Posts Tagged ‘Insurance Lead Management’
New Year – NEW FEATURES in 2012!
New AgencyIQ Features
Happy New Year 2012! A new year brings new OPPORTUNITIES…. and AgencyIQ has rolled out New Features that will have a positive impact on your marketing in 2012. The best news is….. they’re FREE!
*Upgraded Email Certificate – promotes improved deliverablity and open ratios for emails to your prospects and clients….FREE!
*Newsletters - send a monthly Newsletter to up to 2,000 recepients per month….FREE!
*Mirrored Emails - receive emails to any email address outside of AgencyIQ… great for mobile applications or remote use and keeps a record of all of your correspondence…FREE!
ALL of these New Features are fully integrated into the AgencyIQ workflow platform and create a fully robust Marketing System for your agency!
Check out these new features in our “Lunch-n-Learn” webinars on Wednesdays from 12:00-1:00pm CST. You can also learn more about Newsletters by clicking on the following link Webinar Schedule
AgencyIQ is excited to bring these Powerful, New Tools to you for 2012….
Let us help you Grow with our AgencyIQ Marketing System!
Why Aren’t You Closing On Leads?
Increase Sales
Think about your selling style. Do you overwhelm the prospect with your company’s credentials, your credentials, never take a breath between questions or truly listen to the answers? One of the hardest things to learn in sales is the power of silence! How many times has someone “talked” a customer out of sale…. In my experience, far too many! Review these thoughts and see if they help your close ratios.
- Provide Value – don’t focus the discussion on the “features”, yes they are important, but spend more time discussing why your services add value, meet a specific need of the client and benefit them by doing business with you.
- Listen to Your Lead – ask a question and “really listen” to their response before you start formulating your response in anticipation of what you “think” the customer is going to say, they may surprise you! We have only ONE mouth and TWO ears for a reason…. Use them accordingly.
- Stop Talking About Yourself – the lead is not really interested that you are a top producer, #1 in your Division, or in the President’s club. They want to know what you can do for them and help meet their needs in the most cost effective means. Focus on them; people like to hear their name and talk about themselves, you’ll learn a lot about them if you give them a chance.
- Review Your Lead Providers – if you buy online leads, review the close ratios by lead provider on regularly scheduled intervals. Look at bounce percentages, watch for stale lists and see who is giving you the higher ROI.
- Mine Your Database – you’ve invested time, money and resources to generate leads, so don’t give up on them too early. Take a long term approach to earning their business. Using a drip email campaign program like AgencyIQ will keep you in front of the lead on a consistent, long term basis. Using AgencyIQ’s powerful, customizable drip email system is an automated, cost effective tool that will help you improve your ROI and conversion ratios on those valuable leads.
Give AgencyIQ a call and let us help you get the most out of your leads and increase your close ratios!
QuoteWizard talks about Making the Most of Your Internet Leads
In the ever-changing and overwhelming world of insurance, QuoteWizard strives to create a unique and simplified experience for the online consumer. We serve as the bridge between each insurance agent and prospect seeking affordable, yet comprehensive coverage. After a seamless request form, detailing specifics about the consumers’ vehicle or home, driving history, and contact information, visitors to our site are matched with local insurance agents and comparable quotes.
Not only is QuoteWizard focused on the overall consumer process, we pride ourselves on creating an exemplary agent experience. Combining knowledgeable territory specialists with unmatched customer service, the agent process is both effortless and customizable, from initial sale to general account maintenance. Utilizing our unique filtering options, agents are matched with their most competitive demographic. However, the most imperative part of the agent experience is converting each lead into a valuable client. Because of the distinctive partnership between QuoteWizard and AgencyIQ, the acquisition and management of your qualified prospects are now easy.
