Why You Should Consider Live Transfer Calls

When you choose to go with live transfers, or warm transfers, you’ll get connected directly to exclusive leads seeking insurance quotes and help. Live transfer calls are typically more expensive than traditional leads, but they’re worth it: using these leads will save you time and increase your chances of signing clients. Working with Benepath will help you further increase the number of clients that you sign, because we have a process that generates real-time exclusive leads who you will have no trouble getting in contact with.

womans hands on a laptop keyboard
Consumers fill out an online form for insurance and when they submit it, it is directly sent to an agent.

How Live Transfers Work

Live transfers are simple. Consumers on the hunt for insurance find our page, enter their zip code, and fill out our interest form. Once they do this, we immediately get the lead on the line and transfer them to you; we will also send their info to you via text, email, and will even link it to your CRM! This way, if you miss the call, you will have their information and can call them back. Being connected directly to a lead who is actively searching for insurance greatly increases the chance that you’ll make a sale. 

Benepath offers agents sales-boosting tools that other companies do not. In addition to providing real-time exclusive leads, we also create a custom “thank you” page for you. This means that each lead who we transfer you to will know your name, business, and biography immediately upon completing their interest form. They’ll have seen your face and learned a little bit about you before they even speak to you, and so will feel comfortable with you right from the start.

Benefits Of Live Transfer Leads

illustration of a hand in a suit holding the middle of two balls, one with clock and the other with money.
Using transfer leads will save you time and money!

Save Time

Instead of searching for your own leads or getting the runaround with online insurance leads, live transfer calls allow you to immediately get in contact with the lead. These types of leads guarantee that there will be a lead who is ready to  to speak with you, so you won’t need to waste time  playing phone tag, sending emails back and forth, and chasing down leads. Instead, you’ll have  more time to speak to more leads and make more sales.

Guaranteed Interest

In order to secure a sale, it is important to contact a lead as soon as possible. With live transfer leads, you will automatically be connected to a lead as soon as they express an interest in speaking with an agent. With an online lead you just get the name and phone number of someone who has expressed interest in insurance, but with a live transfer call you’ll be given a lead who is prepared to speak to you and is ready to sign up. This will help you to strike while the iron is hot!

You Know What You’re Getting

Receiving a lot of leads is not all that beneficial to you if those leads aren’t qualified. With live transfers you know exactly what you’re getting; the interested party has already gone through the qualification process before their information is passed on to you. They have also already filled out an interest form so you know exactly what they’re looking for. This will save you from having to filter through individuals who don’t qualify for the insurance options you have to offer.

They’re Exclusive

silhouette of two men with a caucasian hand in the middle drawing red line with arrows on the ends

A live transfer call is 100% exclusive because it is transferred to one and only one agent. These leads are never transferred to another agent or marketed again. Unlike many other companies that  sell insurance leads over and over again, Benepath will never share your lead with another agent.

Why Use Benepath?

Working with Benepath means you’ll be able to free up more of your time and increase your sales. We offer you real-time exclusive leads who are warmed up and ready to purchase an insurance plan. You will just have to provide us with the days and times that you are available so that we can send you live transfer calls during your specific hours. In short, we do all the work for you, finding you pre-qualified leads and simply passing them off to you to make the sale. Benepath will  provide you with better tools, more guidance, unsurpassed sales training, and techniques from the most successful agents and trainers in the industry, not to mention the best leads available!

Selling to seniors via video conferencing

The unaddressed truth behind Covid-19 is that until we get a vaccine, those of us who have an increased risk of serious health problems are going to need to remain socially distant even after the spike subsides.  While a therapy for the virus could be found as early as June, a vaccine is much further away, with most experts looking at the end of 2020.

Adjusting to the times

For a variety of reasons, many of you prefer to sell face to face, and right now you can’t, for the safety of yourself and your clients.

You are left with one of three choices:

  • Stop selling
  • Sell over the phone
  • Sell over video

Why Video Conferencing

Seniors are not as tech-illiterate as many people think.  In a study done by Amwell Health Solutions, data showed that 45% of American seniors have participated in video calls using FaceTime, Skype, and/or Google Hangout.  Some seniors are even catching up to the new Zoom movement, using it to talk to their family and friends.

73% of seniors claim that faster health related services, such as insurance consultation, are the driving reason for their willingness to use video conferencing.  Seniors have the will to participate, you just have to add this to your toolkit.

