Turning a lead into prospect is the most crucial part of the insurance sales process. It’s the testing ground for any agent’s mettle and sales skill. After researching for an insurance lead, the agent finally have a pile on his desk. It’s now up to him to turn those leads into sales.
In most cases, the value of a lead depends largely on what an agent does with them. An insurance agent can have the most expensive and exclusive leads in the world, but if he doesn’t know how to work the leads right, the leads would be for nothing.
A good place to start is to identify which of them can be turned in to a good prospect. First sign of a good lead is its freshness. Customers who have expressed intent to buy insurance not more than 10 days ago are the most workable. Anything more than that, the leads could be worthless. The customers could have lost interest or other agents may have beat you to them.
Next, the lead should have signed up for a quote without being coaxed. Leads are harder to work with if they have just been talked into getting a quote. It wouldn’t have been worth it to follow this type of leads anyway because it would take too much of your time and resources. In order to get high-value leads, the agent should transact only with reputable insurance lead providers.
Lastly, an agent should be able to spot the accuracy of the lead content and work his strategy from there. It is important to handle each lead differently, depending on the situation that it entails. With so much depending on the quality of the lead, an agent can’t afford to fail to respond quickly and appropriately.