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 if I sell to consumers directly and not to businesses? What platform would work for me?

The best platform for selling directly to consumers is Facebook. Those exclusive insurance leads you bought from benepath.net? Look them up on Facebook first to get a sense of who they are and their family background. This is an outstanding way to sell personal lines.

Set up a professional company page on Facebook and market online using the information you received from the leads you bought. Of course you would call a lead first and have a chat, not a sales pitch kind of chat, but the kind of conversation that tells a prospective client you are personable, approachable, know your stuff and offer good customer service. Follow-ups via Facebook are well worth time, plus you have the ability to send files and information if needed.

Also consider Google + and be consistent about posting relevant and informative material. Even though Google + numbers are lower than Facebook and there may be some overlap, there are still going to be potential customers on it that would be interested in what you have to offer.

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Social media marketing is here to stay

Like it or hate it, social media marketing is here to stay, and if you are marketing insurance, it is critical that you learn how to find your way around on social media platforms. That does not mean you need to know all the platforms out there, but it’s a smart marketer who chooses the most popular ones — LinkedIn, Twitter and Facebook.

You’re wondering what social media will do for you if you don’t have leads? First, you get the leads. Once you have a nice list of names and potential customers, you use social media to stay in touch with them.

Make sure to order exclusive insurance leads, ones that have been pre-screened, pre-vetted and come to you in real time. All the hard work is already done. You just need to work the lead as soon as it comes in. Exclusive leads tend to have a higher conversion rate than other shared leads, so it’s usually worth your while to spend more to make more.

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What if I sell to consumers directly and not to businesses? What platform would work for me?

The best platform for selling directly to consumers is Facebook. Those exclusive insurance leads you bought from benepath.net? Look them up on Facebook first to get a sense of who they are and their family background. This is an outstanding way to sell personal lines.

Set up a professional company page on Facebook and market online using the information you received from the leads you bought. Of course you would call a lead first and have a chat, not a sales pitch kind of chat, but the kind of conversation that tells a prospective client you are personable, approachable, know your stuff and offer good customer service. Follow-ups via Facebook are well worth time, plus you have the ability to send files and information if needed.

Also consider Google + and be consistent about posting relevant and informative material. Even though Google + numbers are lower than Facebook and there may be some overlap, there are still going to be potential customers on it that would be interested in what you have to offer.

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Social media marketing is here to stay

Like it or hate it, social media marketing is here to stay, and if you are marketing insurance, it is critical that you learn how to find your way around on social media platforms. That does not mean you need to know all the platforms out there, but it’s a smart marketer who chooses the most popular ones — LinkedIn, Twitter and Facebook.

You’re wondering what social media will do for you if you don’t have leads? First, you get the leads. Once you have a nice list of names and potential customers, you use social media to stay in touch with them.

Make sure to order exclusive insurance leads, ones that have been pre-screened, pre-vetted and come to you in real time. All the hard work is already done. You just need to work the lead as soon as it comes in. Exclusive leads tend to have a higher conversion rate than other shared leads, so it’s usually worth your while to spend more to make more.

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When It Comes to Insurance Leads, Be a Thought Leader

Sourcing insurance leads can be difficult. By being a thought leader and investigating reliable online lead generation companies is the smart way to market.

Sourcing reliable, convertible insurance leads is the bane of many insurance agents’ existence. Little time, low budgets, poor lead generation experiences, non-vetted leads and not working them promptly all have the potential to add up to failure, despite the best of intentions.

If you run your own insurance agency, you realize you cannot do everything for everyone and teach them how to make a mile in sales if you have other obligations you need to tend to on a daily basis. Retaining customers is just as important as finding new ones. How to handle all the tasks you need to accomplish?
Thought leaders know the intrinsic value of webinars for staff and have seen policy sales hike up exponentially.

A good webinar can showcase your expertise and that of others, demonstrating the ways of sourcing and working insurance leads. You don’t have to keep it totally in-house and only feature staff. Expand your knowledge base and partner with other agents with a unique specialty. Call the lead generation company to provide a speaker to explain what they do. Have speakers from carrier partners. Find other insurance companies with killer internal marketing teams to share their expertise.

The marketing possibilities are endless. It just takes some creativity to think about how to approach the problem of marketing from outside the usual sandbox. If the foundation of your marketing strategy is to only buy exclusive insurance leads, this needs to be conveyed clearly to other staff that are also in a position to market directly to potential customers.

If you do not have a comprehensive list of prospects, now is the time to build one. Ensure the list is high quality and has the potential for a high conversion rate. Combine educational and useful webinars with professional social media and email marketing campaigns to round out your agency’s successful marketing strategy. Work diligently with all leads garnered and strive to better the lives of every lead contacted, leading to conversion.

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It Is What is Done with the Insurance Lead that Truly Counts

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 article, you likely know what an insurance lead is — a real-time (hopefully) lead from a lead generation company like benepath.net that knows what they are doing and stands behind their leads.

How do you work an insurance lead? That is up to the individual agent, but in general, an agent needs to be on top of real time leads by having an in-depth knowledge of his or her products, being ready to book appointments as soon as possible, having everything at their fingertips and being customer service oriented.

Keep in mind that just because you buy exclusive insurance leads of any type they are not necessarily a guaranteed sale. Often people express an interest in something but may not purchase anything until they have had the chance to fully consider it. They may be just checking out what insurance is available and do not see themselves buying anything — yet.

Can you tell if they are serious? Usually you can, and once you weed out the serious ones from those who used their dog’s name as a contact, you can follow up with them accordingly. Put in the time to do the work, even if it is for the long haul. And usually, your hard work does pay off.

