If you’re like many auto insurance agents, the last thing you want to find when you come to work in the morning is a thick stack of aged leads lying on your desk. There are many unfortunate myths about old leads–you may think they are a waste of your valuable time and energy. The truth is that aged leads can be valuable to both you and your company. Here are some of the reasons:
Aged Leads Are Ripe for Attention
Aged leads are leads that have somehow slipped through the cracks. They didn’t get the information they requested when they first opted in for a free quote or a sales call. This often means they didn’t get the insurance best suited to their needs. These leads are usually thrilled to be contacted by an agent who can help them evaluate their options and make sure that when the time comes to renew their auto insurance, they get the best deal available.
Five to Six-Month and Eleven to Twelve Month Old Leads Are Especially Valuable
Most people renew their car insurance every six or twelve months so assuming some of these consumers found the policy they were looking for 5-6 months ago when they went quote shopping online that policy is now almost up for renewal. If you can catch buyers during that renewal period, you have a far better chance of engaging them and winning their business for your company. Your chances are especially good if you can favorably compare the car insurance plans you offer to the plan they currently have.
Aged Auto Leads Are Great for Practice
Aged leads are available for only a fraction of the cost of new, exclusive leads. If you are just starting out in the insurance business, you can use aged leads to practice honing your sales technique. It’s great if you are able to convert some of the prospects to clients, but even if your conversion rate is very low, you will have gained valuable experience.
At first glance, pursuing aged auto leads may not seem like a very good use of your time. Because aged leads are so inexpensive, though, they will pay for themselves if you can win only a small percentage of conversions. If you are diligent you are about contacting these leads, especially the ones who may have insurance policies coming up for renewals, you may be pleasantly surprised by the number of policies you are able to sell.