4 Insurance Sales Management Pains Solved

Posted by Michelle McKinley on Thu, Feb 08, 2018


Solve Your Sales Management Pain Points with Workflow Automation

Today, sales people are expected to input their every task into CRMs – and for good reason. With the help of tools like Salesforce and Marketo/Hubspot, companies can nurture leads in new and exciting ways.

While new technology means better and smarter marketing, it also means more menial tasks for sales people including data entry, setting reminders, assigning accounts and monitoring opportunities. Some of these tasks can get in the way of your main job – selling.

If CRM tasks are taking time away from building relationships and closing deals, it’s time to start automating workflows.

Here are some tips for workflow automation.

Data Entry Workflows

If your CRM allows it, setup a workflow that marks leads that your team has already reached out to. This will prevent them from having to make this small change after every activity. This video shows you how to do this in Hubspot.

Assigning Leads to Agents

If your company is large enough, you have both marketing and your sales team generating leads. You may also have an outside insurance lead generation company providing you with insurance leads. In some cases, these valuable insurance leads are left in a waiting queue before being transferred to the right insurance agent.

These are precious minutes that can’t be wasted. Insurance leads can turn cold very quickly. Don’t waste warm leads.

Create a workflow to automatically rotate leads based on criteria you establish. You can create a round robin that evenly distributes leads to agents as they come in or send leads to agents based on how agents perform. Either way, you’ll prevent insurance leads from going cold.

Task Reminders

Insurance agents have a lot to do in a day. Reminders are a great way to make sure nothing slips through the cracks, but what if you forget to set up your reminder? Hubspot workflows can guide your sales team through the lead nurturing process, without having to manually remind your team to do important tasks.

Don’t let exclusive insurance leads fall through the cracks. Set up automated workflows to reduce manual processes and allow your agents to focus on closing deals and existing clients.


Tags: life insurance, insurance lead

How to Grow Customer Referrals

Posted by Michelle McKinley on Wed, Feb 07, 2018

Increase Sales by Increasing Customer Referrals

Customer referrals are still one of the best ways to grow your client-base and sales, but how do you grow your customer referral program? One successful strategy is to reward them.

One of the most successful marketing initiatives your insurance company can adopt is a system that rewards customers who introduce new leads to your agents.

Customer referral programs provide an incentive for your existing customers to become advocates of your company, at a time where industry competition is high. This is especially important for agents that can’t rely on providing the cheapest quotes.

How to Create an Insurance Customer Referral Program

Here are tips for generating more insurance leads for your business through a customer referral program.

Start with a Landing Page

The best way to launch a successful referral program is to create a unique landing page. The page will include a form that will collect data about both the referrer and the referral.

Your web form should feature contact information include first name, last name and email address. Asking for a phone number may decrease the amount of submissions, but it also makes it much easier to get into contact with prospects.

Build Email Responders

Next, create two follow-up emails: one for the referrer and one for the referral. Send the first email to the existing client who completed the form. You want to thank your customer for sharing your business with their friends.

The email should include personalization. Don’t send a generic email. Use personalization tokens to identify the customer in the email. Provide an incentive as a way to thank them for the referral. Even a $5 Starbucks gift card goes a long way. Include a call to action that links back to your website, and links to your social media accounts as well in case they want to spread the word that way.

The second email is sent to the referral. The goal of this email is to inform the referral that they’ve been identified as someone who is interested in receiving an insurance quote.

Be sure to include:

  • Personalization tokens
  • A list the benefits of your company versus your competitors
  • An incentive for them to make the switch
  • Call to action that leads back to your website
  • Social sharing buttons at the bottom
  • Your contact information

Create a Workflow

Make sure to establish a workflow for inbound referrals. An agent(s) should monitor incoming leads and respond quickly. Inbound leads go cold quickly, so set up alerts for your sales team if possible.  

Grow your inbound insurance leads and sales with a strong referral program. Need more leads? Contact Parasol Leads for exclusive insurance leads today.

Tags: insurance lead

How to Empower Your Insurance Sales Team

Posted by Michelle McKinley on Tue, Feb 06, 2018


Close More Insurance Leads When You Empower Your Insurance Sales Team

Sales is a challenging profession. It often feels like your only as good as your last closed deal. It’s hard to celebrate closed deals, when management is constantly focused on those pipeline deals that fell through.

