The agency that I will be selling for opens in February of 2013. Between now and then I’m going through training and have been asked by the Agent to work on a “hot list” of leads. For every 100 qualified leads that I can drum up between now and opening I get paid a nice bonus. Ideally, he wants these leads to be people who are agreeing to allow us to quote their insurance policies as part of our grand opening. Would you happen to have any suggestions/ideas on the best way for me to round up people for this hot list? Any suggestions would be appreciated! And thanks for keeping up a great resource for people like me! Thanks! Erica C. Hi Erica, Congratulations on starting a new career and thanks for letting me share your question and my response for everyone to see. I’ve worked with tons of new agents and I understand how they think. New agents want to put sales on the board ASAP and I can’t blame them – they often have numbers to hit within 90 days and sometimes make higher commissions at the beginning. I get it… but I think it’s to everyone’s benefit here if you consider approaching this differently. Consider Developing an X-Date List InsteadRather than developing a big list of people to call in month 1, I recommend developing a gigantic list of people to call throughout months 1-6. You can do this by asking for X-Dates. An X-Date is “agent speak” for the date when a prospect’s current insurance policy renews (or eXpires). Rather than asking if you can give someone a quote in February when it’s important to you, ask them when their insurance expires and whether you can give them a quote before the renewal when it’s important to them. (Although you can usually change insurance carriers at any time, the majority of consumers are more comfortable and receptive to doing it at the end of a policy period.) There’s a few reasons why I suggest you build an x-date list instead of a “Let me quote you” list:
Play the Newbie Card to Get X-Dates.
Here’s a cheesy sample conversation: Erica: So I’m training to be an insurance agent but I don’t know if I’m going to be good at it. My agent has me making a list of people to quote when we open but I only have like 6 names… Prospect: Well… I’d be happy to get a quote if it would help you… Erica: Really?!? Wow, you’re the nicest person on earth! Prospect: (Blushing) Well I don’t know about that… but… I help when I can. Bring up this conversation with everyone you encounter and you’ll have a very big list by February. What if I just want a creative way to build a huge list and get a fat bonus?I’m sorry Erica… you reached out to me for creative ideas to build a giant list so you can get a big bonus and I just lectured you on x-dates and told you to go ask people. Here’s a creative idea that could be huge if you can make it work.
Create a Facebook page called “Help Erica Be A Success”. On that page do a funny or personal video about yourself and what you’re trying to accomplish with your new career as an insurance agent. It doesn’t have to be professional quality but it does need to be real and likeable. At the end of your video include a very clear call to action to get people to give their contact information to get a quote and help you be successful. You can use the “Sign Up” app from Offerpop.com to collect contact information. Share the link with all your Facebook friends and ask them to share it with everyone that they know. If it works on your friends, you may want to buy some Facebook ads and target your friends’ friends. If you make the page easy to understand, cute and entertaining, people will share it and you might get a lot of people signing up. Worst case scenario is it’ll be a great way to announce to everyone you know what you’re up to so they’ll think of you the next time they need insurance. Does anyone else have any great ideas for Erica? Please add them to the comments below!
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