The Ultimate Insurance
Agent Marketing Guide
“Online Marketing Success For Insurance Agents”
By Joe Pichardo
President OF Bestinsurancequotes4u.com
A Division of Creative E Marketing inc
Insurance Marketing For Fast Results!
The Basics of Insurance Leads
Insurance leads are more than a list of possible customers. It is also more
than a collection of phone numbers to call or addresses (email or postal)
to send marketing materials to. It is what you get out of the leads generation
service you subscribe to, but it is more than that.
The best way to think of an insurance lead is as an opportunity. It is an
opportunity to grow as an agent and as an agency. It is the precursor of
any sale you stand to make. Each lead is a real person, with real insurance
needs. You are given those leads to meet those consumer needs.
Each insurance lead that you get is a seed that you have to nurture to get a
good yield. It should go without saying that you don't get just any kind of
seed. You plan what kind you want and how much to plant. You don't
want to take on more work than you think you can handle, and you want
make sure you are working with high quality seeds. All in all, you want
quantity and quality in order to get the best possible result.
How to Get the Right Insurance Leads
Buying leads does not guarantee sales, especially if you are not getting
the right kind of leads. Having the right kind of insurance leads, however,
is the first step in succeeding as an agent.
Getting the right leads means knowing how to adjust your search filters so
that you get a good balance of quantity and quality. If your search criteria
are too limiting, you may get too few leads. On the other hand, having a
lot of leads does not necessarily mean you are getting good leads, the kind
that result in a sale.
Review your criteria for insurance leads. If you are getting only a small
number of leads in a month, your leads filter may be too strict. Adjust
your filter and see if the numbers go up without affecting the quality of
the leads. Learning to set filters that strike a balance between quantity and
quality is subject to trial and error, but is worth it if you can do it.
A good strategy is to start with a broad search using a wide area then
gradually narrowing it down when you can pinpoint the areas that yield
the best leads. For instance, you can start with a particular state and a parPage
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ticular area within that state. Take note of your sales in that area then try
out a new area. Keep doing this until you have covered all the areas in that
state. From the data you’ve collected, you can tell which areas you are doing
well in. You can concentrate on those areas, and narrow the search further
if you want. To make your analysis easier, use spreadsheet or lead
management software.
You should indicate the insurance company that you work for or are affiliated
with when you set up your account with the leads provider. That way,
you don’t get the same leads as the other agents within your company. Otherwise,
you end up chasing the same prospects as the other agents in your
company.
The other agents in your company should also follow this rule to avoid internal
competition. It will be worthwhile to remind them to ensure that all of
you are working efficiently towards the same goal and not at crosspurposes.
How to Get the Most Out of Purchased Insurance Leads
Buying insurance leads is one thing, and knowing what to do with them is
another. Keeping the following items in mind can help you refine your technique
when using purchased insurance leads.
1. You are not the only one chasing that prospect.
Don’t make the mistake of thinking that you are the only one who receives
a particular list of prospects. Chances are, there is at least one
other agent who is competing for the same client. If you want to be the
only one getting particular leads, be prepared to pay premium rates.
2. Call the prospect as soon as you can.
As the saying goes, the early bird gets the worm. Remember that you
are competing with an unknown number of agents for each prospect. So
call them ASAP, preferably as soon as you get their contact information.
You want to be the first agent to contact them. But even if you are
not the first, do not be discouraged. Ask permission from the customer
to go ahead with your sales pitch. You may succeed where other agents
didn’t.
That said, you should strive to be number one as much as possible.
Studies show that agents calling prospects within the first five minutes
of getting their contact information are 20 times more likely to close a
sale than those who did not call immediately.
The study also shows that 8 out of 10 agents that close a sale are the
ones who are the first ones to contact the customer.
3. Leads are not foolproof.
Getting quality leads mean getting prospects with accurate contact information.
Providers take measures to validate the lead information before
they send the lead to their agent clients.
However, it is still possible to get a dud now and then. In this case, just
return the fake lead to the provider and ask for a refund.
Purchased leads work if you are diligent and prompt about making calls
or following up with prospects. Without putting in time and effort in
processing leads, do not expect that buying leads will be enough to
make sales happen.
4. Talk to the Customer Before You Give Out Quotes
Request to meet the customer in person or have a phone conference
with the customer before you give out insurance quotes. Here are the
reasons why:
a. You need to validate the lead information personally with the customer
to ensure that the quote that you will give is accurate. The information
that you got from the lead provider may be incomplete or not
updated.
b. You need to make sure that the email address or phone number provided
will be accessed by the real customer. Otherwise, you will be
sending information to an inactive email address or trying to reach the
customer through a bogus phone number.
c. Unless you are sure that your quote is the lowest price in the market,
you do not want consumers to buy insurance solely because of price. It
might be an easy sell now, but what happens if you try to sell another
type of insurance product? You want consumers to make a decision
based on merit, not just because of the price.
5. Contact customers using the appropriate channels.
Always use the primary phone number or email address to contact a
prospective client. Even if there is a secondary phone number or email
address, it might be a work number or email address that would be inappropriate
for personal correspondence.
6. Don’t be easily discouraged.
Do not give up if you don’t close a sale right away. You may need to do
several follow up calls before you get a definite “Yes” or “No”. Also,
do not limit follow-ups to phone calls. You can try to contact the prospect
through email, letter or voice mail.
Closing a sale can take days or even months. Be diligent in following
up until you get a definite response, and remember to keep your leads
information (including notes from previous meetings or conversations)
organized by using a lead management system.
Always be professional and on good terms with your prospects, even
those who did not buy a policy from you. Try to solicit feedback on
why they did not get insurance from you, and learn from the experience.
7. What You Should Know About Lead Management Systems
A lead management system can do a lot in terms of making processing
of leads easier, especially if you are dealing in bulk. There are
many software products of this kind out there. You can either buy a
stand-alone system that you install in a computer or access this application
online. The latter is usually a service included when you subscribe
to a leads generation company. In any case, having such a system
will allow you to have more time to follow up with leads and
make sales.
You may have tried using a spreadsheet to keep leads information or
relying on sticky notes and printouts. Doing so is time-consuming,
not to mention tedious and frustrating, but you need to have some sort
of system to organize your leads. Unfortunately, encoding information
into a spreadsheet or hunting for specific information from a pile
of printouts and sticky notes is not very efficient and takes time away
from contacting prospects and generating sales.
