Sell More Insurance: Follow Up Within 24 Hours

Today is Day 1 in my series on “Creating A Mega Agency Without A Mega Budget: 59 Ways To Attract All The Insurance Clients You Need.”

(Click here and enter your email address on the right to get the entire checklist instantly.)

This list is a mix of marketing ideas and ways to streamline your agency operations and improve service, referrals, retention, and more.  All designed to help you take your agency to the next level without going broke in the process.

For the next 59 days, I will be going in depth on each item here on the blog.  Plus, I’ll send a recap email on Thursdays to everyone who downloads the checklist.

So let’s get started….

[headline_tahoma_small_left color=”#000000″]#1:  Follow up with all prospects in less than 24 hours (the faster the better).[/headline_tahoma_small_left]

Well duh, right?  (Is that what you were thinking?)  But here is why this is on the list!  You know that it needs to be done, but is it really being done?

I used to tell my staff to “follow up with a prospect the next day” after giving a quote.  And honestly, I thought that was sufficient.  I really didn’t think it could be interpreted any other way.  But I was totally wrong.

See, my staff instead created their own personal internal system for deciding who they would follow up with.  If they thought the person was interested, they would call.  If they thought the price was too high then they didn’t bother.  Sometimes they sent an email and sometimes they made a phone call.  Some got more follow up than others.  Some got none at all.

The mistake I made was that I gave way too much freedom in “how things were done” in the agency.  So one day, I realized that this was all happening and it was time to create a system that applied to EVERYONE.

John (my husband) is awesome at sales.  He used to sell an insane amount of internet leads (yes, the internet leads that no one thinks can be sold.)  It just comes naturally to him and so I watched what he did and then implemented it for our entire staff.  He followed up with every single prospect over and over and over again until they either bought or told him to quit calling.  He didn’t take it personally or try to decide for them.  There was a systematic approach.

As we talk about creating a “Mega Agency” without spending a lot of money, there are several things that have to be accomplished.  You’ve got to:
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  • Get More Quotes
  • Close A Higher Percentage Of Those Quotes
  • Retain Them As Long As Possible
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So, your follow up system is essential in raising your close ratio.  And if you haven’t created a very specific follow up system for your staff (or even for yourself), then odds are that everyone is doing it a little different.

Today, go ahead and write down a short process.  You can always tweak it later if it doesn’t flow.  What happens AFTER the quote if  they haven’t purchased?  Do you email the quote or put it in the mail?  When do you call?  What do you say?  (I suggest calling daily with an email follow up every 2 days.)  Print your process, test it out, change as needed.

Don’t make my mistake and just tell your staff to “follow up” or you’ll leave a lot of money on the table!

(Don’t have the “59 Ways To Attract All The Insurance Clients You Need” checklist yet?  Click here and enter your email address on the right for the instant download.)

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About The Author

Robyn Sharp

Robyn Sharp is an insurance marketing expert (and former agency owner). She specializes in Facebook content creation & marketing for P&C insurance agencies. Robyn has been a featured contributor to Exclusive Focus, PropertyCasualty360, IndependentAgent, and other insurance publications.