How the Best Insurance Agents Work Leads

February 9, 2015

With shared insurance leads, you can be looking at a lot of competition. Your leads could have their pick of offers. And if they receive multiple quotes and offers of service, they could be comparing you—as well as your quote—to others.

To be the best insurance agent you can be, you’ll have to answer the question, “What sets you apart from the competition?” both for yourself and for your leads.

aged leads

When it comes down to it, you have to sell yourself as well as your services. But first, you need to make contact.

Making Contact

In order to sell a lead on your services, you first have to get in front of them. They can’t order from you if you two don’t connect.

When we look at aged leads, we know that 95% of agents don’t contact a lead after the first week. That means 95% of agents are contacting leads during the first week they receive them. That’s a lot of competition.

When an agent works real-time leads, time is of the essence. Your best bet is to contact the lead as soon as possible, beating your competition and being the first to make contact.

An introductory phone call can be a good way to reach out to the lead as soon as you receive their information. If you reach voicemail, leave a message. Give your name, your company name, and why you’re calling. Many successful agents leave price out of their first message, instead letting them know you have a quote ready.

This puts the ball in your court. The lead will need to respond to find out the information they requested. But the price quote isn’t their only reason to return your call. Besides providing them with an insurance policy, you also have the opportunity to sell the lead on the quality of your professional expertise.

Oops! We could not locate your form.

The best agents will typically follow-up their voice message with an email. Here, you can expand a bit on the information shared over the phone. Your email follow-up can include some additional information about you and your company. This is also an excellent chance to sell the lead on how your services can meet their needs.

A persistent agent won’t give up after one voicemail and an email sent into the ether. Exhaust all your avenues for contacting the lead. Try making phone contact several times.

Making the Sale

Once you’ve got the lead on the phone, now it’s time to sell them on you and your services. You need to answer the question: Why are you the best? But you can’t just start off with a sales pitch. You’ll have to show them you’re the best insurance agent they’ll speak to.

Attitude for Success Your sales call begins even before you pick up the phone with one of your most important assets: your attitude. When you speak to the lead, you want your voice to convey both enthusiasm and confidence. You want to be personable enough that the lead feels comfortable engaging and asking questions and confident enough in your expertise and knowledge that the lead trusts you to sell them the right insurance policy.

Ask, Then Listen Open-ended questions are a good way to start talking about the lead’s insurance needs. Find out what the most important factor in their policy decision is. Ask what financial goals they are planning to meet with their plan choice. Then listen carefully to their answer. Take notes, if appropriate. You want to listen both to what the lead is saying and try to pick up on any unspoken need or concern not said.

Tailor the Solution At this point in the call, you’ve seen the initial info the lead provided and heard them talk about their needs in their own words. Now it’s your turn to address their specific needs and situation as you explain how each insurance product you suggest will meet their needs. Make sure your insurance solution targets the lead’s motivations, goals, and buying patterns.

Know Your Products The best insurance agents understand everything about the products they sell. Being knowledgeable about your products means knowing each solutions strengths and weaknesses. Present the best features of the best-fit solutions for the lead and be ready to confidently answer any questions.

Respond to Objections Every sales professional hears objections. When the lead offers an objection, the best agents fully acknowledge the lead’s objection and follow with another open-ended question. This redirects the conversation back to how you can help meet their needs.

Offer Special Incentives or Guarantees Some agents offer special deals or guarantees to their leads to gain their business. Some leads can be persuaded if they feel an offer is a good deal, offers a good value, or includes something extra. You can use such tactics when you have a good offer for the lead, but still need help distinguishing you from other competitors in order to win the sale.

Set Yourself Apart

Being the best insurance agent you can be takes work. You have to know your strengths and play those up, while committing to making improvements where you can. Attitude plays a big part. You have to want to learn about your lead’s unique insurance needs, know your products, and work to find tailored solutions. You have to be willing to refine your strategy when it comes to making initial contact and closing sales. Mostly, to set yourself apart, you have to be willing to work at it.

About Troy Wilson