It makes perfect common sense to buy an insurance lead only if you knew that the person can be insured and give you an ROI. But, did you know, that this actually reduces your chances of getting more sales and earning more money? Here’s why.
First, it is important to understand that the more you try to get data about your lead, the fewer opportunities you have to close a sale. For example, even before you make contact with a lead you have already ask a lot of questions, the consumer is less likely to complete the form.
The trick is to maintain a healthy balance between prospecting and asking sensitive information to make sure that your customer is insurable. You can always come back to the tough questions on future meetings.
Next, let’s assume that the insurance lead turns out to be uninsurable. Seasoned insurance agents won’t stop there. Rookies would. A customer’s insurability becomes an issue only if you lack the skills to probe for other financial needs that you can fill.
A similar mistake is when an insurance agent fails to offer a replacement product. Maybe the lead has signed up for a life insurance quote, only to find out about better rates and benefits of a new combo policy. You don’t have to get disheartened and instead just offer an annuity, for example, which is substantially better than what the customer has in mind.
So, if you want to close more sales and earn more, it’d do you more good than harm if you stop qualifying your prospects so finely.