AgencyIQ assists QuoteWizard agents by creating a systematic approach to consumer marketing. Once QuoteWizard leads are imported into AgencyIQ’s lead library, agents are able to organize and execute specific messaging and drip campaigns. Their automated e-mail system helps the agent build name recognition with each insurance prospect. This organized approach allows the agent to maximize their investment, ensuring each lead is thoroughly marketed. Insurance agents who sign up with QuoteWizard and AgencyIQ have a higher retention rate and purchase an average of 240 more leads.
QuoteWizard’s research, combined with agent feedback, has developed helpful hints to make the most of your internet leads.
- Treat every lead the same. Regardless if the lead name provided is Mickey Mouse or Jane Doe, this could be an individual reluctant to initially provide their information.
- Contact the lead as soon as possible.Research shows that 70% of consumers buy insurance from the first agent they are contacted by.
- Be as specific as possible. When calling the consumer, mention that you are following up on their request for Auto insurance on a “2006 Toyota Camry.” This lends to your credibility and shows you already have a vested interest in the consumer and gaining their business.
- Call at various times of the day. Dedicate a specific person to stay in the office after hours to follow-up with consumers who may be unavailable during the day.
- Be creative. Make your e-mails and voice messages stand out. Send text messages. Think outside the box when marketing to each consumer.
- Use a lead management system like AgencyIQ to stay organized.
QuoteWizard is proud to be AgencyIQ’s Partner of the Month. To show our appreciation, they are offering a $50 credit to any agent who mentions that they found QuoteWizard on AgencyIQ’s website. For additional information, please contact QuoteWizard Sales at 1-800-755-4392.
The 3 Types of Customer Service Calls
Really? Why would an Internet company blog about telephone calls? Simple….. we all use the phone to interact with our clients. There is still something to be said for having that “personal” contact that is still essential to providing a well rounded customer service platform. Let’s take a look at 3 types of customer service calls and some ideas and tips on how to provide an effective, loyalty building experience for your clients.
1) Informational – pretty straight forward, the client has questions regarding your company, services, coverages etc…..
2) Problem solving – the client has an issue that requires your assistance to resolve. This is an opportunity to shine and earn a customer for life!
3) Angry beyond reason – redirect to #2 – the client is definitely not happy, wants to bend someone’s ear and set things straight! The goal here is to get them back to status #2.
The key to successfully negotiating all of these scenarios is to LISTEN carefully to what the client has to say! Don’t get ahead of yourself and start forming a response in your mind before they finish their statement, really listen to what they are saying. Confirm what you’ve heard back to the client, using the appropriate tone of voice. Once you’re both on the same page, respond with positive words, your willingness to assist with the request. If it is a problem solving opportunity, be compassionate and empathize with the client. Be prepared to offer alternative solutions to counter the sometimes unreasonable solution requests. Don’t make any promises you cannot keep and honor any time line commitments you make to respond to the client. By quickly addressing the issue, following through with your commitments, you can earn a client’s business… for life! For those dreaded angry beyond reason calls, take a deep breath, let the client air it out and don’t take it personally… I know, easier said than done, but you can do it! Sometimes, simply saying “I’m sorry”, or “I apologize” can diffuse a tense situation. The goal is to get the client beyond being mad and focusing on a solution to their problem (#2), which is at the root of their anger.
At AgencyIQ, we strive to provide excellent, effective, timely customer service. If you need assistance, use our video trainings, email, on-line chat or call one of our customer service reps… We look forward to hearing from you!
