The Key to Getting the Most out of Insurance Leads

Buying insurance leads is simple. Getting the most out of them can be a little more tricky. You need to know how insurance leads work before you can truly sell potential clients properly.

Rule #1: You are Not Alone

When buying insurance leads online, the most important rule to keep in mind is, that lead was most likely sold to several other agents. Generally speaking, the top 15 insurance lead companies in the US sell each lead they collect to 2-5 insurance agents. Exclusive leads are a different story, but I address those in my second rule below.

Rule #2: Exclusive Leads are Almost Never Exclusive

Exclusive leads are rarely “exclusive” from other agents. After years of studying how insurance shoppers use the web, one thing that always remains true is that insurance shoppers use multiple websites. So when you buy that exclusive lead, there is a good chance that person went to multiple websites where the same information was sold to several other agents.

Don’t be surprised that when you call your exclusive lead if the person says they have already been contacted several times. This is the #1 reason why people stop over paying for exclusive insurance leads and switch to normal insurance leads.

Rule #3: Be the First to Contact

The most important thing you can do when you get your insurance leads, is to call IMMEDIATELY. Being the first to call is very important to selling the customer. If you wait a day or so, you will typically find the lead has been signed up by another agent.

However, even if you are the second or third to call, do not be discouraged. We find are customers typically sign up with the best value they are offered, not necessarily the first to contact them.

Rule #4: How to Properly Call a Lead

If they have listed additional phone numbers, make sure to call the Primary phone number first. We find our customers do not appreciate being called at work or at the alternate additional phone numbers they list.

If you get their voicemail/answering machine make sure to leave a message including your name, phone number, and company you are calling from. For the best sales results, do not leave your quoted price on the message. Simply state that you have put together a full quote for them and that they call you to receive it.

After your phone call, always remember to send a follow-up email, regardless if you talked to them or not.

Rule#5: Don’t Give Up

We sometimes get returned lead requests from agents who contacted a lead and didn’t get a response within the first day. You need to exhaust all the lead contact points and wait an appropriate amount of time before you can give up on a lead. Make sure to call the lead at every contact number available, email them, and send them a sales letter as well. Just make sure to be courteous and thoughtful in your approach, don’t be over zealous in your sales tactics.

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