7 Proven Tactics for HigherLead Conversion

How to Grow Your Agency One Lead at a Time

Why Internet Leads?

• Consumers increasingly using the internet to research and purchase from vendors

• Proven ability to outperform alternative marketing options

• Consistent lead supply creates steady business growth

• Targeted, measureable consumers

An Increasingly Online Market

• Old School vs. The Future

• Traditional– Cold Calls– List buys– Mass media

• Internet leads– Inexpensive– Pre-qualified– Targeted/Filtered– Real-time delivery

An Increasingly Online Market

• Some agents have poor closing rates using Internet leads.

• Somewhere between acquiring the leads and closing the contract, something goes wrong.

• Here’s how to fix it

1. Speed Kills

• Leads are 22 times more likely to convert when you make contact within 5 minutes of lead generation

• Nearly 78% of prospects convert with the company that contacted them first

1. Speed Kills

Solution

1. Prioritize. Make new leads a top priority.

2. Automate. Use an auto-responder to immediately send a welcome email to new leads that enter your system.

3. Control. Turn off your lead flow when you’re not available.

2. Give and Get Quality

• Converting leads is 57% lead quality and 43% sales quality.

• A bad sales process results in lost clients

• Similarly a low-quality or invalid lead wastes time and money.

2. Get and Give Quality

Solution

1. Quality leads. Look for the highest quality leads your budget can afford.

2. Sales training. Learn advanced sales techniques

3. Drip marketing. Have a drip marketing program to keep you connected with your “longer term” leads, while you guide them to a successful closing.

3. Persistence Pays

• It takes an average of five (5) attempts to contact a lead

• 40% of quality leads will close with long-term follow up

• Up to 70% of leads are long term in nature

3. Persistence Pays

Solution

1. Your first goal is first contact. The average is five; but you should continue trying at least a dozen times.

2. A lead nurturing program. Guide them to a buying decision — and ensure that you’re nearby when they’re ready to buy.

3. Schedule future “touches.” It helps to build trust, while keeping you connected with a genuine prospect.

4. Do Stray from the Pack

• Consumers don’t necessarily shop during the regular business workday. Most consumers work 9 to 5 and often need to wait until after hours or the weekend to shop.

• This disconnect is a great

opportunity for agents willing to work flexible hours.

• In fact, we’ve found that leads generated on the weekends are 26% more likely to convert.

4. Do Stray from the Pack

Solution

1. Flexible schedule. But try adding weekday evening and weekend hours into that schedule.

2. Automated 1st response. This initial email will prepare them for your call and put your contact info in their hands.

3. Look for underserved niches.. A good niche can be your ticket to increased sales.

5. Understand What Really Counts

• If you’re focused on your cost per lead instead of your cost per application (CPA), you’re making the biggest mistake in lead management.

• Your cost per application metric gives you the whole picture.

5. Understand What Really Counts

5. Understand What Really Counts

• Also compare gross revenue

5. Understand What Really Counts

Solution:

1. Calculate ROIs and CPAs regularly. Take the time to regularly measure and analyze your lead ROIs and CPAs.

2. Identify your strongest niches. Measure your ROIs and CPAs on different types of leads and various providers

3. Adjust your lead budget. Tweak your budget to put more money toward leads that give you a lower cost per application

6. Never Stop Tracking & Testing

• Increasing your conversion equals FREE money!

• By regularly calculating your ROIs, CPAs and lead conversion rates, you can make on-the-fly tweaks to your lead budget.

• Tracking lead performance can also help you determine which agents should get more leads.

6. Never Stop Tracking & Testing

Solution:1. Lead tracking. Use your insurance

lead management program or develop your own method.

2. Set benchmarks. Determine what your current closing ratios are on the different types of leads you work.

3. Eliminate your weak spots. Expose those underperforming parts of your marketing and sales program and realistically improve them.

7. Avoid the Great Expectations Trap

• Don’t expect great results, just work at being a great salesperson.

• There are reasonable and achievable goals for Internet leads, and they are based on beating the ROI’s of other marketing techniques.

• Expecting to close every lead may result in disappointment.

How It Works

We spend millions driving in-market consumers to our website.

QuoteWizard helps Agents lower their marketing costs while increasing their sales:

Consumers complete our online quote request.

We match the consumer’s needs to the agent’s targeted lead type.

We provide lead details to you.

You provide a quote and close the business. Everyone is happy.

Who We Are

• QuoteWizard is the largest independent, privately-held insurance lead provider in the United States

• We are based in Seattle, WA and employ over 100 incredibly talented people

• One of the Fastest Growing Companies as recognized by Inc 500, Deloitte Fast 500, and Puget Sound Business Journal

Why QuoteWizard

• Better Experience – Consultative staff you can always reach

• Better Value – Award-winning value & the best return policy

• Better Results – Leads sold a maximum of 4 times, half industry standard