On the other hand, with a lead management system, you can:
a. View leads immediately
Some leads generation service providers offer their customers access
to their lead management system. This way, all the leads received
from that provider are fed directly to the application, so that there is
no encoding involved. Easy and quick access to lead information
means you can contact prospects much sooner and get a head start on
the competition.
b. Organize information more efficiently
Some systems, particularly those that require installation to computers,
require some encoding. Many systems, however, have made it
easier for their users to pull leads information from various sources
such as emails and the Internet. The data is stored and presented in
such a way that searching for information is faster and easier.
You can also use the system to enter customer information or notes
gathered from phone conversations or personal meetings. Then you can
refer to them easily when you do follow-up calls.
c. Automate follow ups via email
One of the more attractive features of lead management systems is the
ability to schedule an email to be sent to all contacts entered in the system.
The system could be set up to send an email to new and
“uncontacted” prospects, thanking them for their inquiries. From the
point of view of consumers, they are getting a quick response from the
insurance provider, acknowledging their interest in their products or
services. It tells them that the provider is attentive to their customers
and is already aware of them as potential clients.
The lead management software has automated the first step, so now it is
up to you to actually make the call to talk to the prospect.
You can also set up the system so that, if the prospect did not make a
definite response, a scheduled email reminder to follow up on that prospect
will be sent to you for action. This way, there is little chance of not
being able to make a sale because a prospect’s response was not followed
up.
Sales are not always closed after the first contact with a prospect. That
is why follow-ups are important. Companies that do this generate three
times as many sales as companies that do not.
You can also have your lead management system send out emails to
customers when there are product updates. There are some sophisticated
systems that come with a dialer, which automatically dials numbers and
routes the call to an agent if the customer picks up.
d. Send updates to customers
How can a lead management system help with customers who do not
respond or give a definite answer after the first meeting or phone call?
You can still stir interest in them and passively convince them to buy
insurance from you by sending them regular email updates on what
your company can do for them in terms of value added services, new
products or services and new company information.
e. Measure your progress
Having centralized data means you will be able to tell at any time how a
lead is doing. You will see immediately if a lead has not yet been conPage
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tacted, if a lead is due to a follow up or if a lead did not result in a
positive response and you need to move on.
Having all that data on your leads can also help you see which areas
yielded more conversions (from lead to sales). This will allow you to
refine your filter for leads for better sales figures in the future.
f. Monitor renewals
Having a lead management system enables you to track and send
email reminders to customers who have bought insurance from you
and whose plans are up for renewal.
g. Save money
Instead of hiring staff or losing sales opportunities because of too
much time spent on manual processing of leads, invest in a lead management
system. It is less expensive in the long run and configurable,
so that you can set the schedule and email format however you like. It
also makes your operations more professional and allows to you more
time to do more important tasks.
h. Get your ROI
You will not see a significant ROI with just a handful of leads. Dealing
with 20 or 30 leads in a day without some sort of system may be a
case of biting off more than you can chew. With a lead management
system in place, you will have little trouble working with a large
number of leads on a daily basis in order to bring about a significant
profit.
i. Be competitive
Keep up with your competition. They have not reached those sales
figures without implementing measures that make their operations
more efficient, such as using a lead management system. It helps
them organize their leads so that they are able to get to prospects
ahead of other companies and are able to monitor the progress of their
dealings with customers.
Lead management systems are used in other industries as well, not just for
insurance, so make sure that you get something that is suitable for your
operations. You can use the following as a checklist for purchasing a lead
management system:
• The system should allow you to automate sending email to prospective
customers.
• The system should have all relevant information in a centralized location
that is easily accessed.
• The system should allow you to keep metrics such as demographics
(e.g. sources and types of leads) and conversation rates.
• The system should be able to handle an insurance industry-based workflow.
• The supplier should provide training on best practices for lead management.
• The supplier should provide adequate technical support and customer service.
• The system should have a set up that conforms to your requirements
(either a software that can be installed in the company server or an application
that can be accessed via the Internet).
• The system should be reliable.
• The system should allow you to retain, view, analyze and generate metrics
/ reports based on historical information.
• The system should provide reports and in the format that you need.
• The system can be integrated with other systems, particularly those of the
leads generation service provider that you use.
Selling Insurance Over the Phone:
How to Improve Your Sales Record
We hope that you can use the techniques presented here to build up your confidence
in handling prospective clients over the phone and be more successful
in your career as you improve your sales record.
Having a constant supply of insurance leads is very important in the business
of selling insurance, but this is just a foot in the door, so to speak. Sometimes,
face-to-face meetings are difficult to set up, so you have to learn to handle
prospective clients over the phone and generate sales from that method.
The main challenge when dealing with prospects over the phone is that it is
more difficult to judge how effective your sales pitch is. You do not have the
advantage of seeing the other person’s facial expressions and mannerisms.
You only have vocal cues to go on and sometimes it is harder to gauge a consumer’s
interest through their voice and their words compared to what they
look like while you are talking to them. On the other hand, some consumers
are not comfortable doing business over the phone, and probably have the
same concerns about not being able to talk to the agent face to face.
Selling insurance over the phone may be more convenient, but there are certain
things that you should remember when doing this, as listed below.
When Calling Prospective Clients:
1. Follow up on leads as soon as possible.
Are you buying leads or getting your leads from online providers? You
should be aware that the leads you are getting are being distributed to
other agents who have the same target customer as you. A prospect
might be more receptive to your sales pitch if you are the first agent to
contact him. But if there have been several agents before you, the prospect
may already have bought a policy somewhere else or be too fed up
with calls selling insurance to entertain the same from you. As the saying
goes, “The early bird gets the worm.”
2. Engage the customer as quickly as possible.
Some telemarketing experts say that people selling products and services
over the phone should capture the prospect’s attention within
three seconds. Three seconds is not a lot of time, but a cheerful voice
and manner from the moment the customer picks up the phone sets the
mood for the call and is more conducive to generating sales. Remember
that the other person only has your voice to go on, and that will no
doubt affect their decision to trust you with their business.
3. Show concern for the client.
Consumers want to feel that their needs are important and will be met.
Encourage your prospect to talk about their concerns and expectations
about insurance. This will help you recommend solutions and increase
their confidence in your ability to give them what they need. Establishing
trust is crucial in generating a sale from the call.
4. Be a positive influence.
Some prospects are convinced about the importance of getting insurance,
but need a little push, just the same. Their hesitance shows that
they want to be cautious about finances, and it is up to you to remind
them that an insurance policy is a good investment and that the products
and services that you offer can help them meet their insurance needs.
