5 Ways to Work Your Leads To Get More Sales

Act Fast

As a lead comes into your crm or dialer, you want to make sure you call that lead immediately to either set up a face-to-face appointment or try to make a one-call close sale. If you are the first agent to speak with a prospect then you have an 85% higher chance in making a sale on that initial call. Conversely, if you are the 3rd, 4th, 5th, or higher agent to contact that particular prospect then you have less of a chance in getting a sale from them. That doesn’t mean that you are never going to get a sale from that lead, it just means that the probability of getting one goes down. So you always want to act quickly in contacting a lead as it comes in because if a consumer requests to be contacted via web form then that means they are at the highest point of buyer interest at that point in time which is the exact time that you want to speak to them. That is why we at Premier Media Solutions do all of the heavy lifting for you when it comes to prospecting, so we can hand you a consumer on the phone at their highest point of interest in your product.

Have a Follow Up System In Place

When you are selling insurance, it's very important that you have a CRM system so you can keep organized with the leads that come in, the prospects that you’ve spoken to, the not interested prospects, and most importantly the prospects that you have to follow up on. Your crm system should have automated workflows that will distribute a consumer's contact information and the notes about your call in the proper place after the call is completed. For example, if you have attempted to reach a consumer but they didn’t answer the phone at the time of your call then you should have an “Attempted Contact” disposition and that “Attempted Contact” disposition will automatically route that lead into a funnel so that you can call that lead again at least thirteen times before giving up on the lead or deeming that its a bogus lead. Follow up systems are imperative in the insurance sales process, the more leads that turn into sales then the lower your CPA gets and the higher your ROI will be on those leads.

Don’t Passively Hear, Actively Listen

A lot of sales agents, even the experienced ones make this very expensive mistake of not actively listening to the customer. The customer will tell you exactly how to sell them if you ask the right questions, actively and aggressively listen to their replies. Remember you are an insurance agent that helps people and the only way to help people is to listen to what they need and in the end you make a commission for placing the consumer with the right product. Oftentimes, when agents do not actively listen they end up talking over the consumer (which turns them off from the conversation), presenting the wrong product, etc. and ultimately losing the sale which no agent wants to do because as an agent you spent money on getting these leads to even speak with you. So remember, ask the consumers the right open-ended questions and let them ramble on exactly how to sell them the right policy. Doing this will dramatically increase your sales, simultaneously lower your CPA, and grow your book of business.

Know Your Product

Whenever you are selling anything, it is very important that you know what you are selling and that you are able to answer all of your prospects' questions. If you do not know your products like the back of your hand, you are risking placing your clients in the wrong policy and if you do that, they may cancel the policy you wrote them and go with another agent who knows what they are doing. If that happens, you are left with a cancelled policy, no clients, a chargeback against your commission, and bad placement rates with the carriers you write business for which could lead you to getting terminated for cause if it persists. Yeah.. I know that would be a huge aftershock from simply not knowing your products. Conversely, if you do know your products like the back of your hand, you will actually increase your sales and referrals because people like working with you and you made the process easy for them to understand and to buy. Knowing your product will also help you get through your sales presentation quicker and more efficiently. It PAYS to know your product; and again the positives are lowering your CPA dramatically, increasing sales, growing your book of business and selling policies faster.

Have Enough Leads

The absolute worst position an insurance sales agent can be in is having the perfect sales pitch, crm, knowledge of their products but no one to sell to. That has to be the most frustrating thing to go through and a lot of agents are in this position and they think that insurance sales is a scam or it doesn’t work when that's just simply not the case. You as the agent have to work and that includes making sure you have enough people to contact and sell to whether that is your warm market or paid leads. It's always best to start out with high-intent inbound calls if you have the money to do so because direct inbound calls provide you with 100% contact rate, high-intent consumers who are actively looking for insurance products. Inbound calls are typically the easiest type of lead to close a deal from which gives agents better confidence throughout their insurance sales career. Having enough leads will keep you productive and actively selling. You never want to be in a position where you have everything you need except leads because you will lose momentum and it's very difficult to get that momentum back as an insurance sales agent.

These are the 5 basic things you will need to work on and implement towards your sales and marketing strategy in order to be a successful insurance agent and/or agency. Leave a comment and share this post with your fellow agents and downline agents/agencies so that they can also improve how they work their leads to get more sales.