Posted: Thu Oct 02, 2008 2:19 pm Post subject: What Kind of Followup Do you do for Leads??
Hello All,
I'm new to this forum and have been reading through posts and getting some good ideas.
What I wanted to ask everybody is what kind of followup system do you currently have in place for leads. For instance, you give an auto quote...How do you leave it off with the person?
Up to this point our office hasn't really had a followup system...we've been giving quotes...basically telling the potential client to let us know if they would like to do the policy and then moving on to other stuff....If they call back, great...we proceed with the policy.
Our conversion rate for new leads is very low however and I think this is one of the reasons. I appreciate everyone's responses. _________________ Register Now to have your Insurance queries solved.
I have my office always follow up with a phone call - usually 3 days after. Granted, some of quotes you end up giving you know there is no way they are going to take the policy - but we still call those too; you never know.
We write the potential clients initial response on the top of the quote. They keep it on their desk (to-do section) and then when they follow up in three days, they write the result of the call. If they say they went with someone else, then we put it in our "re-quote" file and try them again in five months. If they say they still haven't decided, we ask if they would mind if we checked back in a "week or so" (which gives us a lot of lee-way when we call). They usually don't mind. _________________ Life moves pretty fast. If you don't stop and look around once in a while, you could miss it. - Ferris Bueller
After the initial contact regardless of the product or service being offered five follow-ups should be made before you move on.
There is also a statistical and mathematically sound reason for this.
When you pick up the phone to call/contact anyone you only have a 1 in 5 chance of speaking with the person you are trying to contact. That being known then after your initial contact, it will, on average, require five more attempts to re-contact the person to finalize the proposal.
A word on moving on....
It is imperative for any agent to be successful in this business to move on, make a new contact, follow-up then move on.
Then make a new contact, follow-up then move on, make a new contact, follow-up then move on, make a new contact, etc.
Selling insurance is simple, but it's not easy.
post edited as per the forum norms _________________ Gary Spicuzza, *SAFE
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No rights reserved.
*Self Appointed Financial Expert
Hmmm.....I might be wrong but....I think I see a pattern. _________________ Life moves pretty fast. If you don't stop and look around once in a while, you could miss it. - Ferris Bueller
