4 Insurance Sales Musts: Starting Strong in 2020
1. Skip the Unnecessary Meetings
If you calculate all the hours you spent in meetings and weigh it against how much you actually got done in those meetings, you'll be horrified. This is a really bad habit people form in agencies, while excusing the wasted hours as "relationship building." After-hours drinks were made for these sorts of conversations. We're not suggesting that you not have any fun in the office, but there are a time and place for everything. When you can, opt for a series of reply-all emails, instead of meetings, to move forward with important tasks.
4. Buy Leads
Don't just buy any leads, make it a point to find room in your budget to buy enough to see results. You will not close every prospective, and your success ratio will not be very different from what it is with leads you generate on your own. Keeping a realistic projection of sales in mind will prevent you from getting frustrated, even angry. A few questions you should ask before you sign up with a lead service are this:
• Does the lead provider provide business development specialists who will work with you to create a customizable plan that will succeed?
• Is there a short or long-term contract?
• Does the company offer shared leads, exclusive leads, data leads and live transfer calls?
• Does the company have a lead return policy?
• Are there any special promotions that may benefit you?
After you find out the answers to these questions, begin researching the companies you're considering working with. Read reviews from other agents. While some negative reviews should be taken with a grain of salt, positive reviews from agents representing top insurance companies will give you an idea of what to expect.
Whether or not a company has dedicated account managers, who will guide you through the process of making their leads work for you, should factor in heavily when deciding who you will work with. It's equally important to be flexible about what they suggest based on their experience with other agents (more...)