Benepath Agent Success Series Webinar – Calling Like a Professional

How do your phone communication skills size up according to your clients? Closing sales for insurance agents on the phone is hard enough, but if your phone call delivery is lacking in even one aspect, your efforts could be . We at Benepath want to help ensure your phone calls are as effective as possible, for this reason we are thrilled to announce our first Agent Success Series Webinar.

In this 30 minute webinar hosted by Benepath President, Clelland Green, and Revity Sales Consulting Partner, Morgan Smith, we will coach you in effectively calling your consumer leads to make the most of every second on the phone with them. Clelland and Morgan get right to the point, coaching you topics including:

  • The importance of tone throughout your call
  • Effective messaging to guide a consumer into a sale
  • Proper contact etiquette

We also give you the ability to ask your specific questions to the professionals that will be answered at the end of the webinar!

Sign up here.

Generating Leads Using a Script, in Your Own Voice

In the insurance sales industry, obtaining potential leads is only the initial step. To generate business for your agency you have to chose the best leads and call. That phone call will be what determines if you have gained new clients.

The matter of choosing leads that work for you and your marketing program is strictly up to you. It all comes down to how you say and how you come off to those perspective leads. If you are knowledgeable, persuasive and attentive, you will have not problem in gaining new customers.

However, before rushing to the phone to call leads, regardless of how experienced you are, take the time to write a script. It is important for you to sound approachable and comfortable when contacting leads. After all nothing puts people off like a canned, awkward script being read by an insurance agent. Use your own words. Remember you are marketing not just a product, but yourself.

When contacting leads, it is all about good customer service. On the one hand, having a planned script will help you guide the conversation towards that conversion. On the other hand, you need to be able to think fast and provide knowledgeable responses to impromptu questions.



While people know they need insurance, many are reluctant to make that purchase. If the lead feels pushed you may lose them. Therefore, it is important for you to be conversational and ask them what concerns them the most and what questions to they have. Put the person at ease. Learn about them before you slide into your sales pitch.

Long follow-up time leads to customer dissatisfaction and sale decreases

Marketing today is as much about keeping existing customers as it is about attracting new ones. If customers have a good experience using your product or service, they are more likely to spread the word.

When those new leads call you, you need to be readily available. While it is true that some days are frantically busy, the truth is that leads can not wait. Timely contact with a person asking for insurance information is key in finalizing sales.

In fact, research has found that customers view the appropriate phone call wait time to be three minutes. When it comes to email, most customers expect a response within one business day. However, in the current technology boom, customers are expecting email response time to be even shorter.

You need to keep track of all the communication outlets and be ready to answer questions, offer solutions and address any problems. Keeping real time leads waiting is not a good idea, because if you wait long enough you may lose the advantage of calling when potential insurance buyers are actively asking for information.

Always work leads first to achieve long-term success in the form of happy and loyal customers.


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