Long Term Leads: Turn Them into Sales
In a group of leads that is generated by one insurance agency, there are bound to be short term leads and long term leads. Short term ones are prospects that are easier to guide to buying insurance and closing while long term leads are prospective customers that are just not ready to close even if they have a specific need for insurance. Short term leads are mostly made up of people actively in search for the right health insurance plan and they usually get the attention of insurance marketing agents for the increase success rate in closing and providing for coverage needs that they might have.
It might also because of how leads were handled that insurance agents lose money and lose good leads because they turn into long term leads. First off, if a certain individual is a prospect, they might have not received a welcome email or a follow-up call. There are many cases where agents make only one call to prospects and don’t call them again. In cases where prospects do receive a follow-up call, they might have been considered as an unqualified lead and so they have no other option but to go to a competing vendor for the same product.
For all these situations, there is a big gap now between short term leads and long term leads. With agents focusing on low hanging ripe fruit, many fruits in the higher branches suffer lack of attention. You can guide long term leads to get quicker sales but you have to understand that there is a process involved here. There’s discovery, the state of deepening and the stage of deciding. In the first stage, prospects need to get all information and education related to insurance.
With the deepen stage, they need to get in depth answers for all their insurance questions. They need well researched answers and need time to absorb that information that was given to them. You have to be easy to contact just in case they have a need to digest all the data about insurance. As for the stage of deciding, long term leads need an efficient closing process. The plan has to be the right plan they’re set up in and the app has to happen right away. In this stage, prospects make a list of agents who stayed connected with them through it all. When you’re the agent to get them to an approved app, you can be the one to successfully close.
Together with the knowledge of the stages that long term leads undergo, you also have to employ elements like educational materials, a quote engine on your website and a professional looking website. Turn your long term leads into successful sales.