You need valuable leads that convert because wasting time on leads that are duds costs you time and money. However, in order for your quality leads to actually pay off, there are a number of things that you need to know. Leads can be a boon or a bust. Know the difference before you invest marketing dollars.
The most important thing to remember is that leads are not guaranteed sales. You have to work them to turn them into sales. Sure, the leads may be the best you have ever seen and can’t believe your luck, but if they are not worked quickly and with due diligence, they are a bust. It boils down to the fact that there are a lot of online insurance shoppers who enjoy comparing prices and asking questions, but are not ready to buy — yet.
Until you spend time with your leads, and yes, that does include calling and getting a sense of where they are in regard to buying insurance, you do not know if they are potential conversions. But make sure to get on those leads fast. If you have purchased shared leads, prompt action is a must or you lose your chance to make a sale to another agent who got on the phone first.
If you purchased exclusive leads, you still need to act fast. There is a very small window of time open to you to get on the phone and call real-time leads. If the window of time you have is longer than 24 hours, your job is that much tougher. Letting exclusive leads sit is also a waste of time when you could be setting up appointments and making sales.
The longer you are in the business of selling insurance, the better you get at sensing when a potential customer is about to make a buying decision. If you are persistent but not a pain in the anatomy, then those leads can turn into a major boon.