Over the period of time you are keeping in touch with a serious lead, you are building a relationship. That is the key to marketing insurance — the personal relationships built put potential customers at ease, and once they know you better, your chances of closing a sale are much higher. Now and then you get a close by making one phone call. Do not count on that happening all the time. Just be prepared to do the work and watch those leads convert.

One thing to be aware of when contacting pre-screened leads bought from a lead generation company is that they are only as good as their potential. It is up to the agent to seek that potential and work with it, or determine that the potential is actually not there and move on to another lead. Experience working leads provides a sharp insurance agent with the ability to determine which leads are viable and which are not. The ones with potential are the ones to work vigorously.

Occasionally, you may run across leads that have been inundated with calls from insurance agents from what seems like every city in the U.S. That happens, but it happens a whole lot less if you choose to buy exclusive insurance leads. Shared leads are usually not worth the time and trouble, not to mention not really worth what you paid for them.

While you are working your leads, make sure to always find out what each person you speak to wants to achieve for themselves. Coverage to protect their family? Final expenses in case something happens to them? Coverage for their children. Find out what they want. Know exactly what to offer them. Keep on providing what they need. The conversion usually follows.

Market like you mean it. Work leads like they are gold. Treat people with respect and dignity. Always have answers to questions or be able to find them fast. That is your key to success — helped along by a good lead.

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Know What You Want Before You Order Insurance Leads from a Lead Generation Company

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 agency is easy. Knowing what to order, how many, where and what kind is trickier. Growing an insurance agency takes hard work and dedication. Why mess up your chances at success by ordering leads blindly?

In reality, you do need leads, but where you choose to get them is entirely up to you. Having said that, consider this one important advantage before you try to chase leads on your own or order shared insurance leads.

The leads you chase have not been pre-screened or pre-qualified, so even if they are friends or family, you do not have any idea if they are going to convert. Friends may. Family may. However, there are no guarantees in life.

The same observation is applicable with shared leads from a lead generation company. A potential customer may convert, but chances are low because you are merely one of about seven, or more, agents calling a lead. Wouldn’t it be easier, less time-consuming and more economical to buy exclusive insurance leads that you know will convert, so long as you work them diligently?

If you spend what it takes to make money and carefully select your criteria for ordering quality, relevant leads, you can have the world by the tail. Filter your leads first on paper. To whom do you want to market? What are you marketing? Are you marketing multiple products or one specific product, like Medicare supplement leads? What demographics do you want to target? Where do you want to market your products? How many leads do you want daily, weekly or monthly?

There are other considerations as well. For example, what happens if you get a dud lead? Does the lead generation company you are working with replace that lead? It is important to know, because you are paying for those leads. But more importantly, be aware that not every agent likes the same method of marketing, the same lead generation company or even using the same kinds of leads that another agent does. Some may like aged leads and find they have great success with them. Others prefer real-time leads and make very good money by working them as they come in.

Each to one’s own, but before you know what is your own, do your homework.

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Learn the Difference Between Good and Bad Insurance Leads

Not all insurance leads are created equal. Knowing how to spot the differences can be the key to saving time and money.

About the only way to build a truly successful insurance agency is to convert a continuous stream of leads into customers. Expanding business, and doing it in a cost-effective and efficient manner, is a top priority in an environment where cold calling and chasing relatives is no longer sufficient.

There are a number of ways to source leads, but which are the good, bad and ugly? Where does one go to buy leads that, if worked diligently, do convert?

The main way to ensure that leads are solid and won’t amount to merely chasing people that six other agents have already called is to buy them from an industry leader in lead generation, such as benepath.net. Working with a trusted source eliminates bad leads, recycled leads and fake leads.

Today’s world is a fast-paced, hectic milieu, so time is of the essence when connecting with a potential lead and beginning the process of conversion. Instead of chewed up leads that cost a lot and offer no return on an investment, it is shrewder to opt for exclusive insurance leads, ones that definitely have the potential to pay off. The exclusive leads come only to one agent, in real time, and if worked as soon as they arrive, can create a sales record that will be the envy of the office by the end of the month.

For precision and accuracy within an acceptable narrow parameter, one should deal only with a lead generation company that has been in the business for years, verifies its leads, pre-screens them and ensures the customer gets them as fast as they arrive. In other words, one should deal with a company that only collects leads who are serious about needing insurance.

Sign up for leads from a lead generation company that offers productive real-time leads, not old and cold leads. Marketing industry experts have estimated that the value of a lead drops dramatically after two days. The caller may lose interest in buying a policy or they might buy coverage from another provider. With real-time leads, an insurance agent can call a client almost the instant they complete the online lead form and well before they lose interest.

Being on top of virtual leads instantly is a proven method of strengthening a sales record.
Investing in a lead generation company that offers a wide variety of filters to cull out “iffy” leads is a good indicator that the company understands the value of time in an industry with none to spare. Filtering directly targets clients that are likely to buy a policy and removes leads that are not worth working (e.g. leads with pre-existing conditions).

Though filters are not usually free, they are worth their weight in gold, helping to select the best possible potential customers genuinely interested in the offered policies. For qualified leads that are ready to go, an insurance agent’s best bet is a lead generation.

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Exclusive insurance leads are aces in the hole for competitive agents

Sourcing insurance leads is the job insurance agents love to hate. They know there are various ways to do it, but do not find many of them all that appealing. They take too much time and effort and do not always pay off. There is nothing as frustrating as getting a free lead and having it not pan out. It could mean up to an hour of on-the-phone time that does not pay for itself because there was no sale.

Marketing dollars need to be invested in a smart way. The smartest method is to buy exclusive insurance leads from a lead generation company like Benepath.net. They stand behind all of their leads and if you get a dud, speak up. Exclusive leads with Benepath are precisely that, they only go directly to your inbox. Smart marketing means being successful. Why not contact Benepath.net today?

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