Emotional Support

Sales managers are conditioned to search for, identify and terminate problems. While this is an important aspect of being a manager, so is providing inspiration.

When you only focus on what isn’t working or what needs adjusting to meet insurance sales goals and company objectives, you’re missing out on opportunities to reinforce positive behaviors that led to success.

In addition to the effects it can have on direct sales, your approach to wins and losses affects how your agents approach them. It affects how and what they communicate to their peers and your customers.

A Different Approach

To build and grow successful insurance sales teams it’s important to reinforce the behaviors you want to see in your sales people. Focus on what your team is doing right, rather than what they’re getting wrong.

Every conversation you have with your agents, you’re either building trust and confidence, or breaking it.  

Empower Them with Leads

Closing deals involves persistence, dedication and a bit of luck. Sales is a risky profession. Sales can be impacted by market trends, the economy and other factors outside of their control. You can eliminate stress, and empower your sales team with qualified insurance leads.

Exclusive insurance leads lead to higher conversion rates, and more closed deals. Supplying your team with even a few more insurance leads each month can give them the confidence to meet sales goals and retain them as employees.

Empower your team with emotional support and quality leads to meet your sales goals.

Tags: exclusive leads, insurance lead

6 Habits Successful Insurance Agents Swear By

Posted by Michelle McKinley on Fri, Dec 15, 2017

Fotolia_169806280_Subscription_Monthly_M.jpgTips from Successful Insurance Agents to Help You Grow

What makes some insurance agents successful and others not? Believe it or not habits have a lot to do with it. Minor adjustments to your routine, methodology and philosophies can dictate your activities and success.

Here are some habits that could help you succeed at insurance sales.


Take time to self-assess. Think about your week, month or day – but allow yourself time to reflect and decompress.

Surround Yourself with Successful Friends

It’s important to surround yourself with people that are headed in the direction you want to be headed in. Surrounding yourself with people who are motivated and passionate about the same things can help motivate and inspire you.

Stay Hungry

No, that doesn’t mean skip meals. Highly effective insurance agents are hungry for success. Life rewards those who take risks and take action. To win the insurance game you need to give it your all, and have no regrets.

Make Yourself Available

Insurance is a highly competitive market, so it’s important to leverage anything that can give you an edge on the competition. Consumers want and expect customer service. They also expect to receive attention when they want it, not when it’s necessarily convenient for you. Part of being a successful insurance agent means being available for clients. That could mean hiring a call center for after hours calls, text message communication or Facebook chat.


Successful insurance agents care about their clients. Rather than being a pushy sales person, successful agents listen and understand client needs. There are plenty of insurance companies focused on providing the cheapest insurance, and you may lose some clients to those competitors. However, good customer service goes along way when it comes to retention and cross-selling.

Buy Quality Insurance Leads

Buying insurance leads helps agents close more deals in less time. You could prospect your own leads, but that takes hours – and wastes days each month. By purchasing insurance leads, you reduce prospecting time – time that you could spend closing deals and providing customer service.

Parasol Leads generates high quality insurance leads. We sell auto, annuity, health, home and life insurance leads. Contact us today to learn more about our methods, and how we can help you grow in 2018.

Tags: Insurance agents, lead generation, insurance lead generation

3 Ways Insurance Lead Generation Companies Grow Sales

Posted by Michelle McKinley on Thu, Dec 14, 2017

Fotolia_171793093_Subscription_Monthly_M.jpgPartnering with an Insurance Lead Generation Company Reduces Waste and Increases Results

Part of running any successful business is reducing waste. Whether you’re battling wasted time, money or resources - waste reduces your ROI and inhibits growth. Insurance lead generation companies can help you achieve sales goals and reduce waste.

Here’s why more insurance agencies look to insurance lead generation companies for help.

Reduce Ad Waste

Advertising online takes a completely different skill set than most insurance agents possess. To achieve a positive ROI, and maximize conversions, marketers need to understand ad platforms inside and out. Only an experienced digital marketer can navigate settings, create custom audiences, write winning ad copy, and pick keywords that drive conversions.

