The beginners guide to leads

If you are at the beginning of your insurance sales career or a new employee looking for a review, here are some tips on obtaining leads.

Working with leads to sell insurance is as much about the product as it is about you. Remember that you are the most important factor in successfully getting leads. Of course there is no one way to obtain leads, every agent will have their own approach.

However, be sure to try many different ways to see what would work the best for your sales style. For instance, perhaps you would like to try cold leads, shared leads, leads from a certain area of the country only, leads in a defined age range or leads with small children.

Before calling leads, ask the following questions: How do I determine what my leads need, where do I buy the best leads? what to I ask for and how many leads do I ask for, how do I work the leads and how should I follow up?

After obtaining leads, regardless of what type of lead you choose to work with, the way to work them all is similar. It takes some personal and interpersonal skill building for an agent to be successful. When working with leads make sure to demonstrate the following:

  • Persistence
  • Diligence
  • Attention to detail
  • Knowledge of product
  • Patience
  • Humor and personality
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    Once you get into the rhythm of working with leads and practice your interpersonal skills, you will find that the goal of locking down leads will become easier and more attainable.

    Lead Types

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