One of the first major considerations a health insurance broker or agent has to give some thought to when in search of an insurance lead company is the kind of lead he or she may want to buy. Insurance leads come in two types: the exclusive health insurance lead and the shared health insurance lead.
Shared health insurance leads typically costs lower than exclusive health insurance leads. Shared leads are offered by plenty of lead companies. This means that the health leads you are purchasing are also being sold to two to eight more agents. Shared leads are much preferred by lead companies because this is where they profit more as they can sell the same set of leads to more than one agent.
The advantage of shared health leads versus exclusive leads is in terms of the cost. The average cost per lead of a shared lead is around $5-$15 while the latter can cost a health insurance broker per lead, anywhere from $15 to $50 or more.
The downside is that competition is much higher because two or more other insurance agents are competing with you in hopes of turning one or more of the prospects from the list to a sale. Knowing the secrets to working the list to your advantage can help you generate more sales from your leads.
1st secret: It’s all about Speed. This means being the first agent to reach the prospect, that’s your main priority right there when you’re working on a shared lead. Why? Because there’s the possibility that the customer may stop shopping around after getting a proposal from another agent. Call right away and beat the other agents to a punch. As the saying goes “Strike while the iron is hot!”
2nd secret: Deliver a proposal with the first call. A good sales agent knows that every chance they get with a prospect should count. This means not waiting for 30 minutes before you call because you’re still preparing a manual or calling them up empty handed. So to help you out, make use of a lead-compatible quote engine. Comprehensive multi-carrier proposals are produced in seconds by a quote engine based on your lead’s information.
With a proposal on hand, you can already go through reviewing the online proposal together with your prospect. Who knows? Your prospect might just decide to buy right then and there. And just in case they decide to wait it out, at least they already have your proposal!
3rd secret: Every lead matters. This means that even when you can’t reach your prospect over the phone, it doesn’t mean you’ve reached a dead end. After all, this is the day and age of modern technology. You can utilize email by sending your prospect a personalized email as soon as you get a hold of a lead.
You can do this by making use of a feature called Autoresponders. Your leads are kept warm in your database and allowing you touch base with your periodically with your leads. Also with the autoresponder, all information about your lead is saved and each email contains an updated insurance quote. When one of your old leads are finally ready to avail of a health insurance, they already have one that’s fresh.
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