How to Sell to Online Insurance Prospects

Online leads for the insurance industry revolve around the concept that a prospect who is shopping for insurance submits their information to a website and that information is then sold to a number of insurance agents thus making sure that the prospect has a lot of options for insurance coverage and the agent has a prospect who is ready to buy insurance. This is a very beneficial business move for all involved.
Insurance agents have to realize that this type of prospect is different from other prospects they have worked with before. Formerly, the prospect would call around to multiple insurance agencies obtaining leads and talking to numerous agents. Thus the contact was initiated by the prospect. In the case of online leads, the information comes to the agent, but the agent has to initiate the sale. Most producers are stuck in the rut of only calling once or twice and then moving on to the next lead or discontinuing online leads all together. This type of business model frustrates both the agent, prospect and the lead providers. Remember these key points and sell more business from your online leads and make more from your investment.
1. Call multiple times. Prospects do not want the agents to call every day, but they may wait till the storm of agents calling is over then make decisions. Calling for a period of 30 days for personal lines and 60-90 days for commercial, life and even longer for health insurance leads should be expected. Multiple calls allows the prospect to hear your name more often and allow for conversations at the prospect's convenience thus creating a positive rapport.
2. Email multiple times. I know multiple agents who will run a quote with the information obtained from the quote request, and then send it by snail mail. Prospects using online leads are looking for quick responses and information by email or phone. I have seen a lot of prospects request to not be called at all, but only to be contacted by email. Multiple approaches to contact are always a good idea.
3. Call at renewal. You have the prospect's information and they requested to be contacted, if they provided their renewal date, the opportunity is there to quote the business again. Calling or emailing the prospect this time around is not met with the same overwhelmed prospect on the other side. Take the opportunity to reconnect and sell the policy the second time around.
4. Continuous Marketing. Eventually, these prospects might shop for insurance again. By sending post cards, mailers, sending emails to your prospects and continuously marketing to these prospects. Multiple exposures puts your name and your agency at the fore front of their memory so that they recognize your name. This is branding your agency.
Residual marketing will establish your agency as a fixture in your community and with your market. Be available. You never know how or when business will come knocking at your door.
Teresa Kitchens
VP Operations of Net-Lead, LLC, the creators of the AgencyIQ System Teresa is one of the co-founders of the AgencyIQ System and a proud owner of her own insurance agency. Visit http://www.agencyiq.net for more details.