Selling

Leads in the insurance business are gold, provided they are worked properly and with due diligence. However, it is best to remember that the lead itself does not count as much as what the insurance agent does with it. What is an insurance lead and how do you work it? If you are reading this…

Why buy health insurance leads when you could generate your own? Good question. But look before you leap. Online marketers always make out that there is a huge secret to marketing online. That’s actually a whole lot of hooey. Marketing online takes work, good leads and dedication — period. That’s no secret. But what about…

Very few people want to sit down with an insurance agent, or anyone else for that matter, and talk about death. However, one of the greatest concerns people have is having enough money for final expenses. Funerals are far more expensive than many people realize, and many also do not understand that their total costs…

To order insurance leads when you have no idea what you want is inviting a marketing disaster. If you go in blind and order whatever sounds good or the deal of the day, you are apt to end up with garbage leads and less money in your marketing budget. Ordering insurance leads to build your…

If you spend all day providing quotes but at the end of the week have nothing to show for it other than several messages indicating that people are not ready to buy yet, your commissions are suffering. Get smart. Many new insurance agents feel that in order to get leads, they need to be on…

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…

Remember a lead looking for insurance is looking for something in particular. You need to find out what that something is to be of service to them. Are they looking for financial security for their family if something happens to them? Do they want death benefits? Term insurance? Insurance for their children? Medicare supplements? Enrolment…

If you are trying to qualify leads on your own, be prepared for a lot of grief. While the lead may look and sound solid, it still holds the potential to go up in flames. You have to be aware of that and be able to make a decision to move on. It is vitally…

Just because you got a good lead and called and got the person on the phone does not mean they are automatically going to get out a credit card and buy a policy. The thing to remember with sales, and that includes in-person sales, on-the-phone sales and online sales, is that people want to know…

Be wary of customers who say they are ready to buy insurance, but when push comes to shove, they have every reason on earth not to buy. Yes, it’s true, there are potential buyers that are not going to become buyers. The trick is to be able to distinguish between a “We are not ready…

Almost every insurance agent in the business has, at one time or another, tried to source leads on his or her own. Some succeed. Most do not unless they opt to buy leads from a lead generation company. Sure, some lead generation companies have terrible reputations and if you buy leads from them, expect the…

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…

Stranger things have happened, and sometimes sales do happen as soon as you call a lead or send them information they asked to receive. They may have been deciding over the course of months, or even years, that yes, they really do need insurance; and once that decision is made, they buy what they need.…

Once you start getting conversions from quality leads from on a lead generation company, it becomes addictive — just like a bowl of chips with the Sunday afternoon game. You want more. You want it to happen faster. You want to make your money and build a good customer base. That is all good. Just…

We have all done this at one time or another. Called someone, maybe left a message and then did not follow up the call if we did not hear back from the person. In sales, that could lose you a customer. People have lives and you never know what is going on in them. Be…

Rejection is something we all fear on many levels. But if you sell insurance for a living, rejection is something you should get used to. You may not like it, but it comes with the territory. And here is another thing to remember. Rejection may not mean they never want insurance. It may mean they…

Got some hot leads in your inbox? Do not let them sit. Start working them right away because they are delivered in real time. That old saying that time is of the essence is never more true that when it comes to sales — any kind of sales — but more particularly, insurance sales. Selling…

This is especially true when you first get started in the business of selling insurance. There is so much to do and accomplish that many new agents, and even seasoned ones, jump into something without really looking at the whole picture. Without planning and setting defined goals, you fail. It is as simple as that.…