route those leads to the person with the best chance of closing the sale. As much as you can customize the marketing lead program to the skill level of your team, the better your close ratio and sales will be.
2. Allows you to maximize opportunities. Internet insurance leads and calls can vary day-to-day and hour-to-hour. Some consumers like to fill out a form online and others just like to search on their mobile phone and call to obtain a quote. By taking both insurance calls and leads, you can maximize the number of sales opportunities that come into your sales team. The more people you talk with, the more people you will quote and the more people you will write. It is generally recommended that agents buy a minimum of one call or lead for every hour an insurance producer works. The best way to make sure you get that amount, is to take a combination of calls and leads in the largest geographic area possible.
3. Helps keep sales staff busy throughout the day. Staffing is one of the biggest expenses that an agency can have. It is important to keep your producers busy throughout the day to maximize your return on that investment. When you purchase both insurance leads and calls your probability of doing that increases since you should be able to get more opportunities coming into your office.
4. Consumers initiate process. With both insurance calls and leads, consumers initiate the process. They are making an effort to receive a quote. When they do that it is a much higher quality consumer experience and will usually result in a higher close ratio. The more of these opportunities you talk with, the faster your agency and book of business will grow.
5. Consumers are guaranteed to want a quote. One of the best elements of both insurance leads and calls is the fact that they are guaranteed to want a quote. All callers or leads are consumer initiated and the consumer must take active steps to obtain a quote. Customer service calls and requests for assistance are weeded out so you can spend all your time building relationships and quoting.
6. You get consumer information to speed quoting process. When a consumer goes online to request a quote, they will usually provide all the information necessary to obtain a quote. This significantly speeds the quoting process and allows you to quote more leads and write more policies. While you won’t get a lot of detailed information when someone initiates a phone call, the consumer will be of very high intent since they want a quote while on the phone call.
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.
