Nurture Leads To Lock In Commissions… And Do It Automatically

It’s no secret you have to be quick with the phone these days to catch an internet lead while their interest is highest… or before they find another agent to talk to.

But even when you are first in the door, there’s no guarantee you’ll be writing an app that day. You get your fair share of tire kickers, no matter how good your lead supply is.

And the biggest mistake agents make is just tossing
that lead in the trash. They think, “Who has time to follow up with every person who’s not an immediate sale?”

Answer: You do.

Get In, Nurture, And Close

You can build a steady supply of commissions by nurturing your tire kicking leads. And no, it doesn’t take an impossible amount of time. You can start earning profits from cooler leads — and you don’t have to spend any more time on it than you do right now.

Here’s how it works, in three steps.

Get your foot in the door.
Contact your leads as soon as they come in. People are more receptive to you when they’ve got insurance fresh on the brain. Here’s where you identify their “readiness” to buy. When you sniff out a tire kicker, move right on to step number 2.
Pitch them a no-risk relationship – not a high pressure sale.
A person who just wants some ballpark prices
might be uncomfortable talking to you. Running through the back of their mind is, “Oh no… is this
guy going to show up at my house and camp out at the kitchen table until I buy a plan? I just want to know how much things cost!”

Right away you need to establish a friendly, no-risk relationship. You’re here to educate them, show them the plans and prices they wanted, and be ready to answer their questions. Try saying:

“If you ever have any questions, I'll be happy to answer them. And if your situation changes and you decide it’s time to get a plan, give me a ring so I can help you out. We can talk about what would be the perfect fit for your needs.”

And if you’re using a BrokerOffice database with quoting enabled, you can say:

“…I’ll keep your information on file for you, so any
time you want to find out how much plans cost, just give me a quick call. I’ll be able to punch up new rates and email them over to you, and it only takes a minute.”
No threat of a high pressured sale. Just change your pitch to be educational, and show how available you are.
Keep in touch – automatically.
Now you need to set a system in place to follow up with these leads. Even with the friendly relationships you’ve developed, prospects can easily misplace your information, or forget your name.Email autoresponders send out a campaign of personalized emails to all the leads in your database. You can keep offering friendly advice, tips and reminders to them for weeks or months to come.

The best part is, after that first phone call, all the follow-up work is done for you, automatically. You can sit back and relax, knowing that leads are still getting your message. When they’re ready, they can just shoot you an email, or give you a call.

By handling tire kickers with the same respect and attentiveness you give to the immediate sales, you’ll
lock in their business downstream.

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