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3 Secrets To Successfully Working Shared Leads

Working shared leads requires you to stay on your toes if you want to stay ahead of the competition. Here are 3 secrets to help you convert more of your shared leads into sales.

  1. Speed is everything. Being the first agent your prospect comes in contact with is your number one priority when you’re working shared leads. A prospect is likely to stop shopping after they receive a proposal, making it crucial that you’re the one to get it to them first. If you use ProspectZone, you have the opportunity to choose how your leads are batched: you can select to have leads delivered to your inbox either monthly, weekly or daily. When working shared, make sure you’ve got your leads coming in instantly. That way you can monitor your inbox to catch leads the second they are emailed to you.

    Beat other agents to the punch by calling right away: work quickly and you can strike while the iron’s hottest, catching prospects before they’ve even walked away from their computer.

  2. Give them a proposal on the first call. There are two mistakes you can make when following up with a shared lead: One, waiting up to 30 minutes to contact them because you are manually pulling together a proposal, and two, calling up a prospect empty handed. You need to work fast and can’t waste time running a lengthy proposal but you can’t call up with nothing to offer either.

    The easy answer is to enable a lead-compatible quote engine. A quote engine allows you to generate comprehensive multi-carrier proposals in seconds based on your lead’s information.

    Make your first call count: Reciting a laundry list of plan benefits and prices over the phone confuses leads with an overload of information and doesn’t effectively sell your product. With a quote engine like Norvax’ QuoteBuilder, you can run a comprehensive multi-carrier proposal in seconds and fire it off in an email to your lead. On your first phone call both you can review your online proposal together with your prospect. Plus the professional-looking proposal presents plans side-by-side so your prospects can easily compare their options. If they’re ready to buy, you can even walk them through the online application process. If they want time to think it over, they don’t have to wait 3 days to get your proposal in the mail, they already have it.

  3. Don’t throw away leads. It’s a fact with any lead: sometimes you just can’t get them on the phone. But by utilizing an email autoresponder program, you can still touch the prospect by automatically sending them a personalized email as soon as the lead arrives. And if you’re using LeadMiner, each email includes a custom insurance quote based on the prospect’s information.

    With autoresponders those leads you can’t reach by phone and would have considered junk are still being kept warm in your database, touched periodically by your personalized emails. And because all lead information is saved, each email includes an updated insurance quote. When an old lead is finally ready to buy, they have your fresh proposal right in front of them.

Remember: Successfully working shared leads means you always have to be one step ahead of the competition. Employ these strategies and you’ll have the edge you need for greater conversion and ROI.

 

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