Scroll down for a discussion on Best Time to Call Clients within the General Insurance Agent Discussions.
Hello. I am a newbie...started selling health insurance about a month ago using purchased consumer leads. Does anyone have any advice on the best time ...
Hello. I am a newbie...started selling health insurance about a month ago using purchased consumer leads. Does anyone have any advice on the best time to call clients? I have a decent close rate when I can actually talk to someone. I have tried different times of the day, nights and weekends but have no consistent success; probably speak to someone two out of ten calls. I usually try someone three times before I start felling like a stalker. I leave messages but of course, no one calls back.
Whenever I make a call, I log the time and the result.
Left message answering machine
Left message voice mail
No Answer
Left message with a male
Left message with a female
Spoke to husband
Spoke to wife
Spoke to lead
I look at the time the lead was generated, and try to contact them as close to that time frame as possible. You never know now days if the lead was at home, or at work when they were looking. Two calls
If I don't have any success, I try the 6 to 8pm evening route. Two calls.
Four attempts by phone is the max in most all instances.
If I speak with either the lead, or another proposed insured in the house and they seem or sound interested, I send out a post card by snail mail. One right away, another in 15 days.
They all get a e-mail at the time the lead was sent with a sample of various plans.
Then I place them all into my e-mail program. Depending out the outcome of my phone calls, they go on one of four programs I have set up for leads.
Purchased from me My smallest list
Interested
Never contacted
Purchased from another
The ones who are not interested go into the interested list of e-mails until they opt out. After all, they were the ones who submitted their information for a quote.
Then based on the results from the e-mails I send out, which are all tracked, when they were opened, how many times they were opened, if they went to my web site from the e-mail, or opted out etc.. For some, the process starts all over again.
As long as they don't opt out of my e-mails, or tell me to get lost on the phone, I figure they are still some where in the buying process.
They just haven't reached the level of discomfort necessary to make a decision, or change yet.
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Whenever I make a call, I log the time and the result.
Left message answering machine
Left message voice mail
No Answer
Left message with a male
Left message with a female
Spoke to husband
Spoke to wife
Spoke to lead
I look at the time the lead was generated, and try to contact them as close to that time frame as possible. You never know now days if the lead was at home, or at work when they were looking. Two calls
If I don't have any success, I try the 6 to 8pm evening route. Two calls.
Four attempts by phone is the max in most all instances.
If I speak with either the lead, or another proposed insured in the house and they seem or sound interested, I send out a post card by snail mail. One right away, another in 15 days.
They all get a e-mail at the time the lead was sent with a sample of various plans.
Then I place them all into my e-mail program. Depending out the outcome of my phone calls, they go on one of four programs I have set up for leads.
Purchased from me My smallest list
Interested
Never contacted
Purchased from another
The ones who are not interested go into the interested list of e-mails until they opt out. After all, they were the ones who submitted their information for a quote.
Then based on the results from the e-mails I send out, which are all tracked, when they were opened, how many times they were opened, if they went to my web site from the e-mail, or opted out etc.. For some, the process starts all over again.
As long as they don't opt out of my e-mails, or tell me to get lost on the phone, I figure they are still some where in the buying process.
They just haven't reached the level of discomfort necessary to make a decision, or change yet.
What are you doing to actively track the emails? IE when they were delivered, Opened, never read, Follow the links, Went to main site, Submited information. Its Marketing on a new level.
Lets say for example, on any given day, we send 300-1000 emails, At the end of the day it tells us who read them, how long they looked at them, did it get opened, did they go to our website.
Makes things a bit easier.
What are you doing to actively track the emails? IE when they were delivered, Opened, never read, Follow the links, Went to main site, Submited information. Its Marketing on a new level.
What are you doing to actively track the emails? IE when they were delivered, Opened, never read, Follow the links, Went to main site, Submited information. Its Marketing on a new level.
Last edited by somarco : 02-20-2009 at 02:59 PM.
Reason: Posts merged
Hello. I am a newbie...started selling health insurance about a month ago using purchased consumer leads. Does anyone have any advice on the best time to call clients? I have a decent close rate when I can actually talk to someone. I have tried different times of the day, nights and weekends but have no consistent success; probably speak to someone two out of ten calls. I usually try someone three times before I start felling like a stalker. I leave messages but of course, no one calls back.
If you are calling on businesses, either early in the a.m. or late in the afternoon. What you have to realize, sometimes it's not that someone is avoiding you (although sometimes they are), it's that what you have isn't what's most important to them at the moment.
As I've become more successful, I've become busier and busier. Those things that I know I need to take care of, I sometimes let sit and then forget about it. The same holds true for most any successful business owner. Eventually, what you have to offer will become important. That's when they are ready to act. The best thing you can do is consistently have your name in front of them. If you have email addresses, start a drip campaign to keep your name in front of them. Drop them a postcard every few months. That way, when the time comes, they may remember that you are the one that can handle the need.
I can't tell you how many clients I have gotten 1 or 2 years after our initial contact. I don't harass them, I just let them know I can solve their problem and then I keep in touch. Sometimes it's a phone call, many times it's an email. If you know that they were looking for coverage in February and you don't get the sale, around November or December you start making contact with them again (pick up the phone and call) because you know they are having a rate increase soon.
I was talking to a friend of mine who happens to be EXTREMELY successful (the seven figure type). He started his career as a masonry worker. He figured out real quick he could get the jobs and hire others to do the work. Fast forward 20 years and he owns several businesses and lots of commercial property. In our conversation we were talking about being stretched thin with our time. He stated he remembered early on when he started his business he would do some masonry work for a doctor or a lawyer, and he would have to chase them to get paid. He said he thought (at the time) they might be trying to beat him out of his money. But now he realizes that they were just extremely busy and hard to reach (because he is in the same boat).
In this business, consistency pays off. It may not be the quick buck, but it sure adds up.
You know, I've lived south of Atlanta the majority of my life and I've never eaten at Ray's. I've driven by it at least 100 times. I've had Baby Doe's a few times. Remember that place? It was across the interstate from Ray's. I don't recall when they closed, but it's been at least 20 years since I've eaten there. I loved their Beer Cheese Soup.
Ray's huh? O.K. But it may not cover you and the better half's entire meal and drinks.
I appreciate the ideas and thoughts. I come from a business sales background where contacting the prospect was never a big issue. I need to do a better job tracking the emails and with follow-ups. I'll try the read/notify. Thanks...
Hello. I am a newbie...started selling health insurance about a month ago using purchased consumer leads. Does anyone have any advice on the best time to call clients? I have a decent close rate when I can actually talk to someone. I have tried different times of the day, nights and weekends but have no consistent success; probably speak to someone two out of ten calls. I usually try someone three times before I start felling like a stalker. I leave messages but of course, no one calls back.
2/10 is not a bad average. The challenge is that you never know what the prospects schedule is. The best course of action is to develop a consistent plan of attack, the same call times each day.
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Gina DePinto gdepinto@hyperlinkis.com www.hyperlinkis.com
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Best Time to Call Clients
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