This tip doesn’t always go over well with busy health insurance agents who don’t always have time to double back and re-connect with leads that did not want to buy. However, it is vital that you do not forget to follow up for the very simple reason that a “No,” does not always mean “never.” It may also mean “not right now,” and you won’t know that unless you make an effort to follow up with your leads.
This doesn’t mean bugging them continuously. It means sending some good information on Medicare or Medigap plans, or group health insurance, asking them questions about what they would like to see in an insurance policy and genuinely listening when you get an answer and take the time to find them a policy that may suit their needs.
There are also situations where a business owner or other potential buyer contacts you and asks for information. While it’s good that they contacted you, it may also mean they do not have the time to reconnect later. Don’t lose a good lead by not checking back in with them to answer questions or offer alternatives.
The longer you leave your follow up calls the easier it is for another insurance agent to step in and snag a sale. The competition is tough out there. Make the most of every single contact/lead that you have. It pays off at the end of the day.