SPAM, SPAM, SPAM,SPAM……
If you happen to be a Monty Python’s Flying Circus fan, the word spam brings a smile to your face and fond memories of their quirky British humor. But for most us, SPAM can create all kinds of heartburn, headaches and worries. The CAN-SPAM Act of 2003 set guide lines for the use of the internet to send commercial emails. How does this affect your email marketing campaigns? If you follow a simple set of guidelines as outlined by the FTC, you will be in compliance and worry free! Check out the list below:
• Don’t use false or misleading header information
• Don’t use deceptive subject lines
• Identify the message as an ad
• Tell recipients where you are located
• Tell recipients how to opt-out of receiving future emails from you
• Honor opt-out requests promptly
Take a few minutes to review your emails and you will probably find you are already complying with these requirements. AgencyIQ has gone to great lengths to make sure that all of our clients comply with the CAN-SPAM laws. If you have any areas of concern about your emails, use a simple rule of thumb…. If you received this email, would you feel like you were being mislead, could you find the sender if you needed to, and could you stop the messages if you wanted. There are a number of individuals and some organizations that are extremely concerned with being found in violation of this law, some to the point of nearly paralyzing their email marketing efforts. If you have specific questions regarding this Act, click on the following link http://www.ftc.gov/bcp/edu/pubs/business/ecommerce/bus61.shtm to go to the FTC website for specific guidance. This law is not designed to cripple the use of email for commercial business purposes… it was created to ensure the responsible use of a powerful marketing channel. At the end of the day, email marketing is a significant tool in your marketing arsenal and when used correctly and responsibly, you have no worries. Now, hit the Send button!
CALLING IT QUITS
Mike Modano, the star forward for the Dallas Stars hockey team, has probably played his last professional hockey game. I was one of the fortunate few to be in the stands for his last Home game appearance. What a night to remember: Modano had an assist on a goal, scored the game tying goal late in the 3rd period and scored a goal in the overtime shoot out to win the game against his nemisis the Anaheim Ducks! Talk about a story book ending to a career….. And a perfect end to a career spent with one organization for his entire career, playing key roles as leading scorer, team captain and mentor and elder statesman in the locker room as his career ended. A truly humble player and man, Mike gave back to hockey and the community; generous with his time, money and talents, the city of Dallas is better for his involvement over the last 16 years. The Dallas Stars have some mighty big skates to fill with Mo’s departure.
In our careers, we’ve all know a few Mike Modano’s. People that embody the spirit of our company, contributing at the highest level, team players, always encouraging those around them and bringing out the best performance of others through their example in action. You just can’t imagine how you’d survive without that person! Unfortunately, most organizations don’t plan ahead in anticipation of key personnel eventually leaving. Do you as a business owner have key personnel that you depend on to carry the load? We all do, but do you have a plan on how to move forward if/when they leave? Succession planning is usually way down the list of strategic planning activities, but it is vital to the sustained growth of an organization that you have a plan for replacing key employees. To keep your company vibrant, forward thinking and prepared, having a potential talent pool of internal or external resources is not only smart, it will save you and your organization a lot of heart ache when the day comes for a key employee to be replaced. As a owner/manager, it’s important to recognize the Modano’s in your organization and look ahead on how to deal with the void after their last “game”.
TUMBLING DOWN
Ever hear the John Mellencamp song “Tumbling Down”? That’s what I thought of when the old Texas Stadium in Irving, TX was demolished recently. Being a native of the area and a huge Cowboys fan as long as I can remember, I could not convince myself to join all those who watched in person or on TV the destruction of a place that held so many memories. Landry, Staubach, Lilly, Aikman, Irvin, Smith, the Ring of Honor, NFC Championship games…. The list goes on and on. And yes, I do believe the hole in the roof was there so God could watch His team play! What was once a state of the art facility featured in numerous movies and mesmerized Sunday football viewers on TV, had, over the years, suffered from age, neglect and a public that demanded new heights of technology to keep their intrest. No lingering, slow demise for this former showcase, Jerry Jones, the eternal promoter, made Texas Stadium’s last hurrah another money making deal. It was even sponsored by Kraft Foods (I don’t get it… but they ponied up the cash, the single largest requirement). Faster than you can say “Kraft macaroni and cheese”, Texas Stadium disappeared in a cloud of dust, soon to be a distant memory of those who will remember her in her glory days!