Attempting to advertise yourself can lead to wasted time, resources and budget. The best insurance lead generation companies employ or work with talented digital marketers who know exactly how to target consumers already shopping for insurance. They know how to create winning campaigns that produce positive results. They can generate quality leads, while maintaining a positive ROI thanks to years of industry experience.

Reduce Prospecting Time

Prospecting is a timely exercise, especially if you don’t use marketing automation. Cold calling or emailing takes skill, and is hard to convert. Insurance lead generation companies provide warm leads that convert at a higher rate than leads generated through cold prospecting methods.

Quality leads from lead generation companies have been sourced by targeting consumers already searching for your products. They are further along the buyer journey, and therefore take less time to convert to sales.

Free Up Manpower

If an agent is responsible for marketing, prospecting and sales you limit their ability to sell. If most of their time is spent generating leads, when do they have time to close them? An insurance sales person should be able to focus on providing quality customer service and closing deals, not prospecting and cold calling or running marketing campaigns.

Let your insurance agents do what they do best, sell insurance. Working with an insurance lead generation company means gaining access to a steady stream of quality insurance leads. Companies like Parasol Leads generate leads that you can distribute to your agents. They receive leads, and work on closing them.

By reducing ad waste and prospecting time, and freeing agents to focus on sales you can grow business and ROI in 2018. Parasol Leads sells high quality leads at competitive rates that increase ROI. Contact us to learn more about our insurance lead generation methods, and how to become a lead buyer.

Tags: insurance lead generation, insurance lead generation companies

Annuity Insurance Career – What to Know Before You Start

Posted by Michelle McKinley on Wed, Dec 13, 2017

Fotolia_165892885_Subscription_Monthly_M.jpgWhat you need to know to succeed at annuity sales

Annuities is a growing market creating new opportunities for insurance agents, and those looking to get into insurance sales. Here’s what to consider before expanding your business or career into annuity insurance.

What is an annuity?

Before you launch an insurance career in annuities, you must understand what annuities are and how they work. Annuities are considered both insurance and investments because the client invests money while the carrier of the annuity guarantees payment of the annuity. As the client begins to take a payment from the invested funds, the annuity pays them a certain amount of income for the rest of their life.

Consumers are looking for ways to protect themselves from outliving their investments. Annuity insurance offers clients a tax-deferred investment, which many investors find attractive.

Why sell annuity insurance?

Many employers are shifting the responsibility of retirement savings to employees. As a result, more Americans need to invest their money in personal retirement. Many agents find selling annuity insurance rewarding, because they have a job that involves helping clients obtain financial security during retirement.

Selling annuity insurance can also pay well. The average commission for selling annuity insurance is around 7 percent. At that rate, an agent can make $7,000 by selling only one $100,000 annuity. Agents who choose to sell annuities choose to take up-front commissions, but residual commissions is often an option as well.

How to excel at selling annuity insurance?

Selling annuity insurance starts with good quality leads. Prospecting or cold calling leads takes time – time you could spend closing deals. Parasol Leads provides high quality annuity leads that convert at a higher rate that other lead generation companies. That’s because we run organic and paid marketing campaigns that target consumers already searching for annuity insurance.

Parasol Leads customers can purchase shared or exclusive annuity leads at competitive pricing. Quality is of the utmost importance to us, and our customers are our priority. You can learn more by reading Parasol Leads reviews left by our customers.

Exclusive annuity leads are purchased just one time, by you. Shared annuity leads can be bought by multiple buyers, which means you’ll need to compete for the sale, but can buy leads at a cheaper price. This is a good option for agents on a budget or just starting out.

How to get started as an annuity agent?

You’ll need to get an insurance license in order to sell annuities. Next, you’ll need to get contracted. There are two ways to get contracted to sell insurance – become a captive agent or work with a brokerage firm that has multiple carriers they represent. Next, sign up on ParasolLeads.com to start purchasing high quality annuity leads. You buy as many annuity leads as you need to reach your insurance sales goals.

Contact us today to learn more about our annuity leads, and how to become a buyer.

Tags: annuities, annuity leads, annuity insurance leads, annuity leads for agents

Annuity Leads Position You for Higher Sales

Posted by Michelle McKinley on Tue, Dec 12, 2017

Fotolia_164644623_Subscription_Monthly_M.jpgGet in front of consumers planning for their future with annuity leads.