While calling could get the job done, you are missing an important layer – the visual cues.  With phone calls we miss 50% of the conversation because you can’t see how the person you are talking to is responding.  Video conferencing eliminates that limitation.

How do you do it?

So, how do you get seniors on the screen, not just on the phone?  The first secret is that you have to make it easy.  Best practice is to just have them click on a link you emailed them.  You’ll probably need to include instructions on how to find the link, but the more simple you make the process, the more success you will have.

Ask the senior if they have used to using Hangouts, FaceTime or Skype.  These popular systems are the most common, and you should adapt to their preferences.  By adapting to their preference, the success rate of your calls will be significantly higher.  While this may involve more flexibility on your end, it will undoubtedly benefit you in the long run.

The question “why you are taking meetings this way?” will come up, and be honest with them. Tell them it is to keep them safe in today’s environment.  This expresses that you care about them as a person, not just a client, helping your overall rapport.

In conclusion

By incorporating live video into your sales process you’ll be able to:

  • See your customer’s visual cues
  • Share and go over your quality presentation materials
  • Build a deeper relationship with your customer
  • Make more sales!

And if you need help matching with Medicare insurance prospects, don’t hesitate to give us a call at 866-368-0377.

What insurance agents need to know during the COVID-19 pandemic

It’s going to be the buzz word of the century.  COVID-19, The Coronavirus, The pandemic.  Right now, it has the world’s economy in shambles and people are fearing for loved ones’ well-being.  It will go down as the great interruption of the 21st century.

With schools shut down and businesses operating remotely, any sense of normalcy is all but forgotten.  Along with personal lives, this same impact is being felt in industries across the country.  The insurance industry is no exception to this, and what insurance agents need to know during the COVID-19 pandemic needs to be laid out.

As a lead company that runs marketing campaigns nationwide, we have experienced the digital impact of this virus first hand.  We have generated leads digitally for over 10 years in numerous verticals including Medicare supplement, individual health, commercial, and group health.  We are seeing wild disruptions in how consumers typically interact with insurance agents in every one of these verticals.

However, we are discovering trends that could help agents maximize sales during this turbulent time. Your adaptation to these discoveries and use of available tools will make the difference.

The impact in numbers

The signs are all around us.  At the time of writing this, there has been a 36% drop in the US stock market in a span of 5 weeks.  Video streaming rates are so high that some companies are decreasing quality by 25% to save bandwidth.  And in some cities, maximum capacity of patients and exhausted resources have become a reality for healthcare workers.

Insurance agent adapting working from home

These extreme statistics are a reality for the entire country.  Granted, most are not as severe as those surrounding the medical industry.  However, the impact is still considerable.

In the insurance industry, we know that variability in traffic is inevitable.  Even when there isn’t a pandemic, our average variability is 3% from day-to-day.  Since the COVID-19 pandemic has settled in the United States, we at Benepath have seen as much as a 33% variability in impressions and traffic.  An 11x difference.  Through discussions with the competitors in the insurance space whom we have a relationship with, we discovered this variability has been universal.

What’s startling is we do this professionally, we specialize in it, can you imagine what the impact is for agents who try to do this on their own?

What does this mean for agents?

Here are the top 3 topics of conversations our sales team and customer service staff is having with clients:

  • Closed offices
  • Need for supplemental traffic
  • Market uncertainty

We’ve seen call centers close their doors temporarily and large agencies having to adapt their standard procedures.  While a frightening reality for some workers, this is an opportunity for agents around the nation capable of working from home.

With call centers closed and large agencies’ productivity slowing, fulfillment opportunities now move in the direction of independent agents and smaller agencies to field the demand for insurance.  In short; while your personal life may be experiencing disruptions, your sales trajectory doesn’t have to.

However, for agents who typically operate out of an office serving clients face-to-face or visiting their clients’ homes, adjustments have to be made.  The question is how do you get “in front” of these potential clients.  Social media and advertising are great ways to do this normally, but like previously stated, nontraditional consumer behavior creates a unique set of challenges in the current sales environment.

Board that read "Things To Do: 1) Own Today 2) *left empty* 3) *left empty*

 

So what can you do?

It’s time to think from a perspective of how your clients are spending their time.  Because consumers are forced to minimize typical life distractions, consumerism is in a cycle unique cycle compared to standard trends.

