You’ve probably heard of X-dates. You may have even been approached in a dark alley by a guy with a dirty trench coat trying to sell you X-dates. Never buy x-dates when you can make your own. Oh, I get it! That’s right, you take the data from that crappy internet lead and enter it into your CRM and x-date it for about 45 days prior to 12 months from when you received it.
You need to understand that the majority of consumers who shop their insurance online will do it at every renewal. They’re not cheapskates; they’re just built that way. This means that your prospect is going to be shopping their insurance next year, but you will be reaching out to them 45 days before they start shopping which puts you first in the door. You already have the data you need to make a great “very low” quote, so email it to them and then wait for the phone to ring. You will be pleasantly surprised how many will call you back since they want the cheapest possible insurance on the planet. When you sell some of them, and you will, your ROI will start rising again, and you’ll look like a hero.
X-Date, Rinse and Repeat
If you don’t get anywhere with the x-date prospect, just make some notes in your CRM and then hit them again next year and every year thereafter until they buy from you, go out of business, or threaten you with bodily harm. If you hate working x-dates like a lot of agents do, give them to the new girl or guy and be sure and remind them what a great favor you are doing for them and by the way, I need some coffee and a doughnut. In many cases, a single life event will motivate that prospect to say yes to your quote. Maybe their current carrier didn’t handle a claim professionally, or they feel like they got burnt at an audit. You won’t know unless you contact them again, and it doesn’t cost you anything. Many of us working leads have seen a very familiar name on a purchase lead and then realize we bought this same lead last year.
Is this Allowed?
For some lead companies yes, and for some companies, no. How are they going to know? Your prospect isn’t going to complain. In fact, they are going to be impressed that you kept their contact information for almost 365 days. Try it. It works. You can thank me later.