Is The Way You Work Leads Working? Take This 3-Minute Challenge

Every agent has their own formula for working leads – and not all of them make the grade. Take our 3-minute challenge and find out if yours needs a little love.

3-Minute Challenge

How do you handle the first phone call?

I run through a list of questions to further qualify them Ok.

I read off plan rates and details from my proposal. Better.

I walk them through my email proposal so they can see how different plans and rates compare side-by-side. Best.

To get the most productive phone calls on the first try, you need to get the most information from and to your prospect.

That means you have to have all the necessary information ready to take the prospect as far as they want to go on that first call. There’s a right way and wrong way to do that. Rattling off rates and plan details over the phone either confuses prospects or starts their minds wandering. The easiest way to present your information is to use a quote engine to instantly create a proposal for them to view online, complete with carrier brochures and applications.

Your goal: Have your proposal handy, and make your presentation as engaging as possible.

How easy do you make it for prospects to take the next step?

I tell them to call me if they have any questions. Ok.

…And I ask if I can mail them plan information. Better.

I tell them they can apply for a plan right now with the online application I’ve sent them…or they can take their time reading carrier brochures and apply from my website later. Best.

Getting the lead on the phone and actually discussing insurance is the first step to closing them…but what do you do next? Do you leave them hanging or do you have a system in place to move them smoothly through to the next step?

Your goal: When they hang up, your prospect should know exactly how to take action.

What actions do you take after the first phone call?

If they were noncommittal I’ll call them back in a few days – if I have time. Ok.

I mail them the carrier information and call them in a few days to see if they’ve got it – if I have time. Better.

They are automatically subscribed to my email campaign that sends them a series of emails with new health insurance quotes and calls to action. Best.

If your lead isn’t chomping at the bit to apply, the timing and style of your next follow-up becomes crucial.

You don’t want to risk calling your lead too soon or you’ll seem desperate, but you don’t want to sit around waiting for a packet of carrier information to make it to their mailboxes either.

But the worst thing you can do? Not following up the lead at all because you’re too busy.

The solution to both these problems is a simple email autoresponder program. You’ll always follow up no matter how busy you are; the personalized emails are sent out automatically. Plus, your email includes an updated health insurance quote to re-engage the prospect’s interest.

Your goal: Following up with every lead.

What’s your lead attitude?

The more information I have about a lead the more
qualified they are. Nope.

I should be able to count on a certain number of leads converting to sales. Not really.

A lead is someone who is interested in insurance. You got it.

When it comes to purchased leads you should not expect anything more than a conversation (at best) with someone who was at the most interested enough in insurance to request information. Your role is to provide them that information, not sound like you’re squeezing a sale out of them.

You’ll get much better results by treating every lead as an opportunity to educate your prospect, not as a given sales opportunity.

Your goal: Having the right attitude towards purchased leads saves you frustration and helps you direct your sales pitch in the right direction.

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