How to Convert Aged Insurance Leads

Posted on January 7, 2011 by Larry Viel

Even if days or weeks have passed on some leads, you can still make money out of them.  Since aged leads are not as fresh, you can save a bit of money buying these kinds of leads which you can still turn into something good for your agency.  Okay, time is important when you get leads and it’s imperative that you get in contact with a lead as soon as you receive them.  That’s what you do with real time leads.  With leads still being usable after they’ve gone cold, you’ll get a lot with working on aged leads.

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First of all, if you’re in a budget for purchasing leads but is also pressed for time to generate your own leads; aged insurance leads fit the bill.  They’re sold at very reasonable prices at the best lead companies and with a bit of skill in nurturing relationship with potential clients, you can get this lead heated up for making a purchase of your insurance products.  You didn’t have to generate that lead on your own and you didn’t have to conjure up that lead from nothing.  It’s already there and you just need to revive it.

With tools like your autoresponder, you can easily work aged leads and get them to a close.  When you get it from the right company, they’ll also be receiving a personalized email from you.  If these prospects need quotes, aged leads have that set up as well.  It all happens with the email.  Bring your leads the lowest price they have to pay for the best policies.  If the price was the only thing stopping them from purchasing before, you can successfully close now.  In a sense, when you get aged health insurance leads but you nurture your relationship with them, you can make them fresh leads.

With lesser money and effort, you can improve your agency’s sales figures.  If you’re new to the insurance business, you can also make use of this as training ground for selling and reviving cold leads. They’re still opportunities for you to sell and close.  Learn more about high quality leads and aged leads and transform them into sales.  Sign up for tips, information and advice now!

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The Bane or the Boon of Email Preview Panes

Posted on December 29, 2010 by Larry Viel

It’s always the case for technology to experience some kind of advancement or innovation.  Used to be emails are as simple as typewritten letters and now they’ve got things like preview panes going for them.  When your business relies on technology and communicating through email, you have to give the preview pane a good amount of consideration.  Not all email users use preview panes but they’re surely gaining popularity.  When recipients can see a small part of your email even before opening it, you have to make your email pop and scream “open me!”

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The thing about preview panes is that, they show a portion of your email and usually that’s enough for life insurance leads or medical insurance leads.  They won’t take any more effort into scrolling through the whole message.  This is where the logo and the most important content of your email must be placed. You have to put your logo where it’s sure to be seen and where it will be seen first.  It’s the top left corner.  With the logo in place, you reinforce the branding of your message that you’ve already done with your subject line and the from line.

As for the most important content, no doubt, the most important is your call to action or your actual offer for your insurance leads.  If you can, you can put your logo on your call to action or offer at the very top of your email.  Think about the other kinds of things you put in your email when you’re thinking about the preview pane.  If there are too many other designs in your email or even only on the top of your email, you won’t be able to get your message across.  “Open me!” quickly turns into “Delete me.”

You can also try using your logo and your call to action (or insurance offer) only on the top of your email.  Together with your subject line and your from line, you can get your prospects to open your email and read your message if you keep them relevant - to the point and helpful.  When it all comes down to getting your emails opened and read, you have to have a good email.  Learn to construct a great email, sign up today.

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How to Effectively Handle Sales Objections From Your Insurance Leads

Posted on December 2, 2010 by Larry Viel

It is not easy being an insurance sales agent. You often get a lot of questions, hesitations even objections from your insurance leads. The first thing to remember whenever you come across any of these skepticisms is not to be defensive. No matter how hard it may seem at first, stay calm and be objective when it comes to rejection. Being defensive will only give your prospects the impression that you don’t have their best interests at heart. Instead, acknowledge your customers’ hesitations and find out the real issue behind the issue. Knowing more about their “real” concerns better equips you in answering them the right replies in the right manner.

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Let them keep talking. It is through allowing them to do the talking that you begin to realize their real needs behind their objections. Instead of suppressing their objections, just listen to them attentively. If you start blocking their genuine concerns, they will lose their interest and you may end up either arguing with them or may just hang up on you. And whenever it is your turn to answer (especially if your replies are quite long), be sure to ask them if you have made yourself clear. Do not try to give your health insurance leads a definite answer when you haven’t understood their whole issue. Make sure that you have listened to their whole concern so you can focus in and be specific with your answer.

