The Internet has changed insurance sales dramatically not only in how insurance sells, but in prospecting for new clients and insurance renewals as well. In days past insurance was sold sitting in a client‘s living room.
New clients came from referrals from family, friends and neighbors. Those personal types of prospecting for new clients are few and far between because approximately 65 per cent of insurance shoppers go straight to the Internet.
Prospecting the Internet in Real Time Can Be Expensive
Aged Insurance Leads Train Rookies Inexpensively
The older leads are still Internet-generated leads. Older leads are people interested in insurance that did not buy on initial contact. Aged insurance leads do not mean that people are not going to purchase insurance, just that they are taking more time to do it.
Take Advantage of Insurance Renewals That Are No Longer AutomaticWhere once people sent a check to the insurance company when their insurance renewal was due, they now get online and comparison-shop for a better rate. Insurance renewals have opened up a new market that at one time was nearly non-existent.
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New Agents Gets Extensive Training Using Older Insurance Leads
It is safe to assume that leads not in real time are doing more shopping and comparing. New agents have to work hard to make these sales in a highly competitive market. Once an agent masters these types of sales, the others are comparatively easy leading to a highly productive sales agent.