5. Be an expert.
Put yourself in your prospect’s shoes. Would you want an amateur or a
professional to handle your insurance needs? Would you allow a beginner
to handle your insurance policy, or someone who knows the ins and
outs of insurance? At the very least, you owe it to your customers to be
an expert on the products and services that you are selling.
6. Don’t be a pest.
Persistence is an admirable trait, but you should know when to quit and move
on. If a prospect does not buy a policy after you have done several calls, ten
more calls will not make a difference. Try to limit your attempts to two calls.
The prospect may simply be not ready to buy a policy at this time, but you
don’t want to turn him or her off. On the contrary, even if no sale was made,
you want prospects to remember you when they are finally ready to buy insurance.
7. Pay attention to your customers.
It is easy to turn on the speakerphone and multitask while you talk to a prospect.
You figure that it’s OK to eat, drink or do some other work while talking
on the phone. Well, it isn’t. Sooner or later, the other person will hear little
noises that will tell him or her that your attention isn’t 100% on the business at
hand. It is rude and unprofessional. After all, you don’t do that in a face-to-face
meeting, so why should you not give the same courtesy to your customer even
if you are corresponding by phone?
8. Don’t make your customers wait.
Your customers’ time is important. If they take your call, make the most of
time and do not allow any interruptions. Concentrate on the business at hand.
Customers will not take kindly to being asked to wait while you deal with interruptions.
9. Do your calling at an appropriate time.
It would be easier if you can block a certain period in your workday for making
calls to prospective customers. But the thing is, your prospects may not
have the same business hours as you. In fact, they may be in a different time
zone. This is something to consider when scheduling calls so that you don’t
contact prospects too early or too late.
When Customers Call Back:
1. Keep notes.
With all the calls that you will be dealing with, you need a way to keep track of
customer information that you gather. This information is important and can be
used in follow up calls. There are times when you do not have the time to transcribe
them properly, especially for unscheduled calls (e.g. people calling you
to ask for an insurance quote). This is why it is important to have a pen and
notepad at hand when taking calls.
2. Professionalism is important.
Unexpected calls can also generate sales, so always be professional when taking
calls. If you are on break or having a stressful day, take the time to switch
to business mode before answering the phone. If you cannot do this, it is better
to let the call go to voice mail or to take note of the number calling you then
call back when you are feeling more business-like.
3. Be a good listener.
To be able to recommend a good insurance package, you must first know what
the customer wants. In some cases, customers cannot express their insurance
needs in exact terms, but if you encourage them to talk about their situation
and listen, you will be able to extract that information. It also helps if you do
not interrupt customers while they are speaking.
4. Be clear on the advantages of your products and services.
Customers want to hear solutions. Be knowledgeable about the products and
services that you are selling so that you can market them properly to different
customers to appeal to their needs. What may be an advantage to one prospect
may not necessarily be a priority to another and will not be enough to convince
them to buy a policy.
5. Establish a common ground with your customers.
Most of the time, prospect and agent do not know each other until the first contact.
To break the ice, you can engage your customer in casual talk and try to
find a common ground. For instance, you may have common acquaintances or
interests. You may have the same alma mater or hometown. The important
thing here is to make the customer comfortable talking to you.
6. Educate the customer.
Giving accurate and relevant information is part of good customer service. You
owe it to your customer to help them make informed decisions about insurance.
If they ask for a quote, make sure they know what factors are considered
in the calculation. If they ask about a particular type of insurance, take the time
to explain to them how it works. You are more likely to earn customers’ trust
(and close a sale) by being helpful in giving them the information they want.
7. Market your company.
There are other companies that offer the same type of insurance that you sell.
So why should consumers buy from you? Don’t forget to tell prospects what
makes you and your company different from the rest. It could be value-added
services not commonly found in other insurance companies or special promotions
and discounts, but this could be just the thing to convince your prospect
to buy a policy.
Dealing with Voice Mail
1. Always leave a message before hanging up.
If you call a prospect and the call goes to voicemail, do NOT hang up. Set up
an opportunity for the customer to call you back by giving them your name,
your company and reason for calling.
2. Leave a compelling message
Saying that you called to sell them insurance is not usually incentive enough
for customers to call you back. Customers with children could be interested
enough to call back if they are told that you can help them save up for a lifethreatening
emergency via the insurance plans you are offering.
3. Help the customer remember your phone number
One telemarketing trick is to say your phone number at the beginning and at
the end of the call. It helps the customer recall you more easily.
4. Do not include quotes in a voice mail
Consumers are more discerning than you think. Quoting a price in the voice
mail without a detailed description of the features of your product makes you
seem desperate for a sale and will make people suspicious.
5. Keep it natural.
Customers won’t take you seriously if you sound nervous, unsure or mechanical
over the phone. Keeping your tone casual but business-like is the way to
go.
6. Do not leave a long and/or complicated message.
People do not have time to listen to long and/or complicated voice mail from
people they hardly know. A 25-second message (or shorter) is enough.
7. Don’t give the customer a reason not to return your call.
There are many things that can turn a prospective customer off and not return
your call. It can be neglecting to mention your contact number, sounding bored
or tired or making more than one call within the day. Avoid making voice mail
mistakes as much as you can.
8. Call at an appropriate time.
Telemarketing experts say that the best time to leave voice mail messages is a
little before or a little after business hours. This usually coincides with 6:45 AM
to 8 AM or 4:30 PM to 6:30 PM.
9. Use variety.
Over time, saying the same message over and over again will make you sound
robotic or bored over the phone (see tip #5). Have a repertoire of three to five
different voice mail messages, and rotate them. This way, you avoid monotony
from creeping into your calls.
From People Who Have Been There and Done That
If you think your inexperience is showing and you want to sound like a pro:
1. Smile in person.
Smiling while talking to a customer helps a lot in setting the mood or tempo of
the call. You will come across as cheerful and positive, and your customer will
be inclined to be the same. Smiling might seem a simple thing, but it is effective.
2. Stand up, please.
You may notice that your speech is more dynamic when you are standing up than
when you are sitting down. This also applies when you are on the phone with another
person. Try selling insurance over the phone while standing up. You will
come across as energetic and enthusiastic; both positive traits that can help influence
the session towards a sale.
3. Remember your prospect’s name and use it.
Using a prospective client’s name frequently during the phone conversation helps
in making the other party feel that you are talking WITH them instead of AT
them. It shows that you are aware of them as an individual, nit just a generic customer
that you have to sell products and services to. Using the customer’s name
also brings him or her back into the conversation, in case their attention is straying
(remember, you won’t be able to easily tell if you’ve lost your customer’s
attention over the phone).