By being specific with your answers, it addresses their concerns directly and prevents any further confusion.To be sure that you have gotten all of their concerns, ask them. And when you have successfully satisfied their concerns, this is the best opportunity for you to direct them to your proposal. When you finally tickled their interests, they are likely to decide to your advantage. You can then easily lead them to submit an online application on your website for the sale. So it is very beneficial for you to have access to an online multi-carrier insurance quote engine in order for you to quickly and accurately present your proposal when the opportunity calls for it. .

Sign up today and we will let you enjoy our quick, easy and accurate quote engine on top of our high quality insurance leads.

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When Your First Insurance Sales Call Goes to the Answering Machine

Posted on November 23, 2010 by Larry Viel

The pursuit of life insurance leads and medical insurance leads is peppered with first calls reaching answering machines. You’re faced with the challenge of having these prospects return your call. In the event that you reach a prospective client’s answering machine, you have to be ready with a message that’s similar to a radio commercial. Remember the last time you were sitting in your car on the early morning commute and you heard a commercial over the radio? Although it only lasts a few seconds, you remember it not only because you’re interested in buying what they’re advertising but also the way it was delivered.

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When you’re leaving a message on the answering machine of your prospect, you need to deliver your message in a way that exudes the qualities of a radio commercial. Just like everyone else on the planet, potential customers have no or very little time. So you have to make sure that you express all that you have to say in less than 30 seconds. Identify yourself and your company and why you’re calling. If you’re given more time, you can repeat your contact information to end your answering machine message.

Delivery is key with radio commercials and you can also make it work with answering machine messages. With your script in hand, stand up and practice how to say every word as clearly and understandably as you can. Put on a natural and peppy attitude in the way you speak. Aside from a crisp delivery, you need to sound friendly to build a relationship with your prospect even if they’re only listening to a recording. If they feel they can trust you, they’re more likely to call you back.

The other thing about radio commercials is that they’re aired at different times in the day. With your answering machine message, however, you need to make a follow-up up call later in the day. You don’t want to be calling a possible client every hour. If they’re at work, you’ll fill their answering machine up and annoy them when they get home with your multiple recordings. If you first call at 9 a.m. for example, call back at around 4 or 5 in the afternoon. Insurance marketing can be quite tricky but if you know what you’re doing, success is not far behind.

Looking for leads to call? Sign up today and get treated with the highest quality leads availble in the market.

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Why You Need an Insurance Lead Management System

Posted on May 19, 2010 by admin

There are many lead management systems that help you manage your leads in a better way. Why do you need a lead management system and is it really important? Let us discuss the most popular lead management system- BrokerOffice.

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BrokerOffice has a number of benefits. Some of these benefits are given below:

Lead conversion rate

There are many prospects that you fail to convert due to various reasons. These prospects opt for other agents for their services. You might think what went wrong. BrokerOffice helps you handle all your prospects easily. It helps you manage them so that they don?t slip out of your hands. Without a proper lead management tool, your prospect will start falling away, and which tool can be better than BrokerOffice- the number one lead management system.

ROI

With more and more leads converting into cash, you get more revenue, thus increasing your overall return on investment. A good lead management system helps you increase your closing ratio. If you want to get the maximum output from your budget, then you certainly require a good lead management tool like BrokerOffice.

Sales planning

If you do not plan well, you will certainly see a lot of good prospects slipping by. You need a tool to plan your sales and marketing activities so that your leads do not slip away, and you get to hold them. BrokerOffice has these features for sales planning:

  • Tracking and scheduling of mail, calls, and faxes
  • Report generation to help you get complete overview of lead status and expenses
  • Exceptional case planning in case there is an emergency

Productivity

If you have so many leads that you are unable to handle them all by your own, you might think of hiring an assistant. This will mean extra costs. A lead management system can handle this part, and help you manage your leads easily. With an automated assistant, you do not have to pay extra to people to handle your work. Thus it increases your productivity.

Mobility

You do not have to stay at one place to use BrokerOffice. You can access your lead data from any part of the world- you just need internet connection and your cell phone. You can send emails to your prospects using BrokerOffice. All this needs just a single click of your mouse.

With all these benefits, it is very obvious that a lead management system is very important for a successful sales business.