As the baby-boomer population reaches senior status, the senior market will become the wealthiest and quickest growing segment of the U.S. economy. Americans continue to seek out ways to gain financial security, which explains why annuity sales are growing.

Buyers typically become interested in annuity insurance when they reach their mid-50s or 60s, and nearly all Baby Boomers fall into this range.

The growth of opportunities for insurance companies that sell annuities could continue for decades, as millions of adults, now entering their 40s and 50s aren’t far behind boomers.

Annuity Leads

Grow your business, and increase revenue by selling annuity insurance with the help of annuity leads. Parasol Leads sells annuity leads to agents and companies looking to expand into annuities without the overhead marketing cost.

We generate hundreds of annuity leads a day through a variety of marketing campaigns – paid and organic. We target consumers already searching for annuity insurance, and collect their information so that you can fulfill their need.

Contact us today to learn more about our shared and exclusive annuity leads and how we can help you grow your business in 2018.



Tags: annuity leads, annuity insurance leads, annuity leads for agents

The 4 Ls of Insurance Lead Generation

Posted by Michelle McKinley on Fri, Dec 01, 2017

How to Generate More Insurance Leads from Lead Generation Strategies

Audiences no longer want their attention bought, they want you to earn it. Insurance lead generation strategies need to be updated to better meet the needs of the insurance consumer. The first step to better insurance lead generation is to create compelling content. Insurance companies will need to use that content to convert website visitors to qualified leads.

Here are the four steps to better insurance lead generation.

Insurance Lead Capture

Statistics show that about 50 percent of your visitors won’t return to your site if you don’t capture some form of information from them. An email address is your primary goal, but your visitors aren’t always willing to up this information without receiving something in return.

For years, this meant adding call-to-action buttons, but those loud orange buttons have become synonymous with spam – leaving visitors reluctant to give up information. In the year to come you’ll need to mix up your inbound marketing strategy, and give before you expect to get. This begins with making sure every step of the marketing process is valuable to the user.

Insurance Lead Magnets

Most insurance marketers fail to fill the hole that exists between the traffic generation stage and the lead generation phase. The result is a lot of one-time visitors who avoid your attempts to capture their information, and never interact with your brand again.

Insurance lead magnets are tools that provide value to your website visitors in exchange for their contact information. The goal is to receive permission from visitors to follow up. Lead magnets can include training videos, free trials, webinars, ebooks, white papers, bonus tips or an interview with an expert.

By offering educational tools free-of-charge, you’re giving insurance prospects something of value in return for the ability to contact them with your offers.

Insurance Landing Page Conversion Techniques

One of the most important aspects of paid lead generation is your landing page. Landing pages should exist separately from your website, and are used to track success and improve performance of paid marketing campaigns. Landing pages should be designed with user experience in mind, be mobile optimized, have a strong call to action, offer content materials, and answer the searchers query.

Insurance Lead Generation Companies

Insurance lead generation isn’t easy, but insurance lead companies can help. The best insurance lead companies provide both shared and exclusive insurance leads. Parasol Leads is an insurance lead company that generates lead through both inbound and outbound marketing efforts.

Learn more about our insurance leads, and how you can become a buyer today.

Tags: insurance lead generation, insurance lead generation companies

Is it harder to generate life insurance leads or sell life insurance?

Posted by Michelle McKinley on Thu, Nov 16, 2017

Independent life insurance agents face many challenges, but which is harder – generating life insurance leads or selling life insurance?

Insurance sales success starts with having people to talk to, but to get to the next level those people need to be qualified. That’s where exclusive life insurance leads come in. Exclusive life insurance leads that are qualified convert at a higher rate, and drive better conversations for agents that lead to increased sales.

Generating good life insurance leads is a struggle for most agents, especially those just starting out. In the past, a life insurance agent who couldn’t master prospecting quickly had a slim chance of succeeding. Today, agents can look to insurance lead generation companies for lists of “ready to buy” prospects that convert at a higher rate than their cold-prospecting methods.