4. Inject some “uh-uh”’s and “ah”’s in the conversation
Just as you want some reaction from the customer when you launch into your
detailed description of a particular insurance product, the customer also wants to
know that you are paying attention to what they are saying. Even a simple “uhhuh”
and “ah” will work. Just like in radio, dead air is a no-no and will introduce
some awkwardness in the call.
5. Do not be discouraged by the word “No”.
Consumers are generally wary of people trying to sell them something over the
phone. Don’t take it personally if your prospect says no at first. Instead of being
discouraged and hanging up or pressing your prospective client for a more positive
response, ask for permission to continue the conversation. People have been
known to change their minds once they know more about the products and services
being offered to them. There is no harm in trying, and who knows, you just
might get a sale out of it.
6. Use the same language as your customer.
This is another way to establish a common ground with prospective clients and
making them more comfortable talking to you. Take note of phrases or expressions
that they frequently use, and use them yourself (when appropriate). Consumers
are more open to buying products or services offered to them if they feel
that you can identify with their needs or their situation.
How to Do Follow Up Calls Like a Pro
The first phone conversation or meeting with a prospect does not always result in a
sale. This means that you have to do a follow up call, if only to cover all of your bases
and make sure that you are not letting a sales opportunity slip away. Remember, there
is no harm in trying!
1. Review notes from previous conversations or meetings.
Being able to cite information from previous conversations or meetings shows
the prospect that you are paying attention to their preferences or particular circumstances.
It tells your customer that any recommendation that you will have
will be with those preferences and situations in mind. This is particularly attractive
to consumers who are looking for great customer service from their insurance
provider.
2. Make your phone call count.
Your customer’s time is important. If you call a customer, they expect that you
have an important message to convey that cannot be left to email or voice mail. It
could be an adjustment in premium pricing or a new feature in their insurance
package.
3. Short and simple is the way to go.
As with voice mail, keep the phone call short, professional and straight to the
point. It is possible to have a short phone conversation, but with enough information
to keep a customer interested.
4. Organize your leads information using a leads management system.
Take advantage of free software to manage insurance leads. This way, you don’t
misplace information and you can call up the customer data that you need more
easily.
5. If at first you don’t succeed, try again.
This saying may sound like a cliché, but it is good advice to follow when selling
insurance. People have been known to change their minds, and a follow up call is
your chance to make certain once and for all of a customer’s reply to your offer.
The fact that they are asking about insurance quotes means that they are interested
in getting a policy, and as long as they don’t give you a very definite “No”,
you still have a chance to generate a sale.
Some Last Words on How To Sell Insurance Over the Phone
• Self-confidence and enthusiasm for the product and service that you are selling
makes a good impression on any prospect.
• Keep yourself up to date with the competition. If you don’t know what they are
doing, how can you convince your customers that your insurance products and
services are the best in the market and are particularly suited to their needs
• Convince your customers that they are making the right decision to buy insurance
from you. Highlight the advantages whether it is the insurance plan’s affordability,
suitability to their needs or the value added features that they won’t get
from other providers.
• Be attentive to your customers’ needs. Solicit feedback often. If they raise concerns,
show them how your product or service can resolve those issues.
• Be on good terms with your prospects, even if they don’t buy anything. End the
phone conversation on a pleasant tone and don’t hesitate to remind them that you
are available for any other inquiries that they may have about insurance in the
future. Having a good attitude helps you have a good recall with people that you
have contacted in the past, so that they will remember you when they are ready to
buy a policy.
• Practice is key to improving your sales. Nobody is successful 100% of the time,
but successful people are quick to learn from experience and are mindful of what
works and what doesn’t. They know not to take failures to heart, since there are
always prospects that cannot be convinced to buy insurance regardless of the
number of follow up calls or the tips and techniques used on them. The important
thing is to move on and not let the experience discourage you from doing what
you have to do to make a sale.
• The tips and tricks presented in this white paper are largely based on actual experiences
of successful agents. Hopefully, they will help you achieve your goal
of getting more sales from phone calls.
Writing a Good Follow Up Email
Doing a follow up is one of the most important tasks of an insurance agent. It helps
establish a relationship with a prospect and can result in a sale. There are many ways
to follow up on a prospect, but nowadays, email is the way to go.
A welcoming message is a good way to start a follow up email. Keep it short and
straightforward for more impact. An example would be, “Thank you for your inquiries
on our products and services. I welcome the opportunity to tell you all about them
and what they can do for you.”
Overall, keep your email like your opening line – short and straightforward. No one
likes long emails and you’ll have a smaller chance of making a sale.
Make sure your email contains your complete contact information.
Any well-written correspondence should be free from grammatical and spelling
errors. Most email programs have a built-in mechanism for checking the spelling and
grammar so use it. Also, make sure that you mention in your email that you will be
getting in touch with your prospect via phone soon.
You should also be conscious of the font that you are using to create your email. Stick
to standard fonts like Times New Roman and Arial. Comic Sans does not look professional.
Custom fonts will be converted to some other font if the email is read using a
machine that does not have that font stored in it. The use of color should be limited. It
is better to stick to black font, but if using color, make sure the color combinations are
pleasing to the eye but not too colorful for business emails.
How to Do a Good Follow Up
Any insurance agent learns soon enough that it is important to be aggressive in chasing
after leads in order to generate sales. This means following up on prospective clients
before other agents get to them and following up on prospects who have not
made up their mind yet on whether they are getting a policy or not. There are many
channels for doing follow ups, such as email, phone and the post. Any one of these
can be used to get good results.
A better approach is to use a combination of these follow up options. You can send
brochures and other marketing materials through traditional mail while doing phone
calls and sending emails. It may not be a good idea to depend on just one method if
you want volume.
Your customer’s time is important. Make sure that any phone call you make is justified.
Informing them of a change in the calculation of their insurance quote, some detail
in their insurance policy that you failed to mention during your last meeting and a
success story involving people in a similar situation would be of interest to your customers
and are valid reasons to call.
Relating success stories especially about people who are in the same circumstances as
your prospect can help tip the scales toward a purchase. If your customer knows exactly
how your products and services helped other people, he / she might be more
willing to buy a policy from you.
Follow-ups should not take a lot of your customers’ time. Short and professional is
the way to go. Idle conversations should be kept to a minimum. It helps to be a good
listener and note-taker, so you know exactly what to say next so that the session does
not drag out.
