Internet Leads My Thoughts and Processes

[insurancequoter]

DJ, thanks for the information. sounds like you mainly focus on auto policies is that correct? have you / do you sell commercial lines using internet leads?

we are commercial agency and generate all our own lead via the internet, been in business 4 years now, licensed in 5 states and expanding.

I agree that the internet leads are a tremendous opportunity, however, you MUST have a system in place, you MUST w o r k them, and you MUST work them immediately when they come in to make the initial contact.

 

[DJWilliams]

Yes we mainly prospect Auto & Home leads we are up to about 1000 - 1200 a month now . We do run into a considerable amount of bad data but we have a very good credit process in place to make sure we seek out and credit as many bad leads as possible.

I have not tried commercial leads just for the fact Allstate has a narrow market for what we can actually write when it comes to business. Most of the companies do not allow you to filter specific enough to make it worth it for us.

ksigmtsu - we finally found a predictive dialer that semi works with leads360 . We went with ytel. The only prob with them is we have to update the data base manually each day with our new leads. It can be fully integrated to post real time but they wanted an extra $250 per month for this posting feature which we could not justify.

 

[DJWilliams]

ksigmtsu - have a quick question. one thing we have been running into on the dialer is it calls multiple people then stacks others on hold for them just to hang up. Seeming that you have been doing this for a while do you have any tips on preventing this issue? Thanks again

 

[ksigmtsu]

Scale down the number of lines being dialed and turn on the auto answering machine detection. You might actually be having answering machine pickups that appear to be people answering.

Depending on the age of the data or number of dial attempts I use more lines.

Contact attempt 1 - 1 line, 2 - 2 lines, 3+ 3 lines-5 depending on answer rate that day (i tweak it as I go if I'm having a lot of drops)
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looking at ytels system if you're loading the data by hand at end of each day, I'd name the data something that makes it where you can have an idea of number of attempts then move the line use up on that particular file.

 

[DJWilliams]

Thank you I will give it a try

 

[JAngelson79]

I've been following this thread with some interest since it began and I've picked up a ton of good information. David, ksigmtsu thanks. I am primarily a life, health, supps broker and I currently use Inside Sales & IS Power Dialer for CRM and dialer and Norvax for Quote Engine. I buy a few internet leads and several other pretty effective high impact/impression lower cost marketing items as well.

This combo with 8x8VOIP phone service costs me about $400/month all told. It seems like there are some really powerful tools available for comparable or even lower cost that offer a much greater degree of control and customization.

I call 5-6 days per week but the power dialers logic is kinda Spartan. It's hierarchy, at least in my experience, and admittedly could be user error, doesn't allow for a lot of what David and ksigmtsu are doing when working internet leads and I am sure I'm losing money on internet leads. I'm spending about $1,000 on internet leads and getting between 25-30 major med plans out of it, with some supp and life business scattered in. But the conversion is not where it needs to be.

What would you guys recommend I change my set up to? It seems ksigmtsu that you're model is similiar to mine. But I do a fair number of face to face biz locally too. Any thoughts? Thanks in advance.

 

[YouGotMyMoney]

Hey Justin, I have used InsideSales.com at call centers before, but couldn't justify paying for it as an indy agent and frankly didn't like the single dial and CRM aspect of it.

Are they still using just the single power dialer aspect?

Do you use the CRM at all? I hated that thing, I though it sucked.

 

[JAngelson79]

Hey Justin, I have used InsideSales.com at call centers before, but couldn't justify paying for it as an indy agent and frankly didn't like the single dial and CRM aspect of it.

Are they still using just the single power dialer aspect?

Do you use the CRM at all? I hated that thing, I though it sucked.

Mark - Agreed. The cost is huge. We probably spend as a group $2,000 a month on this thing. It cahrges by the minute for outbound, but free to connect to the agent. Nice, all the other dialers do that as a matter of course. Single dial is limited, as far a I know it has no predictive capabilities, and the CRM sucks. The interface is kind of clunky and ugly. And for $255 per month I'm sure I could get a better system. I recently went from captive to indy and the guys I'm licensing this stuff through won't let me customize it to really use the CRM. They say they will do it for me but you know how that goes. Plus I don't like it. What about a health quote engine? Anything better than Norvax?

 

[YouGotMyMoney]

Norvax or Quotit, depends on what State you are in and which back office you like best.

I'd drop InsideSales.com in a hot second if you are able to.

There are plenty of dialers that can call a lead a soon as it comes in, better CRM's and you can do it all for a lot less than Inside Sales.

 

[JAngelson79]

Norvax or Quotit, depends on what State you are in and which back office you like best.

I'd drop InsideSales.com in a hot second if you are able to.

There are plenty of dialers that can call a lead a soon as it comes in, better CRM's and you can do it all for a lot less than Inside Sales.

I haven't used Quotit myself but it comes well recommended from a buddy that owns an agency in Cali. The Quotit guy told me I could get a quote engine embedded on my site for $59. If that includes the Quote Engine for me to use and I can get all my carriers for OH, MI, and TX in it, then sign me up! Thanks for the heads up Mark. I can probably cut my tech cost by half if I'm lucky.