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Top 5 Mistakes to Avoid When Working Leads

Whether you are new to the world of Health Insurance Sales or a seasoned veteran, selling is crucial to your success as an agent. There are so many things to think about, do, and not do when you are working a lead through your sales pipeline. With sales techniques and tactics always evolving it is beneficial to continually brush-up on your skills.


Insurance lead sales tips on what NOT to do:

1) Not contacting insurance leads immediately:

Contact the lead while it’s piping hot. Why purposely let a lead get cold and lower your chances of selling that policy? The sooner you make contact the more likely the lead will close.

An angry insurance agent. 2) Being overly aggressive with prospective customers:

An indecisive client and the stress of making the sale can sometimes lead to aggressive sales behavior. Placing too much pressure on a hesitant client can certainly push them away and leave them feeling uncertain about pulling the trigger. If you feel that your prospect has been put-off by your seemingly aggressive behavior, give the prospect some time and suggest another follow-up in a week.

3) Talking rather than listening: Don’t overwhelm a prospective client by talking too much. Listen to what the customer wants and needs and then do your best to give it to them. You are the agent for a reason, and you are there to provide the appropriate counsel and products for your client. Use this listening opportunity to build trust and also prepare for future sales.

4) Not being prepared: No matter who the customer is, always be prepared. Make sure that you know the ins and outs of all the products you are trying to sell, and that you have a grasp on the prospective customers’ needs. This will reassure customers that they are choosing the right plan from a knowledgeable source.

5) Overstaying your welcome: Although leads are interested in insurance, assume that there are some things that are more important to them at the time. Adjust to the customers’ schedules and plan a follow-up that works for them. It can take multiple interactions with a lead before closing the deal.


Leads are people too, and they experience the same amount of pressures and busyness that you do. Think about the way you would want to interact with a sales agent and compare that to your current sales strategy to help you improve on your relationship with leads. In the end, this approach can result in closing more sales!