Taking down notes during conversations is a good practice. It helps you prepare for
your follow ups and prevents both parties from going over the same topics over and
over again.
With your notes, you can cite specific information that can help you direct the next
conversation to the purpose of your call.
Showing customers that you took the trouble to take down notes and that you reviewed
your last conversation prior to the current meeting makes a good impression
on prospective clients. It indicates attention to detail and builds trust and confidence
in the agent by the prospect.
Don’t rush your clients into making a decision. This will only make them more suspicious
of you and may jeopardize your chances of making a sale.
Follow-ups should be done regularly, but not too frequently that your calls and
emails will be regarded as annoyances. Allow for 3-4 days interval between the
first and second then second and third call / email. After that, follow ups should be
done at least weekly.
What is a Good Follow Up Email?
A good follow up email is like a good sales pitch. It provides compelling reasons
for the customer to read it and influences them to buy a policy. Here are some suggestions
on how to achieve this.
Just as you may use a script for follow up calls, you can use a template for follow
up emails. To personalize each email, however, the opening paragraph should contain
a custom message. This could be based on the information you noted in your
previous conversation or meeting, which could segue to some new information or
developments that you were not able to tell your customer about last time.
Your email template could include a section that has links to relevant websites that
can help answer frequently asked questions.
Part of establishing and maintaining good relations with your customers is to send
thank you cards at appropriate occasions. This could be after receiving insurance
quotes requests or after a sale has been finalized. E-cards can be sent automatically
at specified dates and can be outsourced to automated mailer companies like Post-
CardMania.
Big accounts deserve something extra. Consider sending a gift rather than a card to
express your appreciation of their interest in your products and services. Your gift
should be small and simple, something that cannot be interpreted as a bribe.
There is also a final consideration in sending follow up emails.
Don’t second-guess a prospect if a sale has not yet materialized!
Just because a prospect does not buy a policy after the first meeting, it doesn’t
mean that you don’t have a chance to make a sale anymore. That is what follow ups
are for. Until you get a definite “yes” or “no”, don’t give up.
Remember that people who give out their contact information to agents are interested
in insurance. They may just be being cautious, but you should respect whatever
reason they have for not buying a policy right away and keep following up
anyway. Your persistence will pay off in the end. Nothing’s over until you get a
definite “yes” or “no”.
Be conscientious about making those follow-ups. These represent sales opportunities
that you cannot afford to ignore. To make your follow-up process more efficient
and to make sure that you are not missing any prospect for follow up, the use
of a lead management system is highly recommended.
Handling Resistance to Your Sales Pitch from Customers
When meeting with prospects, do not be surprised to encounter negative reactions
or resistance to your sales pitch. In fact, you should be prepared for such a situation
and be able to handle it gracefully. Many people like the idea of having insurance,
and would naturally look for providers who can give them value for their money. If
your sales pitch does not convince them the value of the product or service that you
offer, expect a negative response. Your company’s image can also influence your
ability to convince customers. It is also possible that there are too many changes
going on in their lives or they may be anticipating change, so that customers are
hesitant to invest in an insurance policy right now.
There are many ways that you can deal with customers’ negative reactions, depending
on the root cause. This white paper will tackle the 12 classifications on customer
objections.
Handling Common Customer Objections to Insurance
1. The customer has cost concerns.
Expect objections about cost. In many cases, customers will say that the insurance
you are offering is too expensive and they cannot afford it. One way to
avoid this objection is to focus on the value of the product or service you are
offering. Selling insurance based on price is not the best way to persuade a customer
to buy a policy.
Tell them about satisfied policyholders who had the same concerns about cost,
and how you and your company were able to provide a solution. Acknowledge
their concerns and show understanding. Find out what they are willing to spend
on insurance and see if you can find a suitable plan. In any case, emphasize
how the right coverage will ensure that they have adequate resources to cover
future needs and save them money in the long run.
Get them into the “Yes” frame of mind. Rephrase the objection. Get their mind
off the price and have them thinking on the value of what they would be getting
instead. Dig deeper. More than the cost, the root of their objection might
be the simple fact that they truly don’t think the product is worth the price, or
maybe they are feeling pressured to make a decision or buying insurance now
would mean making a switch to another insurance provider.
2. The customer is undecided.
The best way to handle this is to make sure that you have fully explained your
offer to your prospect. If there is still doubt, find out what is causing those
doubts and do your best to address them. Solicit feedback as much as possible
to make sure that the customer understands his options and is not overwhelmed
by too much information.
Insurance is a form of investment, so respect your customers’ right to think
things over before making a commitment. Your job is to ensure that they have
all the information they need to make an informed decision.
3. The customer wants to do some comparison-shopping.
Try to find out the customer’s reasons for doing so. Obviously, your prospect
still feels the need to look at other insurance providers even after you have
done your best to convince them of the advantages of buying insurance from
you. What exactly is being compared (e.g. price, coverage terms)? Some people
need more assurance that they are making the right decision by comparing
offers from different providers. Your customer could also be hesitant because
they feel pressured to make a decision.
If your customer has decided on doing some comparison-shopping and you are
an independent agent, you can volunteer to get insurance quotes from different
providers on their behalf. This way, you are giving more value for your customers
being their one-stop shop for insurance.
An exclusive agent does not have that option. If you are such an agent, what
you can do is to market your company. Emphasize the quality of customer service
you provide to clients. Even better, cite instances where customers in a
similar situation as your current prospect has decided to trust your company
with their business and are happy clients.
Assure your prospect that there is no pressure to buy a policy on the spot and
that you understand that comparison-shopping is a natural thing for consumers
to do. Do not make them feel uncomfortable or guilty because they did not buy
anything from you. However, make sure that they are comfortable with you
sending them additional insurance information and calling them to make a follow
up in the near future.
4. The customer is only interested in getting information.
In some cases, customers are not ready to hear a sales pitch and would much
rather deal with reading materials. Do not be discourage by this, and instead,
be helpful and ask what kind of information they are interested in. Make sure
to include information about your company when sending customers insurance
reading materials.
5. The customer does not want to switch policies or insurance providers.
The best way to handle this is to remind prospects the importance of reviewing
their policies regularly. With all the changes in the industry, it is possible that
their current policy is no longer suitable for their needs or the premiums that
they are paying are higher than what they should be.
Offer to do a policy review for them as a way to give value-added service.