To start, adopt new technologies.  With the common availability of video chat systems like Zoom, BlueJeans, Skype, FaceTime and so many more, the option of getting “in front” of your client doesn’t have to stop because you can’t be there in person.  You can even utilize social media messengers, texting, and personalized video presentations to get your message in your customers hands.

Now may also be the time to work with a digitally focused lead company like ourselves.  Companies who have been adapting to this unique set of challenges from the beginning have a leg up compared to most smaller marketing teams or general marketing agencies.  At Benepath, we understand where insurance consumers are going to get their insurance coverage needs fulfilled.  Because of this, we have started to field a surge in consumers turning to online means to do so.

Another option is to express your availability to your network Insurance agent video chatting with client on computerof clients and offer incentives for referrals.  Your clients are on the phone and engaging through social media with their family, friends, and business acquaintances more often during this period.  If you can secure head space in those clients, the likelihood of a referral if the topic of insurance comes up increases.

Lastly, make yourself available.  Consumers will have new questions, new concerns, and uncertainties about their coverage.  The more effectively you defuse their anxieties, the more likely you are to develop a relationship with them that will outlast this pandemic.  That directly lends itself to sales down the road.

Resources to help you

We pride ourselves in our motto; Together we succeed.  We stand behind this now more than ever.  As a community, an industry, country, and part of our interdependent world, we need to support one another.  To play our part, we compiled these tools and articles to assist you in these trying times.

  • Benepath agent guide download sample imageAgent Lead Calculator – This tool allows an agent to quickly calculate how many new clients they need in order to achieve their goals (or needs in these circumstances).
  • Agent Guide – This guide lays out disposition data that agents we partner with have reported back to us.  Based on best practices and compiled data, we present our findings to help you succeed with your insurance leads.
  • Best Places to Find Online Classes – We compiled a non-bias list of online sources to find classes in skills you want to learn or improve.  This may be the perfect tool to help you adapt to the current conditions.
  • Harnessing the Power of Referrals – As discussed above, we believe that the power of referrals could benefit you greatly during this time.  In this blog post, we discuss best practices for gaining referrals through your network.
  • Maximize Productivity – Have you heard of Covey’s 4 Quadrant Theory? It’s a simple process to maximize the productivity of your time.  Successful professionals across all industries use it to organize their personal and professional lives.  It’s time to apply it to yours.
  • Outbound Sales Cadence Insights – Every agent has developed cadences that work for them, but could they work better is the question you should be asking.  We recently developed this guide to help audit your sales cadence and provide you with tips to implement better ones.

We are here to help

This compilation is just a sample of the beneficial tools and documents we create for insurance agents.

We are confident that you can make it through this.  If you are in need of a partner to help drive profitability or just want to talk about the benefits we can provide to your business, contact us at the number above or fill out the form on the side bar.  Together we can help you achieve your goals.

Together we succeed.

PSA:  Listen to the CDC and WHO, and for the safety of the nurses, doctors, elderly, and immunocompromised.  Lets work together on eradicating this disease.

 

How to Sell Health Insurance to 26 Year Olds

When it comes to selling health insurance, there is a niche, often overlooked group that requires a different approach than your average 30-year-old looking to purchase a family plan – the 26 year-olds.  

The reason selling insurance to this age group should be handled differently is because, similar to any specified target customer, the needs and wants someone is their mid-20s has are unique.  They’re purchasing insurance for themselves for the first time, most likely because the lifespan on their parents’ plans has come to an end. 

To help you take on this group, we’ve compiled three key tips to provide agents with some insight on the purchasing behaviors to keep an eye out for when encountering a young adult:

Flexibility

Perhaps one of the primary behaviors of a young adult is a “no-commitment” mentality.  Many of these individuals, if single, are not looking to sign off on anything that is permanent.  Just look at the recent stats from the U.S. Census Bureau – the average age of first marriage for women in 2017 was 27.4 years. For men, it’s slightly older at 29.5 years.  At 26, it would be fair to anticipate that flexibility is appealing. 

Unlike long-term plans, short term health insurance provides fast, flexible insurance with many benefits. These plans can be extended up to 3 years, and you can pick your deductible amount from many options. You are also able to drop coverage without a penalty if you want to change to a long term insurance option. Premiums are lower than ACA health insurance plans, and you get coverage as soon as a day after applying. We’d recommend, in addition to providing information on long-term plans, you emphasize flexible short-plans if a 26-year-old sounds hesitant to commit to a purchase.

