Health Insurance Lead Call Script

You may have perfected your pitch for handling incoming leads. But internet leads need a different approach. Here’s a sample script to get you started:

"Hello, may I speak to Mary Jones? … Hi Mary, this is Rob Robertson from ABC Insurance Agency. I’m calling with the health insurance information you requested online. The information in front of me says you’re looking for [insert the specs for your lead’s particular situation], is that correct?"

Once the lead responds, keep the conversation moving forward positively by suggesting she’s made a good decision:

"That’s terrific because I have a selection of health plans from [your state’s] most popular companies that look like they could be a good fit for you. We can get into the details of those if you like, but first I want to answer any questions you might have about health insurance."

If your lead tells you they need more time, set the stage for your next call.

"I agree you should take time to go over your options. When is a good time for me to follow up with you? Is next Wednesday afternoon fine? Do you prefer me to give you a call, or send an email?"

If your lead tells you they’re not interested in buying a health plan now, ask permission to contact them again.

"That’s fine. It’s always a good idea to check into your options from time to time. I’d like to be here for you if later on you want to learn more about your health options. Would you like it if I checked back in with you sometime in the future? When do you think would be the best time for me to touch base with you about your health insurance needs? Is a phone call best, or email?"

Once you’ve secured a follow up time, you can enter it into the calendar in your BrokerOffice lead management tool, included free with your ProspectZone lead account. When it’s time to follow up, you’ll get a pop-up reminder.

If you are using a quote engine with your insurance leads, you can pump up your script with:

"Based on what you’ve just told me, I’ve emailed you rates and information of a few plans I think you’ll like. If you want I can talk you through each one over the phone, or you can take a look at them at your own pace."

Remember, it’s not going to sound natural on your first try… and it won’t sound natural to your leads. Take the time to read it out loud until you’re comfortable with it. And your call script is always a work in progress. You may find tweaking a couple words here and there gets a better response out of your leads.

Want more ideas for getting the best return for your leads? Visit our Insurance Marketing Resources for tips, trends and free whitepapers.

Need a supply of health insurance leads to practice your pitch on? Talk to a Lead Specialist about what type of program can improve your sales.