Keep in mind that people who give their contact information freely to insurance
agents would have to have a reason to do so. In short, there MUST be
something that started them looking at other insurance options. Try to find out
what they are.
Get more information on what they like and don’t like about their current policy
and / or insurance provider. See if can offer your prospect a better deal.
6. The customer has never heard of your company
Be prepared to deal with this objection by using company brochures, presenting
customer testimonials and references and citing industry awards, certifications
and accreditations. The important thing is to establish trust with the customer
and make them more comfortable in dealing with you and your company.
7. The customer does not trust your company
Find out their reasons for doing so. Have they heard negative things about the
company? If so, what have they heard and have they verified it? Help your customer
separate truth from rumor. Or maybe they or someone they know had a
bad experience with your company. Ask for specific details.
Keep asking for information. Once they have run out of reasons for not liking
your company, you can begin tackling those one by one.
Maybe your customer has a distrust of the insurance industry in general. If so,
remind your prospects that not all companies are created equal – in any industry.
As for your company, assure your customer of your good reputation and stability.
Cite industry accreditations and awards, as well as client testimonials.
Establishing trust is important in building good customer relations. You cannot
hope to do business with other people if there is no trust involved. On the other
hand, you must take care not to make false promises while assuring customers of
your company’s good qualities, since this could backfire in a major way in the
future.
8. Your customer does not think that they need insurance
To handle this, begin with getting all the reasons that the customer thinks that
insurance is not important or not a priority.
The reasons for getting insurance, such as coverage for future needs like medical
emergencies, may not seem real to them at the moment. Walk them through an
all-too-possible scenario where insurance will be helpful. Make sure that your
example is based on stories of insurance claims of real policyholders. Do not
make anything up.
Remind your customers that many people make the mistake of not getting insurance
until it is too late. Emphasize the advantages of getting insurance early.
9. The customer is too busy.
Do not be put off by this objection. Simply ask what time is more convenient for
them and make yourself available during that time. If your customer does not
want to commit to a definite time for a follow up, try to convince them to do so
by telling them that you understand how important their time is and that you will
make the meeting as short as possible.
10. The customer is just not interested.
One way to handle this is to keep changing your offer in terms of deductible or
coverage until you hit a combination that sparks an interest in your prospect.
If your prospect has an existing policy, try asking them if their coverage includes
a particular benefit that they may not be familiar with. This gives you an opening
to discuss the features of the insurance product you are offering. At the very
least, try to set up a follow up call or meeting in the near future.
You could also try to convince them to do a policy review. A policy review can
uncover gaps or potential issues in the current policy. This would be the opening
you need and a reason for them to consider getting a new policy.
11. The customer will not make a decision without another person’s input
Your prospect might put off making a decision by saying that they need to tal
first with their spouse, financial advisor, attorney, other family members or
friend. If this is the case, offer to meet with them or set up a conference call, so
that you can talk to all parties involved in the decision-making.
Try to do the same with “advisors”. Get your customer’s permission to set up an
appointment with them to review the policy and discuss alternative insurance.
The important thing here is to convince all the parties involved in decisionmaking.
Make sure you can answer any question about your product. Resist any
temptation to exaggerate or make up information to sway the decision in favor of
a sale.
12. The customer is confused with too many insurance options or too many agents
calling him / her.
Be sympathetic.
Help them make sense of the situation by sitting down with them and narrowing
down their choices. Begin by having them list down their goals and priorities in
getting insurance. What are their main concerns?
Suggest some general options.
Once they have selected the option they want to explore, that is the time to introduce
specific insurance products and discuss the details of the policy.
Trust may be an issue
Make sure you use tips #6 and #7.
This is also the time to stress the advantages of doing business with you and your
company. Other agents and companies may offer a similar policy, so stress the
qualities that differentiate you form other players in the industry.
Things to Avoid
Some actions are a no-no if you want to be able to handle objections professionally
and still have a chance to convert leads to sales. Consider every lead as a fresh start.
This means that, you have heard a particular objection countless times and have never
had much success in making a sale against them, but this should not stop you from
trying. Customers may voice the same objection, but their reaction to your countermove
will be different.
Never get defensive. Avoid using the word, “but” (e.g. “but this is a good policy”,
“but that company is not as good as we are”).
Do not bad-mouth the competition. It is difficult to recover from a situation where
you criticized your customer’s current insurance provider and the customer interpreted
that as criticism directed at them for choosing that company. You do not have
to resort to mud-slinging in order to generate sales. It is also unprofessional.
Engaging Your Customers
It is difficult to sell anything to a customer who is not interested or distracted. To
avoid this, you have to capture your customer’s interest and engage him or her in
the conversation right from the very start.
Give the following suggestions a try:
Use small talk as an ice breaker. Don’t just jump into your sales pitch and give the
customer the impression that getting a sale is all you’re after. To be able to give
good customer service, it is important to know what makes your customer tick. You
also want to know if your customer is currently weighed with concerns that could
distract him or her from insurance talk later on.
Either way, you can adjust your approach accordingly, so that you can show your
customer that you are not just there to sell insurance, but to establish good customer
relations as well.
Pay attention. This means no multitasking and paying attention to what your customer
has to say. If you are distracted, how can you expect your customer to take
you seriously?
Be interested in your customer. There are many ways to show your customer that
you think of him or her as an individual with unique needs rather than a generic
customer. Using their name frequently in a conversation and looking at them directly
while they are talking is a good start.
Be comfortable and relaxed. Do not meet with customers if you are in a nervous,
stressed or highly-strung mood. This rubs off on the person you are talking to and
greatly reduces your chances of making a sale.
Be a good listener. The meeting is not all about you, so encourage your customer to
talk, give feedback, ask questions and air their concerns. If your customer is actively
participating in the meeting, it means that they are comfortable in dealing
with you. On your part, you will know where you stand with your customer.
Why an Agenda is Important
It always pays to be prepared. If you are meeting with a customer, you need to prepare
an agenda and communicate that to the customer. Customers will seldom accommodate
agents without knowing exactly their purpose and the topics that will
be covered during the meeting.
Here are other reasons why having a meeting agenda and telling the customer about
it is important:
Customers are more likely to want to deal with professional and organized agents.
Customers can let you know in advance, what they find unimportant. You can
change your approach based on this input and ensure that your actual meeting will
be better received by your customer.
In addition, an agenda will also help your customer identify any topic that you
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have not included but that he or she feels should be taken up in the meeting.
Having an agenda for any meeting with a customer differentiates you from other
agents who don’t do this. When customers start associating you with this practice,
it makes for better recall. This means that customers will come to know you for it.