Partnership

Key trait of the 26 year-olds: they’re online.  Shopping, of any essence, is typically done via computer, phone, table, iPod, etc. This generation is used to one-click Amazon Prime purchases.  As the professional agent, it’s your job to make insurance shopping the same. 

Comparison shopping, which any experienced shopper is familiar with, takes up a significant amount of valuable time.  Being the insurance agent, you become the one-stop Amazon Prime Insurance stop. By offering your guidance and comparison of plans – you’re doing the difficult work for them.  Prove your expertise by doing proper research to give them a well-rounded analysis of plans, prices, premiums, and more.  

In this customer scenario, you are, above all, their teammate. Help them to decide on their preferences. Preferences that a first time shopper does not even know they have. If you can help the average young adult find a quality plan that checks off their boxes, you’ve done your job. Remember: you are there to inform and support them in their selection, regardless of what it may be.

The Overall Price of the Plan

If an individual is a 20-something, as mentioned, they are more likely to be single and childless – but that doesn’t mean they will stay that way. Life events are approaching.  Marriage, children, mortgages, retirement plans, etc.  

Short term plans are certainly cost friendly.  However, the downside of waiting to buy a long-term plan is that they might face higher premiums.  Emphasize this to your customer; good deals are attractive to a young professional transitioning into “adult” mode.

Keep in mind that health insurance will not be the only major purchase a 26 year-old be thinking about.  These life events are cost sensitive, so for a mid-twenties individual who may be in the early stages of a career, it is not far off to assume the plan should fit a specific budget.  Be prepared to provide quality plans at a low cost, especially if the customer sounds concerned about a serious purchase such as this.

You’re The Pro

When establishing rapport with a 26 year-old, you must take into consideration the amount of money they are willing to pay, the coverage they are looking for, the premiums offered, and the term length of the plan.  If the individual does not have an opinion on any of these answers, be sure to guide them with explanations.  

While you are doing your best to sell a plan, your primary approach should be to educate the customer.  You are the professional. Create a culture of Q&A between yourself and your client. If you do this successfully, you will establish yourself as an expert in what you do.  Your clients will take notice and refer you to more potential clients, and you will quickly become the go-to for guidance in your network of customers. If you put building trust within your community first – the sales will follow close behind you.

The True Value of an Insurance Lead

As and agent, your bottom line is one of the most important performance indicators to your business, but are you considering all the factors?

In the lead business, we often hear a lot about agents return on investment (ROI) or their cost per acquisition (CPA). Though our communications, we discovered something that most agents don’t realize when it comes to calculating ROI; the need to measure renewals. 

As part of ROI, initial commission is often not the only commission is you will receive from that lead. Granted, not every consumer will resign come the following year, but a considerable number will. The question is, how can you maximize the value of a lead on a more consistent basis?

Our recent survey has highlighted a potential answer to this question: Selling multiple products. 80.8% of agents sell multiple products as part of their business, and most of those agents are 8+ years in the business! By selling multiple products, you offer your clients the possibility to be a one stop shop for their insurance needs.

By doing this as part of your business, every lead’s value increases significantly as they go from initially needing health insurance to needing life insurance down the road, or needing medicare insurance but wants to add final expense a few years later.

Longevity and renewals are all in the name of the game when it comes to selling insurance, and the leads are not just worth their initial value, they hold value for years. Think about that next time you are calculating the value of a lead.

Google Ads Daily Trends

 

At Benepath, we pride ourselves in our search engine marketing (SEM) efforts for providing our agents quality leads that convert for their business. For every vertical, buying trends differ in how consumers interact with vendors. In the insurance vertical, we have found that our consumers, which are those shopping for insurance coverage, are most likely to complete search queries on Mondays and Tuesdays, with searches waning through the end of Friday.

By taking into consideration the intent of consumers on different days and at different times of the day, we are able to dial in the quality of our SEM leads. One strategy we pursue in this effort is focusing our budget heavily on Monday thru Friday searches because of the demand for real-time leads during work days by agents using our lead programs.

Our goal is to continuously gather a variety of quality leads through search engines and other qualified sources to provide agents with leads that convert. While conversions ultimately depend on an agent’s performance and nurturing of a lead, we strive to provide exclusive leads that proved to have true intent to buy insurance from an agent. We do our best to help you and your business perform efficiently, because at Benepath we truly believe that together, we succeed.

Lead Types

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