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Leads Management Basics: Attract, Convert, Manage

Insurance Sales  

Leads Management Basics: Attract, Convert, Manage

 

Turning leads into sales is the most challenging part of the insurance business. As any agent should know, not all leads convert all the time. It could get frustrating. But that is not a reason to stop chasing after leads. You need to manage them efficiently, and build a system that you could guide you through the sales process. Here’s a few ideas to get you started:

 

Attract Leads – First impressions last. On your initial contact with the leads, make sure to leave a lasting impression that they are dealing with a professional. Keep the initial contact curt. You wouldn’t want to bombard the lead with too much information all at once. Also, keep it informative to yourself, not the other way around. You need to know thoroughly what the lead wants in insurance, in order for you to offer him a quote that fits his circumstances.

 

Convert Leads - Keep your leads updated on your new products, promos, and other offers. It is important to build rapport with the leads, especially with those still on the fence but nearing a decision. You wouldn’t have to do any hard-selling. These are customers who intend to get insured by signing up for a quote. Build a meaningful relationship with them and make sure that when they are ready to buy, they remember you favourably.

 

Manage Leads Keep your leads happy with their products and their relationship with you. Make them your lifetime customers. It is common practice among insurance policyholders to review their insurance packages annually. So if you got them to buy now, there is no real guarantee that they would buy from you next year – unless you take care of them. And take care of them you should. Do the math: it is always cheaper and more profitable to sell to existing customers than find new ones.

 

 

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