Cold emailing or calling is challenging for new life insurance agents. It also reduces productivity, and makes it difficult to hit sales goals. By buying exclusive life insurance leads, agents begin conversations further along the purchasing cycle.

Instead of having a cold conversation with a contact who may or may not be considering changing plans, insurance agents receive hot leads who are actively searching for better insurance rates. This makes it easier for life insurance agents to sell insurance, grow revenue and succeed.

Generating Exclusive Life Insurance Leads

Life insurance leads are difficult to generate, and don’t always come cheap. Methods of developing qualify life insurance leads include SEO, paid marketing, search engine marketing, social media advertising and direct advertising. Traditional, direct advertising efforts like TV spots, billboards and radio ads are difficult to track and quantify success.

Search engine optimization is a long game, that can be costly. It can take several months to years before a new website can rank for medium to high volume keywords due to competition for large brands. Paid advertising doesn’t come cheap, with AdWords CPCs at an all-time high. State Farm spends about $2.8 million on PPC ads alone, according to an SEMRush analysis – which doesn’t include their entire ad budget. This makes is nearly impossible for independent agents and small agencies to compete.

How You Can Access More Insurance Leads

In order to success in life insurance sales, you may need to pay-to-play. By buying exclusive life insurance leads you cut out a lot of the work in life insurance sales. Insurance lead companies like Parasol Leads, do the lead generation and prospecting work for you, so that you can spend your time selling life insurance. It’s pay-to-play, because agents must pay per exclusive life insurance lead, but you can save by purchasing shared leads instead.

Learn more about Parasol Leads, and how our exclusive life insurance leads could make the difference for your agency and your career in life insurance sales.


Tags: exclusive life insurance leads, life insurance leads

Aging Baby-Boomers Increase Demand for Annuity Leads

Posted by Michelle McKinley on Wed, Nov 15, 2017

The aging baby-boomer generation seeks security in annuities driving demand for annuity leads.

Baby-boomers are aging making the senior market the wealthiest and fastest-growing segment of our economy. Born 1946 – 1964, baby boomers were named for an uptick in the post-WWII birth rate. At the end of the first year of the baby boom, there were about 2.4 million baby boomers. By the last year of the baby boom, there were nearly 72.5 million of them. That number peaked in 1999, with 78.8 million US baby boomers including people who immigrated to the U.S. between 1946 and 1964.

About 10,000 baby boomers are reaching retirement every single day according to AARP. This is expected to continue into the 2030s. That is the main reason why Social Security and Medicare programs are in trouble in the coming decades.

The majority of baby boomers support their adult children, which has increased their need for financial security. About 59 percent of baby boomers who are parents financially supported their children ages 18 to 39, according to a survey from the National Endowment for Financial Education. This is due to multiple factors including the rising cost of college tuition and difficult job market.

Many baby boomers are not well-prepared for retirement. The median 401(k) balance of someone between the ages of 55 and 64 is $177,805 according to Vanguard. That translates to just $7,112 a year in retirement. In addition, 45 percent of baby boomers have no retirement at all.

Annuities for Baby Boomers

Annuities help build secure retirement income strategies for aging baby boomers.  The recent recession made Americans more cautious with their money. Baby boomers especially have re-evaluated their approach towards investing, according to Wealth Management.

Annuity insurance reduces dire financial retirement predictions for baby boomers. Forty percent of Americans will experience their most costly purchases in life-long term care during their retirement years. While many baby-boomers think they are covered by long term care insurance, only about 6 percent of the elderly have this type of coverage.

Women are more vulnerable to financial and emotional devastation from long term care needs, because they earn less and live longer than men. As caretakers, many women are forced to retire early or cutback on work to care for family members.

Annuity Leads

As boomers age without adequate funds for retirement, annuity insurance becomes more vital. It can fill the gap for those unprepared for retirement. Your clients and your agency stand to benefit from selling annuity insurance, but to do this you need annuity leads.

Parasol Leads generates thousands of high-quality annuity leads for clients across the country. We use highly targeted marketing efforts to reach boomers searching for annuity insurance, so our leads convert at a higher rate.

Contact us today to learn about our annuity leads, lead generation services and how we can help your insurance business grow.

Tags: annuities, annuity leads, annuity insurance leads, annuity leads for agents