1. You need a better telemarketing script and/or telemarketers, try updating their script and paying them per lead and per close (if licensed) rather than per hour or what ever you're paying them now
2. Internet leads work if you work them right. I lived on internet leads for about a year and the trick to that game is to be first to the customer, as soon as the lead comes in you get that client on the phone to let them know that you're working on their quote, you keep the client on the phone so that the 6 other agents can't get the client on the phone, it allows you to verify all of the client's info and if you don't get the close get permission to call in 6 months and you've got a lead for the future. About half of the leads you work will never pick up, return your voice-mail (you always leave a voice-mail), return your e-mail, or if they do they'll tell you that they didn't want quotes from 6 agents. Return these leads to the lead sources for credit toward new leads.
Come up with a systematic follow up process, call the client when the lead comes in and quote over the phone if possible, finish the lead and e-mail it to the client, if not quoted over the phone call the client again to let him/her know that the quote is ready and in his/her inbox, then call the client tomorrow the 1st day, the 3rd day, the 7th day, the 10th day, and every 10 days until the client tells you no or you're no longer free to call that client under dnc listing. If the client tells you no, tell the client that you understand and that insurance rates always fluctuate and that they can call you any time if they're not happy and ask permission to call them in 6 months.
If you have a full time service person and yourself you will have no problem making 50 sales a month working web leads. If you have more than one on staff then you'll get even more.
1. You need a better telemarketing script and/or telemarketers, try updating their script and paying them per lead and per close (if licensed) rather than per hour or what ever you're paying them now
2. Internet leads work if you work them right. I lived on internet leads for about a year and the trick to that game is to be first to the customer, as soon as the lead comes in you get that client on the phone to let them know that you're working on their quote, you keep the client on the phone so that the 6 other agents can't get the client on the phone, it allows you to verify all of the client's info and if you don't get the close get permission to call in 6 months and you've got a lead for the future. About half of the leads you work will never pick up, return your voice-mail (you always leave a voice-mail), return your e-mail, or if they do they'll tell you that they didn't want quotes from 6 agents. Return these leads to the lead sources for credit toward new leads.
Come up with a systematic follow up process, call the client when the lead comes in and quote over the phone if possible, finish the lead and e-mail it to the client, if not quoted over the phone call the client again to let him/her know that the quote is ready and in his/her inbox, then call the client tomorrow the 1st day, the 3rd day, the 7th day, the 10th day, and every 10 days until the client tells you no or you're no longer free to call that client under dnc listing. If the client tells you no, tell the client that you understand and that insurance rates always fluctuate and that they can call you any time if they're not happy and ask permission to call them in 6 months.
If you have a full time service person and yourself you will have no problem making 50 sales a month working web leads. If you have more than one on staff then you'll get even more.
You have to find a way to differentiate yourself. People hate insurance. Focus on where you can get consistent quality leads...Mortgage brokers and Realtors. Don't just mail them pieces. Find the top producing Realtors in your market and take them to lunch. Explain why they should work with you. Can you tell them that you can get a policy bound at crunch time when others can't? Do you provide annual policy reviews, or just send out renewals.
Ask to speak at the Realtor morning meetings and make sure you can provide some sort of new angle, or interesting statistics. What % of people go with a low deductible and is it really worth it? How bad is it to your rates when you file a claim? You have to provide some sort of value. If you do that, are honest, consistent and available, you will get a lot of business. The only problem I see is you being captive at Allstate. How good is their coverage for the rates? If you can't offer the best rates or policy, you are in the wrong place.
