It's simple. It is a basic step to beating your competition. That is why I can not understand why so many agents forget to do this. Even the smartest most diligent agents miss this one. I mean they invest the time and effort needed to carefully select which insurance products they will offer or which carrier they will work with. They develop a plan and schedule their time, but they forget this step.
Pressing forward they are beginning searching for clients. Friends and family will only take them so far, so they try networking. After passing out hundreds of cards and invest hours upon hours of time, they find that most people are not ready or not interested. The process is slow and painful.
Looking for a better way, they begin to try different marketing tactics . The yellow pages bring little return. Cold calling makes life miserable. Plus there is a ton of regulation to consider. Direct mail is expensive and the internet … well the internet is complicated. Websites, social media sites, landing pages, SEO, SEM, the list goes on and on. An agent can easily get tangled in that web and forget about selling. Rather than trying to conquer the Internet or hire expensive experts, they find companies that offer insurance leads, but quickly become frustrated. Maybe this has happened to you.
Real time internet insurance leads looks like a solution. After all, these are real prospects that are searching online for insurance quotes. They are matched to your criteria, so they are in your target market. You get them in real time, so you know the lead is hot, and with realistic expectations you see that insurance leads offer a good return on investment. Sounds like the perfect solution, but …
Here's the problem. Even though you set realistic goals, call every lead right away, offer great policies and are a good sales person, you find you are still not closing enough deals. Competition makes getting the sale difficult. Frustrated you decide that internet leads do not work. Well it could be you have a bad source for leads, but let's look at another reason why this can happen.
It is possible that you missed that first little step. What is it? It is a basic building block. You will know if you have it in place if you can answer one simple question. Ask yourself, “Why should a prospect choose to get a policy with me over anyone else?”
Finding the answer to that question is a game changer. This is what is known as your unique selling proposition (USP). For some insurance professionals their USP is price, others choose expertise, service, or convenience. Whatever USP you decide to choose, get very clear on exactly what that means. All your processes, communications and sales efforts need to be focused around that USP. By delivering on your USP, you will become outstanding.
Every prospect should immediately see the difference. You will stand out from the masses of agents who compete on price alone because they are perceived by the prospect as average.
Our agency has doubled our sales every month since we first opened in December …. all of our new business is Internet generated “Michael Schrader, Schrader Insurance Agency, Redding, CA (Mr. Schrader stated he gets 90% of his leads from the source I recommend.)
Real time internet insurance leads will deliver as many prospects as you can handle and with your USP in selling will be easier and more enjoyable. The bottom line is you will sell more policies, get more referrals and make more money.