Betting on Life Insurance Leads

September 21, 2012

Betting on Life Insurance LeadsHave you given up on finding and converting life insurance leads. Does it seem like no one wants to spend money on life insurance during these trying economic times? If that’s how you’re feeling, don’t despair. These tips can help you regain faith, hope, and momentum and start betting on your life insurance leads again.

Keep in Touch

Too many agents make the mistake of calling a lead once or twice and then moving on to someone else. Remember that it may take several contacts and many months of lead nurturing before your prospect agrees to buy. During this time, you don’t want to become a nuisance, but do find ways to stay in touch at least once every 90 days. If you don’t want to make a phone call, send a birthday or anniversary card, or send the prospect an article about a topic that interests him or her.

Make It Personal

If you got a pre-printed envelope with a letter inside that started off, “Dear Client,” what would you do with it? If you’re like most people, it would land in the trash in about five seconds flat. When you send correspondence to a client, hand-write his or her name and address on the envelope and make sure to use the client’s name in your communication. If you have a few minutes to add a hand-written note, so much the better.

 

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What’s In It for Them?

Take a look at the sales letters you’ve been sending out. Do most of the sentences start with “I” or “We”? If so, they’re probably not getting the attention they deserve. Prospects don’t want to know that you graduated top in your class or that you won the Best Sales award five years running. They want to know what you can do for them. Tell them how you can make their lives easier, and you’ll have a much better shot at closing the deal.

Don’t Forget About Aged Leads

We’ve all been coached on how important it is to reach out to leads as quickly as possible, preferably within minutes of getting the referral. If that isn’t feasible, though, don’t be afraid to make contact even after the “optimal” time has passed. A study released by SoftVu reveals that about 58% of leads remain viable for weeks or even months after their initial contact, so take a chance on those aged leads. You might be surprised by the number of sales you get.

It’s true that the life insurance market it pretty tough right now, but that’s no reason to roll over and play dead. Instead, use your marketing skills and ingenuity to nurture life insurance leads and watch your rate of conversions skyrocket.

About Troy Wilson