Preparing an agenda also helps you, as an agent, to focus on what you want to
achieve with the meeting and to consciously work toward that goal.
You can also tie up your agenda with your long-term goals, whether they are in
terms of career growth or company goals. Each meeting with a customer should
contribute to your long-term goals, so that each meeting or series of meetings can
be a benchmark or milestone to where you want to go.
Having a plan makes your efforts become more focused and guided. In addition,
regular reviews of your accomplishments and to-do’s gives you a sense of direction
on where you are as opposed to where you want to be.
Why Wording is Important
There are many ways to deliver a presentation to customers. However you do it, the
important thing is that your delivery reflects confidence and sincerity. There could
be instances where your words give a different impression than what you intended.
To avoid this, try doing the following:
• Put yourself in your customers’ shoes. Make a recording of your presentation
and listen to it. You may think that what you have is good enough, but there is
always room for improvement, especially if you consider your presentation
from a listener’s perspective. You may be able to pick up awkward or fake
sounding areas or phrases, for instance.
• Don’t use the phrase, “To tell you the truth”. If you think about it, it is easy to
get an idea that the speaker is not on the level before this phrase is used. You
don’t want to give that impression when you're dealing with customers.
• Avoid words that promote negativity or defensiveness. Avoid words like “but”,
“can’t” and “disagree” as much as possible. Instead of telling your customer
that you disagree with his or her opinion, tell your customer that you would
like to present an alternative view, while assuring them that you understand
where they are coming from.
• Avoid limiting words such “only” and “just” when talking about yourself or
your product. Using these words gives the impression that you are not confident
about your ability or you are not completely sold on the product you are
offering. Believe in yourself and your product, and that belief will have a good
chance of rubbing off on your customers. Help it along by not using words like
“only” and “just”.
• Always be of service. Part of establishing good customer relationships is to
give quality service. This includes not making the customer feel that you are
doing them a big favor with phrases like “I’ll have to …” and “… make the
time …”. It gives the impression that you have better things to do than attending
to their concerns. Replace these phrases with “I’ll be happy to…” or tell
them that it would be “your pleasure” to look into their request.
• Either you do it or you don’t. Don’t keep your customers in suspense. Don’t
say you’ll “try” to do something. Be definite about it. It’s either you do it or
you don’t.
• Be Positive Always Even if the customer does not buy a policy at this point, you
will still want to leave a good impression so that you will be remembered when
the customer is finally ready to buy insurance. It is also a good thing to remember
than even non-buying consumers can spread the word about a very helpful agent
to members of their network who happen to be interested in getting insurance.
Buying leads and getting in touch with people who give their information to insurance
companies on purpose is an efficient way of getting potential business for your company.
How to Get Referrals
Referrals are a good source of leads and a form of advertising. Whether prospects buy
insurance or not, they can help spread the word about your company and the products
and services that you offer.
Whatever you’re spending on marketing, happy and satisfied customers still make the
best advertising for your company. They tend to pull in prospects that are more receptive
to your sales pitch, with the person who referred them as an example. You company
can benefit from referrals in other ways:
• Happy and satisfied customers have a way of multiplying through word of
mouth. A satisfied customer can refer a friend who in turn becomes another
happy customer who refers somebody else and so on.
• Referrals give a better return on investment in terms of time and effort as opposed
to calling prospects out of the blue. Referrals take a shorter time to process,
compared to the latter.
• You will have a higher success rate with referrals than other kinds of leads.
• Referrals can keep your business going even with a small marketing budget. You
won’t need to pay people to put in a good word for you to other consumers. In
fact, satisfied customers will be happy and willing enough to help pull in prospects
– for free.
Here’s how to encourage existing customers to refer you to their network:
1. Ease their way. Providing your customers with pre-printed referral letters and
some marketing materials like brochures helps take the guesswork and effort out
of making a referral. If needed, provide the stamp for mailing the letters
2. Acknowledge their effort. Incentives like discounts, promotional items, gifts and
other rewards can motivate many of your customers to give referrals.
Incentives that can be shared with other people, even non-clients, can help existing
customers pull in their friends into referring other friends. The scope of possible
leads increases and the potential for sales increases as well.
If you cannot afford to spend on prizes, you should still acknowledge the effort
by your customers to spread the word about your company and its products and
services. You can do this by sending them an email or postcard, thanking them
for all the referrals they submitted, for instance. Sometimes, recognition is all
that is needed to show your customers how much you appreciate their efforts on
your behalf.
3. Keep the risk low. Don’t give your customer or prospect any reason to believe
that there is a risk involved in making referrals or being a referral. Some people
think that they are obligated to buy something if they allow themselves to
be referred to insurance companies. Try offering a free trial period or a small
token to express your appreciation of their taking the time off their schedule to
meet with you.
4. Make yourself worthy. Work toward making yourself the kind of agent that
your customers will not be ashamed to refer to their network. Strive to establish
and maintain good customer relationships.
The more satisfied your customers are, the more they would be willing to help
you grow your business.
Finally, when collecting referrals, remember that quantity is not everything and
does guarantee more sales. You should learn to identify quality leads and pursue
them first. You should also be able to adjust your approach, depending on
the needs and preferences of your current prospect.
How to Get More Referrals
Here are some suggestions on how to get more referrals:
1. Decide on a goal and work towards it. For instance, you might want to have at
least 10% more referrals over the next couple of months. Having a definite
goal focuses your efforts and motivates you.
2. Have a target audience. Focusing your efforts on a particular kind of client is
easier than catering to everybody. Your current customers will also appreciate
knowing the kind of clientele you want to attract so they know which ones in
their network they can recommend to you.
To maximize opportunities for referrals, choose customers who are the most
satisfied and enthusiastic with your service to be your source of referrals. It is
not a matter of asking more customers for referrals, but more of requesting for
referrals from those who are most likely to be good at getting them.
3. Don’t push your customers into getting referrals for you. To test if a customer
is a good source of referrals, observe his or her reaction when they give feedback
on your services. Are they enthusiastic and eager to answer? If the answer
is yes, then try to see how well they communicate and relate to others. You
want to ask referrals from people who are comfortable giving out brochures
and talking to other people about your services.
If your customer does not respond or react favorably to your questions, back
off. He or she would not make good advocates, but you can broach the topic at
later time, when your customer is more familiar with the products and services
that you offer.
