Converting Old Leads and B Leads

I think a lot of insurance agents are too hooked on shiny new leads. I believe the real secret to long term success is to build a pipeline. Prospects are not always ready to decide the minute you need a sale. It is just an unpleasant truth for many agents, but it does not have to be.

In fact, look at this company's experiene with converting older insurance sales prospects into clients. They claim that their average sale comes from a lead that was generated at least one month before. The first contact is not always making the sale, and you do not have to sell on the first phone call or appointment to sell later.

In fact, you should have a system in place to gather contact information, survey a client for needs, and then stay in contact in order to squeeze every ounce of production from your lead budget. You may be missing out on a huge percentage of potential profit by neglecting older leads!

You can also usually obtain older leads very cheaply, and sometimes even for free. So if you have that contact system in place, why not use it?


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