Exclusive Health Insurance Leads Still Need To Be Worked Diligently
Just because a health insurance lead is exclusive does not mean it should be left in the inbox too long.
Online, July 24, 2013 (Newswire.com) - "It is important to stay on top of all your exclusive health insurance leads," advised Clelland Green, RHU, CEO, and president of benepath.net, Pennsylvania. "If you make the mistake of taking your time to call these kinds of leads, exclusive or not, you stand the chance of losing them because you weren't prompt."
Not being prompt in business, particularly when following up on pre-screened leads can do an insurance business a lot of damage ---- financially and reputation wise.
"We've noted that one of the biggest mistakes agents make is to think that once they buy the insurance leads, they don't have to do anything more with them. Wrong. The first contact with a prospective buyer will make or break your ability to make a sale. Do it soon and do it with outstanding service and you're on your way to a solid client relationship."
It pays to keep in mind that just because the individual requested information, they still have a life to lead. A call from an insurance agent is still mildly regarded as an intrusion, even if the person is interested in buying insurance of some type.
"The first contact needs to be an introduction to you and your services. Put them at ease and do not come on like a man on a mission, even if you are. Take it slow and easy and be polite and courteous. Even though you got the contact from a lead generation company, you usually have no way of knowing how many other agents have already called your potential client. Just act like you are the first person to call," suggested Green.
Chances are if exclusive leads of some kind were not ordered, an agent is bound to run into situations where the person they call has already spoken to numerous other agents. "Having a sense of humor about it may get you over the rough opening conversation when the potential client pointedly states they're tired of hearing from every insurance agent on the planet," Green said.
Making a favorable first impression on the phone will open the door for further conversation. Once that has happened, there is an established connection to work with. Even a flat out no from a lead usually means that they are not interested at that particular moment, which does not rule out the long-term possibility of a second call later.
Learn more at http://www.benepath.net.
