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Lead Tip #10:

Got Phone Skills?

Internet leads are not for the phone shy. The majority of online prospects still want to talk to a real person before they buy a complicated insurance product.

On a call I had yesterday with top Producer Joe Stevens, he said that almost NONE of his sales come from people buying without the help of an agent.

Agents who have the greatest success working internet leads have 2 things:

• A good understanding of the products they sell
• Good phone skills

If you’re new to insurance sales, spend some time learning the ins and outs of your products before you make a big investment in an internet marketing campaign.

Not only will you sound more professional on the phone by easily answering your prospect’s questions, you’ll have a better chance of up-selling them on additional products, such as dental or vision.

Think your phone skills need some work? Here are some quick tips:

• Insurance is not interesting - so you need to be. You’ll have to breathe life into your pitch by showing some personality. Walking around the room as you talk can help add energy to your voice.
• Ask questions. Show interest in your prospect’s situation - it’s certainly important to them. Your questions show you want to put them in the best plan - not the one that cuts the biggest check.
• Why are you the agent they should work with? OK, it’s still about THEM, not YOU, but you do need to give prospects a good reason to work with you instead of other agents who may be calling. Are you local? Can you find them the plan that will give them the best underwriting decision?
• Don’t wait for them to tell you they’re ready to buy. Whether they’re aware of it or not, most people are waiting for you to suggest the next move. Ask them for the sale.

Need Some Practice?

Ask your lead company if they sell aged leads. These leads are sold at a discount because some time has passed since they were first generated. Because they come at a lower cost, they’re a great practice tool for you as you develop your phone skills.

Remember, aged leads might come at a discount because they’re older, but they should be generated using the same methods as the company’s real-time leads, and never sold to more than 5 agents total.



Jeremiah Desmarais , Vice President, Marketing - ProspectZone. ProspectZone is a leading provider of internet leads to the mortgage and insurance industries, and the creators of Smart Leads TM. Reach him at jdesmarais@prospectzone.com or 1-877-561-9663 .

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