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Learn and Earn: Sales Process in Following Insurance Leads

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Learn and Earn: Sales Process in Following Insurance Leads

 

Following after an insurance lead isn’t fine art, but it requires a process that you need to adhere to in order that you have a high conversion rate. It’s basically sticking to what works and doing away with what is not. Sounds simple, yet it is one of the biggest challenges facing every insurance agent.

 

When properly documented, a sales process can substantially help insurance agents grow their business. A typical sales process consists of several steps:

 

First is prospecting. Here, you filter the leads you get from an insurance leads provider. You can categorize your leads according to their location, age, insurance requirement, etc. This is the stage where you separate the chaff from the grain.

 

Next comes your first contact with the lead. Plan ahead your script. Even before making the phone call, rehearse what you have to say and how you need to say it. This reduces the probability of a mistake and allows you to make a great first impression.

 

Then there’s the interview process. Here, you ask relevant questions to the lead so you get a clearer picture of what he wants in a policy. Take heed of the details of his requirements, as this can be useful later on when presenting him with an offer. Also, during this phase you need to guard against a boring back and forth because that might lead to inaccurate data and the lead losing interest.

 

Last in the sales process is the policy delivery and review. This is perhaps the most difficult part because you not only try to make the lead sign the insurance form, but make a lifetime client out of him as well. How do you do this? It takes practice and perseverance. As an insurance agent driven to succeed, a fool-proof sales process can be the sharpest tool in your shed.

 

 

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