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Using a Multi-Carrier Quote Engine to Close More Leads

Posted on March 16, 2010 by admin

If you are not new in the insurance sales business, then you must have heard about the multi carrier insurance quote engine. These insurance quote engines present you latest insurance quotes from a number of websites. All you need to do is to request data, and you can get updated quotes from multiple carriers within a matter of seconds. How does this help?

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Let?s say you have a new lead. You need to act fast. But calling that lead without updated quotes is a bad idea. How do you generate quotes within a few seconds? Yes- multi carrier insurance quote engines are the right answer.

Here are some other benefits of these engines:

Speed

As mentioned earlier, these quotes come with lightning fast speeds, and you can get updated quotes within a matter of seconds. You can send these quotes to your clients as soon as you get steaming hot fresh leads.

Scope

These quotes come from the leading carriers in insurance. So you present only the best quotes to your prospects- the ones they are looking for. This increases your chances for sales.

Usability

You can use certain apps with these insurance quote engines, and they can actually mail your prospects with latest quotes while you are asleep! ?So you convert them in cash without even moving a finger.

Convenience

You can not only generate updated quotes, but compare them there and then. This will help your prospects to take immediate decision. You can quickly direct them to an e-application form, which they can fill for an insurance policy. You cannot get so much convenience using any other tool.

There are many great insurance quote engines, like the Norvax quote engine. Use this engine with a good lead management system, like BrokerOffice, and you can guarantee a high ROI. Make sure you use this quote engine with an autoresponder that can contact your prospects through drip marketing to get more customers.

These days when everything is automated, you need something that can help you increase your sales fast and effectively. With high-tech automated systems like these, you are bound to keep all your leads and get great revenues as well.

With a good multi carrier insurance quote engine you can quote 25 times more. With such speed that it offers, there are fewer chances of your leads slipping away. Make sure you get a good insurance quote engine if you want success in your insurance business.

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Overcoming the “Send Me Info” Blow-Off

Posted on January 28, 2010 by admin

If you are an insurance agent, you must have got the response of ?send me some info? from a few prospects. This is a common reply from new leads. If you face such an objection, you should know what to do next. If you want to be a top producer, then you must know how to overcome the ?send me some info? blow off.

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Here, you will find some guidelines to help you handle these situations in a better way.

Understand their actual motive

In case you?ve got this lead from Insurance Sales 411, then you can be sure that this is a valid lead who is interested in buying insurance from you. You should confirm if they still want health insurance, and then fathom why they are shirking back. You need to do this very smoothly so that they do not slam the emblematic door in your face. One way to confirm if they are still interested is by asking something of this sort: ?Ok, so would you be more interested in lower premiums, or a lower deductible?? This would require them to make a decision, and you would know the reason for their blow off.

Busy/Indecisive

You need to understand the basic reason for the blow off. If it is because there are indecisive, then this is good news because they are authentic leads, and you can easily close them by providing them information. You can give them some options and they can choose the best one for themselves. When they select one option, you should tell them that this is the right option, and then guide them towards filling the form.

In case they are busy, engaging them in long talks could annoy them. You can just ask them the kind of plans they are looking for, and then set up a time when you can call them back. If they get engaged in a conversation, talk them into it and take them to filling the form.

Script

If you are a new insurance agent or broker, make sure you have a script ready with you. This would help you out with their queries and typical objections. The script will help you with what you have to say when your prospect says something.

As you talk to more and more prospects, you can make changes to your scripts and add more to it.

These points will help you overcome the most common blow off, and to close your lead.

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How to Serve Seniors Shopping for Medicare Insurance

Posted on November 23, 2009 by admin

How do you get to close senior leads? It is said that when it comes to senior leads, your first call is the most important one. There are many agents who want to go for senior leads because the market for them is increasing day by day.

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Aged people account for 60% of money spent on health care, and their population is less than 15% of total. This is a profitable market for many top producers. If you want to tap into the lucrative business of senior health leads, then you need right resources and approach. Here are some tips that will help you gain success at closing your senior leads.

No stereotypes

One mistake that most insurance agents make with senior leads is of generalizing them. Today?s seniors are not your average stereotyped old people. These people are very active, and have a healthy lifestyle, even much longer after retirement. They have regular pension coming in, and thus they have good purchasing power. Their pension may not be very high, but also they do not have to worry about paying mortgage on raising a family. Also, these baby boomers are highly educated in the Internet age. They know how to use the Internet to get insurance. All these elements contribute to the fact that senior health insurance leads are certainly growing, and can get you the maximum revenues.

