Remember that your potential and existing customers have dreams, hopes and plans, just like you. Put yourself in their shoes and figure out what they would want to know, what they need to buy to protect their family and how to have financial security for them if something happened.
Listen to the dreams. Often therein lie clues to what people really want to accomplish in their lifetime, and how they want to look after their family or protect their own lives and health. Leads are human. They are not just numbers and names. If you are savvy enough to catch their dreams and discuss them with your lead and offer suggestions and solutions to difficulties they foresee now or later in life, you are likely to secure a very loyal customer.
What if a lead tries to lead you on and make you think they do want insurance of some kind and then disappears? It happens. You invest time and energy in talking to them, helping them, making suggestions that could make their lives easier or protect loved ones, and they just fold on you.
Move on. There are plenty of other leads that need a phone call. There are plenty of people that do want to talk and engage with you, are willing to listen to what you have to say and are interested in what you have to offer. It’s all part of being a good agent.