Include Networking in your Work Process
Make asking for referrals part of your routine when meeting with customers. Make it
part of your agenda and let your customers know that it is part of the agenda. Instead
of asking for referrals seemingly out of the blue and surprising your customers, telling
them right up front what you intend to do gives them time to get used to the idea and
makes them more willing to give a name or two.
Helping Each Other with Referrals
Your clients are probably looking for referrals themselves for their own businesses.
So why not help each other out and exchange referrals? One way to get started is to
get to know other people in the same profession as your clients. Your customer may
be willing to invite you to a local meeting where you can meet potential clients, exchanging
business cards and referrals with them.
Don’t forget to follow up on the people you meet. Let them know that you will be
telling your customers about their products or services. Chances are, they’ll be happy
to do the same for you.
Websites and Social Networking Online
The Internet provides a great opportunity to connect to potential customers. Whether
you have your own website or you are actively marketing your products and services
in social networking sites (e.g. Facebook, Twitter), having an online presence can
give your business a real boost.
Here are some of the reasons why:
• A significant number of consumers use the Internet for getting information. Having
an online presence means making it convenient for consumers to find the information
that they need when they need it.
• Social networking sites are very popular. Existing and potential customers can
easily communicate with you and refer you and your website to the other people
in their network.
• Personalized interaction with potential and existing customers is possible. Most,
if not all, of your clients use the Internet and have an account with a social networking
site. With the Internet, sending and receiving messages is simple, fast,
and fun.
• Don’t get left behind by the competition, who are probably on the Internet bandwagon
already.
Purchasing Leads: After The First Year
After working with purchased leads for a year, you are now probably looking for better
ways to manage them.
To illustrate the right and wrong way to manage purchased leads, consider two
agents, Agent X and Agent Y. They are practically the same in many ways. They are
both P and C agents with the same size office and area of operations. They even offer
the same kind of products and services with similar prices.
They are both interested in expanding their business. They have seen how others
have benefitted from purchased leads, noting that their competitors now have more
sales than they used to.
Agent X and Agent Y have never met, but they both decide to buy leads on the
same month. Their handling of purchased leads is different from each other, and
this what happened over 12 months:
1st Month
Agent X:
• Gets the quantity of leads that he feels is appropriate for the first purchase
Filters leads using a broad criteria
• Buys a lead management system
• Follows up on leads immediately as they appear in the system
• Is patient with prospects and gives them time to decide on whether to buy a
policy or not
Agent Y:
• Sets his purchase requirement to 10 leads per month
• Uses a fixed criteria to filter leads
• Uses manual processes to manage leads, including the use of paper spreadsheets
• Takes his time before following up on prospective customers
• Pressures prospects to buy insurance on the spot
2nd Month
Agent X:
• No change in the number of leads purchased
• Continues use of lead management system
• Publishes and distributes a monthly newsletter to clients to keep them informed
of new products or services, and to educate them on what they need to know
about insurance
• Follows up on prospects who didn’t buy a policy until they give a definite
“Yes” or “No” to the product being offered
Agent Y:
• Changes quantity of leads to be bought per month from 10 to 5
• Inconsistent in doing follow ups with prospects
• Does not have a newsletter
• Has a “take it or leave it” attitude, does not follow up on prospects who did not
buy a policy during the first meeting
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3rd Month
Agent X:
• Adjusts the filter criteria to get leads from areas with highest ROI, but does not
change the quantity to be purchased
• Gets referrals from most satisfied and enthusiastic customers
• Looks into cross-selling
• Accommodates all questions from customers and tries to resolve customer concerns
quickly
Agent Y:
• Does not buy leads anymore
• Does not ask for referrals form customers
• Is not interested in cross-selling
• Does not handle objections raised by customers well
6th Month
Agent X:
• Still buys leads and makes immediate follow ups
• Still relies on a lead management system
• Reminds policyholders when it is time to review or renew their policies
12th Month
Agent X:
• Derives a significant quantity of sales from purchased leads, the business has expanded
and will continue to do so
• Still buys leads
What You Can Learn from a Failed Sale
Not all meetings with prospects end up in a sale. Sometimes, in spite of your best efforts,
the customer still doesn’t want to buy a policy. In this case, the best thing you
can do is learn from the experience and move on.
To keep from making the same mistakes in future meetings or to simply improve your
technique, try to find out why your prospect did not buy insurance from you. They
may have bought a policy from another provider or remained with their current one,
but, either way, see if you can get feedback on why this is so. You want an honest
reply, and hopefully, your prospect will answer your questions. You may want to
think about how to phrase your questions so that the customer will feel comfortable
answering them. If they cannot tell you why you are not their choice for getting insurance,
get them to describe why they think their current choice is the right one for
them.
Your other option is to go over the meeting and any notes that you have made and try
to come up with possible reasons on why no sale occurred. Having done that, make
definite plans to address the root causes so that you can improve your chances of
making a sale next time.
If you really cannot find anything wrong in what you did, that’s all right. There are
other factors beyond your control that could have influenced your prospect to not buy
a policy. There is nothing you could have done if the customer is adamant about not
buying insurance or if their financial situation has changed since they submitted their
contact details as a prospect and has made it difficult to accept your offer. It could
also be simply that another provider made them a better offer.
What is important is that you did everything you could. You provided answers to all
the questions they asked. You handled all the objections they raised. To the best of
your ability, you made your best offer to them.
Don’t let this kind of experience discourage you. Keep on following up your prospects
via phone or by meeting with them personally. Explore other ways of getting
leads, such as purchasing them from online leads generation service providers.
Working with Partners to Succeed
Partnering with another company that specializes in gathering insurance leads, such
as BestQuotes, can help greatly in your business. Our business depends on the success
of yours, so we are doubly committed to helping you generate more sales by providing
quality leads.
Patience is Key
When buying leads, you should start with a broad criteria then gradually adjust it as
you notice trends and are able to identify which kind of leads yield the highest return
on investment. This takes a bit of time, so you need to be patient.
Many users of this service have benefitted from the leads that they purchased. But it
takes time and patience to be able to identify which kind of leads result into a high
probability of generating a sale.
Getting Help from Your Account Manager
Account managers are assigned to all of our clients to help them with any question or
concern they may have about our service or about buying leads in general. Please do
not hesitate to contact them if you need help.
We have Free Resources for You
We have various white papers on various topics that you can download for free.
These white papers covers topics that are useful to know for your business. These include
tips on buying leads, getting referrals and networking, among other things.
Best regards,
Joe Pichardo
146 Delancy Street,
NewYork, NY 10002
