October 13, 2016
If you are a P&C insurance agent, you should be purchasing home and auto insurance leads to grow your agency. There is no other performance based program that will send you pre-qualified consumers looking to purchase insurance in real-time. These are all people online, or on their mobile device looking to purchase insurance. All you have to do is pick up the phone, quote and write the business. There are 6 strategies or secrets you can employ to make sure you have the highest level of success with these insurance leads and calls.
Auto insurance leads and calls are 100% performance based, you only pay for the leads or calls that you receive. Unlike many other marketing programs, where you don’t know what you will get when you spend your money, when you purchase insurance leads and calls, you get what you pay for. When you utilize the insurance lead strategies or secrets below, you will maximize your return on investment in the leads or calls you purchase.
6 Secrets to writing more auto and home insurance policies from the leads and calls you purchase:
Learn more about the 6 secrets:
1. Have your home and auto insurance leads worked by your top producers and closers. Some agency owners will have their worse performers work the auto insurance leads that they purchase. Their idea is to buy leads for someone who needs “help”. This is a mistake. If someone has a hard time making sales, sending that insurance producer auto or home leads does not mean they have the skills to write the business. To get the best results and highest return on your investment, you should have your best closers work the auto and home insurance leads that you buy. This will increase the likelihood that you will get the sale and that the leads will work for you.
2. Work insurance leads and calls with a sense of urgency. Some agents will work their insurance leads with zero sense of urgency. They will wait hours and sometimes days to start calling on them. They will sometimes tell leads that they will call them back and not do so for hour or even longer. Insurance leads are real time, they are sent to an insurance agent when the consumer is shopping for insurance. It is important to work with a sense of urgency and then to follow-up and nurture the lead until they buy.
3. Know your lead providers system and develop close relationship with your account manager. Some insurance agents will buy insurance calls or leads and think that their job is done. They have no desire to invest time and effort in understanding how their system works or working with their account manager. The more knowledge you have on how to contact, follow-up and nurture your leads, the higher close ratio you will have and the more policies you will write. The account managers at your insurance call and lead providers company are experts at working leads and calls, you should use them as a training resource. These account managers can also let you know when new product, promotions and offers are available.
4. Dedicate time to the insurance lead or insurance call program. Many agents sign-up for leads and calls and have the expectation that they do not need to invest any additional time in making the insurance leads and calls work. This is a mistake as leads and calls are opportunities that need to be realized, not guaranteed sales. The more time and effort that an agency puts into working the leads and calls, the better results they will achieve. When agencies make a commitment to making insurance leads and calls work, they do. The agents or agencies with talk to more prospects, quote more and write more home and auto insurance policies.
5. Employ a CRM or lead management system to contact, follow-up and nurture your leads and calls. There are many different customer relationship management systems (CRM) available to help you manage your leads and calls. These systems will provide you with a systemic way to contact, follow-up and nurture your leads and calls. These systems will help you manage your leads through the sales funnel, from initial contact to writing the policy and asking for referrals. Without a CRM leads and calls tend to fall through the “cracks” and are not worked to the fullest extent possible.
6. Commit to making the insurance leads and calls work. Insurance leads and calls work. The key is figuring out how to make them work for your agency. Some agencies start using leads with the perspective that they shouldn’t have to change the way they do business. This is not the proper perspective or attitude to take. Agencies that are successful realize that being successful with leads and calls may mean that they have to learn new ways of doing business. These new ways of doing business will help the agency quote more and write more business. Agents should realize it may take 60 to 90 days to figure out how to make leads or calls work for their agency and not give up after a few days or weeks.
Agent Ethan Kosmin Generated over $200,000 in premiums during first year in business thanks to Contact Concierge.
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