Have What it Takes To Close
If you have what it takes to close you will be successful. We generate our leads using Search Engines Only. We don't use any methods that solicit the lead. Therefore, these prospects are interested enough to go searching for an insurance quote. They are largely buyers with a true need. They will buy at sometime from an agent somewhere. However, it is your responsibility to make certain that agent is you!
1) You must be a good salesman;
2) Have at least one good product line and preferably more than that;
3) Respond quickly;
4) If you can't respond quickly, you must be willing to call many times to get in touch with the lead;
5) Be organized, make the application process as simple as possible;
6) Provide good service;
7) Properly select your territory;
8) Properly select the right types of leads;
9) Cross Sell;
10) Ask for referrals;
Selecting your Territory
Let us help you select your territory. We have staff that is capable of helping you. You can select by zip-code and radius, city, state, county, area code, etc. It can be tricky. We have the tools to help you do it right. Keep in mind, for the highest quality, we do not solicit these leads and can not artificially increase the number of leads in your territory. You always want to select as large a territory as possible as there are only so many people buying insurance in any given area at any given time.
Selecting Your Types of Leads
The most important thing to remember when selecting your types of leads is that the more lines you select the more leads you get. In turn, this is more opportunity to create relationships and new customers.
Also, customers routinely have more needs than they originally expected. That is because the average consumer is not aware of all the options available to them. Always take the largest number of product lines possible. Even if a customer does not initially request your favorite type of product, that doesn't mean they don't need it or you can't quote it. Always cross-sell.
For example, you may want more annuity leads. However, that is a lower volume product line than life insurance. However, when you get a life lead in a certain age range, you are welcome to ask them if they are interested in looking at an annuity. Likewise, if you want to sell auto insurance to high-quality individuals. Buy life insurance leads and put together a package deal, life and auto insurance. People who buy life insurance are often responsible people with families, exactly the type of insurance customer you want for auto insurance. Further, everyone owns a car and most of them will own a home. That is the perfect setup to sell 3 policies: Life, Auto, and Home! You would be surprised how well this works.
Always ask for referrals.
Remember: The most important thing you gain is a client relationship you can build on. A good client relationship leads to good referrals. Secondary business that comes from such a relationship is as valuable as the initial sales that come from the leads. |