Need for information

Because senior population is growing at a rate higher than 80%, so the need of senior Medicare insurance is a growing very rapidly. Medicare provides health benefits to people who are above 65 years of age. This insurance is offered by many private carriers and has a lot of good coverage plans. But the options and rules of Medicare insurance can be very confusing for your prospects. So you need to help them understand what this insurance is all about, and which plan would suit them the most. If you explain them clearly about various policies and coverage plans, you will not just act like an insurance agent or broker, but you will become a mentor for them. This will help you gain their trust, and it will become easier to close your leads.

Right tools

You need to have the right tools and programs that can help you manage your leads, and close them easily. Some of these tools can be a lead management system, multiple carrier insurance quote engine, etc. These tools will help you succeeded in your insurance business.

Follow these tips and become a top producer in senior health leads.

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How to Revive Dormant Insurance Leads

Posted on September 3, 2009 by admin

There are many dormant leads that keep lying in your box, unclosed. One day you check your leads and find a number of sleepy leads lying there. What do you do? Throw them away? NO- There are ways to revive your dormant leads. Follow some simple guidelines to wake up those dormant leads and convert them to cash.

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You just need some automatic marketing tools. Let these tools work for you, while you relax. All you need to do is to put these leads in various categories and let your tools work for you. Here is how you can do it

Categorization

You can follow a 3-step process for categorizing your leads. Just divide those leads into 3 categories:

Hot leads

These are the leads that show great interest in your offer, and want to buy insurance as soon as possible. These are red hot leads as they can be closed most easily- more cash for you.

Warm leads

These leads express interest in your proposal but due to bad timing, they couldn?t be closed. Now you have to get them into the ?hot leads? zone, and close them. But make sure you do not get too pushy.

Cold leads

These are your dormant leads and you should not just do away with them. Market to them, and you just might get fruitful results. All you need is a little strategy.

Long term marketing

If your leads do not respond within 3 months, you should stop investing your money and time in them. But you do not have to leave them- thanks to internet marketing tools.

Here are 3 tools that you can use for such prospects:

Email newsletter

Put your leads? addresses on your mailer list. It does not cost you anything, and your leads will also stay in touch with you.

Specials

Make sure you email holiday greeting, special offers and promotional events to all the prospects- even the dormant ones.

Autoresponder

Make sure you design a mailing system that sends mails to your dormant prospects after few months. You can set it to 3 months, and it will send them reminder mails after 3 months.

You can close your leads using these tools.

You can use all these options to revive your dormant leads. Make sure you do not throw any leads away. Even if you close 1 dormant lead out of 10, it is still profit, and far better than throwing them away.

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Advantages of Internet-Generated Leads

Posted on July 5, 2009 by admin

Internet has revolutionized the way we live and think. In this Internet era, almost everything is available on the net. Same goes for insurance prospects as well. Are you still following the traditional sales methods of direct mail and telemarketing? Give a thought to Internet generated leads.

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First of all, internet generated leads are much focused. So you actually get the kind of leads you?re looking for, from your very own local area. If you?re thinking about direct mails, the problem with this technique is that these mails generally go to the spam folder. Even if someone opens your mail, there are not many chances that he will actually read it and considered buying insurance. Everyone is not looking for insurance, and so your methods should be focused to only the people who want to buy it. In telemarketing, you call up almost everyone and tell them about insurance. Again, this is not a focused method.

Now you must be thinking what you should do to get focused leads. The answer is simple- get internet generated leads. You need to build a website that caters to the needs of people who are looking for insurance. So when a person is looking for insurance, he can come to your website and contact you from there. The next question is- how do you get local leads. The answer is SEO.

You must use good keywords for SEO purpose. For example, if you?re selling life insurance in New York, one of your keywords can be ?Life insurance New York?. This will bring people from search engines to your website. These people will be the ones who are looking for life insurance in New York. So when these people contact you, it will be the other way around. You are not searching for prospects, instead; prospects are searching for you. This kind of search is highly focused, and does not waste your time.

All you need to make sure is that your website must have good SEO to attract good traffic- means lots of prospects for you. The more people visit your website, the more chances you have to convert them into your customers. This method is far better than traditional methods of direct mail and telemarketing. This is the reason why people do not opt for traditional methods anymore- Internet gets you great leads without wasting any time or money. Plus, it?s far less work.

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