If you are unable to compete with pricing on the products you offer, by all means, change to purchasing exclusive or semi-exclusive leads. By being the exclusive agent responding to the lead, you will have more initial time to sell the value of you, your agency, and the companies you represent. If the leads you’re buying are also going to ten other agents, you are probably wasting your time and money.
First in the Door
The agent that makes the first contact has a tremendous advantage over other agents trying to sell the lead. The normal response from an overwhelmed agent is “I can’t get to all the leads if they come in close together” or “too many leads come in afterhours, and we’re not open”. If this sounds familiar, then you just simply need to use some automation....try these few simple tools to help you be first in the door or first to contact.
1. Invest in a CRM so that you can set up one-click emails, track your contact attempts and log your time spent with each lead. Salesforce.com is probably one of the best, but it can be a little pricey. Search the web for bargain CRM programs that include an email
Module. Some lead providers have a CRM built into the lead dashboard, but you will end up paying for it in the price of the leads, but it still may be a bargain.
2. Set up email templates in advance so you can just copy and paste the email address from the lead and send in ASAP. Some typical examples would be:
· First contact email – if you are unable to call the lead immediately, send a 1st contact email letting the prospect know you received the lead and that you will call them very soon to get a little more detail about their business.
· Second Contact – if your 1st contact email bounces, then you know the lead is bogus. If it doesn’t, and you can’t get the prospect on the phone, send a second email template that asks the basic questions that are not provided on the lead.
· Quote Follow Up – If you provided a quote over the phone and got put off on the decision or if you emailed the quote to the prospect, always send a follow up email to see what’s holding the prospect back from buying your policy.
· Wrap-up email – this one will work more than you would believe. If you’re not getting an answer for the quote you sent, or your follow up email, send an email stating: “ I recently sent you a really good quote but haven’t heard back from you. If you are no longer interested or have purchased elsewhere, please let me know so I can close your file”. You will be surprised at how many prospects will get off their duff and respond to a wrap-up email.
Leads are hard work, and you get a lot of quote practice working them. Remember, when you sell a lead a policy, to offer a gift card or something if they give you a referral so that one sold lead can turn into two or more. Then your ROI will go through the ceiling.