5 Big Mistakes to Avoid With Internet Insurance Leads
TLTR: This article explores some basic methods relevant to handling internet insurance leads.
Insurance leads from the internet can be tricky. More often than not, they don’t produce results —leading to frustration. However, given how the world is shifting more and more towards digital platforms, these leads are a great way to get the contact information of a potential client. After all, these individuals are actively searching for insurance and may very well buy it from you!
According to a 2019 reasearch by Google, mobile queries that contain “insurance near me” have grown by over 100% from 2017 and 2018. And this reason is more than enough for you to explore the potential brought on by internet insurance leads. In addition to that, leads are also a way for agents to grow their business.
If you’re looking to advance your career in the insurance industry, avoid doing these 5 things when it comes to dealing with your internet insurance leads.
In this blog
1. Taking Your Time to Contact Leads
Benjamin Franklin wrote, “Time is money.” Any person involved in a business believes this. When it comes to reaching out to your leads, the faster you get in touch with them, the more chances you have of sealing the deal on an insurance policy.
One fact about your leads—they’re not going to wait for your call.
If an insurance buyer submits their information, then they’re most likely going to continue a similar procedure for other carriers or independent agents. They’re not going to decide to work with you from the get-go. They will ALWAYS explore their options.
Let’s say you come across a lead and decide to contact them later in the day. DON’T! Whether you wait 15 minutes or an hour to give them a call, in that time they may have already purchased a policy from someone else.
It is always better to contact a lead the moment you see their quote request. This way you will have done your part as an agent. Moreover, you will be making a positive impression on your lead by replying quickly to their query.
2. Being Unclear About Discounts to Your Insurance Leads
Everyone loves a good discount. When people fill out forms online, they tend to oversee a few details here and there. They can miss a few important sections or dismiss them as unimportant. There isn’t much you can do to change that.
In such cases, when you reach out back to your insurance lead via phone or e-mail, make sure to list out all the important policy details and discounts. You want to make sure that your lead clearly understands the value you can give them. Hopefully, your quote will be lower than what they initially came across.
You can also add an extra bit of icing on the cake by telling them that you always give your clients the cheapest possible rates. Which, you should already be trying to do.
Given how you interact with them, they will hopefully feel appreciated and that you are going the extra mile for them. If you played it right, then they may feel more inclined to choose your quote over others.
3. Not Standing Out
When you come across an internet insurance lead, it’s most likely that you will have competition from other agents. After all, people who are looking to buy insurance will try to look at any number of options that are available to them.
Standing out and getting a lead’s attention is a must!
It is absolutely important that you do something different to grab the attention of your lead, or else you will lose them to someone else. According to 8 Ways Media, it takes 0.05 seconds for people to form an opinion about your website. So, make an early impact to grab your lead’s attention.
Whether you act a little eccentric, talk about sports, shopping, or simply try to get to know your lead on a personal level, DO IT! Anything that you try which gets you their attention is good enough. If it isn’t good, then that is fine as well. By trying it out you know what does and doesn’t work.
The key thing here is to TRY!
4. Thinking of Insurance Leads Only for Today
Your internet leads are not a one-time insurance sales opportunity for you. Don’t worry about being shot down by a lead on your first try. Cultivate a habit of assuming that your insurance leads do not have an expiration date. This way you can work on what other values you can provide them.
According to Invesp, nurtured leads produced an average of 20% more sales opportunities in comparison to non-nurtured leads.
Therefore, you should think long-term and attempt to market to them on a timely basis, about every 4 to 6 months. The key here is to develop patience and persistence. If you plan to invest enough time pursuing them, try to be consistent and show your leads respect, and you can potentially win them over.
In the end, it all comes down to how you think about and plan to approach your insurance leads in the long run.
5. Discarding “Bad Insurance Leads”
There is no such thing as a “bad lead”, but every lead isn’t always good either.
There can be times where your lead does not qualify for a policy you offer, or they may change their mind mid-way through a sale. That doesn’t mean you have to close that chapter indefinitely.
We all know that change is part of life. In the future, your leads may experience some major life events, and in those moments your presence could be necessary. Situations can arise where they might get a new car, have a baby, or start a new business. The possibilities are based on the life of your lead. The only question is, are you aware of that?
Hold on to their contact details and check up on them from time to time. Who knows, you might be the only agent doing that and when the time comes, they could be buying what you are selling. It’s all about timing.
Long story short, every insurance agent can easily make any of these mistakes. If you’ve been making any of these mistakes when dealing with your insurance leads, make it a priority to change your habits so that you can convert them into clients. The main takeaway is that you should realize where you went wrong and learn from it. And in doing so, you become a better industry professional.
Are there any other tips that you utilize? Let us know in the comments.
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