Auto insurance leads are easy to come by, but when you go to sell them, things get tough. People are uncooperative. Other agents are eager and ready. You have to be on your A-game to get involved, but the payoff is oh so worth it. In order to stay relevant, here's a couple of things to keep in mind when you sell auto insurance leads:
Approach From The Prospect's Perspective
When someone looking for auto insurance finds the form for their contact information, a couple things tend to surprise them. The first is the number of people they'll be contacted be. The second is how soon those replies will start. It only takes seconds for the information to travel through a system, so it's your job to disarm your prospect's surprise when you call. Sometimes the time between the lead entering their information and your calling them is less than a minute.
Because they're sometimes unprepared for such an immediate response, don't be surprised if they're busy when you call. Be ready to set up an appointment, and follow up via email to make sure they know when you'll be speaking again. Of course this doesn't mean you should wait to contact them, since contacting web leads within 5 minutes of their submission increases their chance of converting by 900%. Speaking of which...
The Sooner, The Better
Never hesitate on web leads! A web lead tends to mean a few things: The lead wants information as quickly as possible, and the lead will get information from many different sources. The early bird gets the worm, so they say. Beat the competition by staying on top of your calls.
Persistence is Key
With anywhere from a couple to a dozen different agents reaching out to new leads, you can't always win. Sometimes other agents are faster than you. Sometimes they have better deals. Sometimes they're just more charismatic and know how to close that deal better than you. It happens to everyone. That's no reason to give up, though. Persistence is incredibly important when you sell auto insurance leads, so pick up that phone and start again. Every call is a new chance to succeed.
Set Realistic Goals, then Break Them
Understand your limits. Some calls are far too short, others can go on for what seems like ages. Set some sort of goal for yourself every day - number of calls, number of sales, something to push you to keep going. Then, always push for one more. It's easy to burnout if your goals are too lofty, but setting the bar too low is an easy way to set yourself up for failure.