What are you better At?
Some agents are better on the telephone than others. Your personality and willingness to build rapport in a matter of minutes will typically separate one telephone agent from the other. Other agents are much better with email or text communications and prefer this method over direct conversations, but, unless you experiment with both, you’ll never know for sure.
Your quoting Platform
Your quoting platform will have a lot to do with your success with call transfers. Most prospects that are transferred are expecting a quote in a matter of minutes and some may actually get irritated if you cannot make that happen. If you are subject to a cumbersome quoting platform, it is more than likely that you will be unable to deliver a meaningful quote with only one call.
If the lead company doesn’t transmit accurate information about the prospect in the same moment you pick up the call, then you will have to take the time to get this done along with delivering a meaningful quote. Knowing this, the successful telephone agent is going to require the fastest quoting platform available. This is not to say that the call must end with one call – one sale. On the contrary, if the prospect is willing to accept a call back, a second call is much more effective.
As for internet leads, the quoting platform must also be user friendly as well. A quote needs to be generated as quickly as possible after receiving the lead since internet leads are rarely exclusive. Being first in the door has great advantages, but being first to make telephone contact has even more. Since the majority of the needed data is received with the internet lead, making contact is all about verification of the data and building a quick rapport. Internet leads are tougher to contact because the prospect doesn’t want to talk, they want to read.
Setting up with a lead company that has restrictions on when you can pause the incoming leads is a huge mistake. If you are set up to receive call transfers, but are not available the moment the phone rings, why even do it. Your prospect will not leave a message and the call will just go to the next agent in line. No, it didn’t cost you any money, but, that could have been the only lead you sell that day. If you can’t take the call, pause the leads until you are completely ready and they same thing goes with internet leads. What good is a lead that comes in late Saturday evening when you cannot respond until 9:00 am Monday morning?
Many agents swear by only using a $15 internet lead rather than a $30 call transfer lead when the fact of the matter is, your conversion rate is twice as much with a call transfer than an internet lead. In most cases, the agent that prefers an internet lead doesn’t prefer them because of price, they prefer them because they are not comfortable on the telephone.
Either way, receiving leads by call transfer or by internet is going to work out about the same. What matters is, what are you good at? What you’re best at should be the basis for your decision.