Yes friends, even those monuments that seem indestructible on their christening day, have their eventual fall from favor and are replaced. So it is with the tools we use to run our business. Technology changes constantly, computers and communication systems require constant review and the software we use to manage our data is always undergoing tweaks and updates. Over the next few weeks and months, you will be receiving notices of important enhancements to the AgencyIQ operating system. Future blogs and newsletters will detail these enhancements that will make your lead management efforts more effective, efficient and increase your book of business. AgencyIQ is committed to delivering to our clients the tools you need to grow your business. Please look for these announcements and let us know what you think!!
Hidden Dangers
I noticed on the Internet yesterday that President Obama’s results from his first health check up as Commander –in-Chief were released. Good news! President Obama was declared in “excellent health” by the examining doctors. The 48 year old Obama reportedly works out 6 mornings a week, plays basketball regularly and appears to be the picture of good health. Read further into the report and you discover he has tendinitis of the knee, borderline high cholesterol (total cholesterol at 209, with the “bad” LDL cholesterol very high) and has yet to stop that persistent, lingering cigarette habit! I wish President Obama well in his efforts to reduce his cholesterol levels and kick the cigarette habit.
But this does bring to mind two thoughts regarding how we determine how “healthy” things are in our lives. The first thought relates to the health of your clients. Not just their physical health, but their insurance coverage health. Do you let them come to you if they feel like they need a coverage review every 5-10 years or are you proactive, providing them an annual review of their coverage’s? Do you bring them current information on policy updates or coverage changes that could impact them negatively if an accident occurs? I would encourage you to build a lasting bond with your clients by providing those services and help them understand you are truly interested in their welfare.
The second thought relates to the relative “health” of your business. When was the last time you gave your business a check up? Do you just figure everything is “good to go” as long as nothing breaks down? Do you schedule a periodic review of your business practices, new trends in the market, changes in the economy or society that could impact the health of your business? Being aware of changes and trends early on will provide an opportunity to address those issues and make any necessary adjustments or changes to ensure the continued good health of your business.
The bottom line is this: we all have small, hidden areas of our “health” that can be addressed. If you ignore those areas, then potentially BAD KARMA will ensue. On the other hand, if you investigate, discover and address those areas for improvement…. Odds are the GOOD KARMA will continue to follow you! AgencyIQ wants to help you with those GOOD KARMA opportunities. Give us a call or look us up on the Internet at www.agencyiq.com and see how our robust, proactive lead management and email marketing programs will bring the GOOD KARMA to your agency!
Leveraging Technology to Work Less and Earn More
As an insurance agent, keep in mind that one of the most crucial factors to the success of your business is lead generation. This is the lifeblood for long term growth and profitability. The question for many agents is how do you find leads and develop a reliable source for potential new clients?
According to a comScore 2009 online survey, 63% of respondents went online for an auto insurance quote. In one month alone, there were 31 million searches connected to insurance quotes (Google keywords-July 2009). Given the impact of Internet online shopping and information compilation by consumers, it only makes sense that this percentage will keep expanding in coming years.
Using the Internet to acquire leads is a powerful tool for an agent. By harnessing the power of the Internet via an Online Lead Provider, you dramatically better the number of meaningful contacts with qualified prospects for your agency.
Here are a few tips to ensure developing a successful partnership with an online lead source:
- Real Time Leads – prospects that are actively requesting a quote.
- 24/7 Control of Leads – you should have the ability to manage your leads online. The ability to add and remove holds on leads and access to lead profiles for adjusting your filters and volumes maximizes your results. Receiving leads when you are not able to work them will only result in frustration for you and the clients.
- Lead Quality & Volume – critical issue; you want to use a lead provider like InsuranceLeads.com that has an excellent reputation for filtering the highest quality, volume leads.
- Oversold Leads – make sure your provider caps the number of times they sell a lead at 8 times; this is the industry standard. Most leads are not sold this many times, so you should ask your account representative for more precise information. Remember leads are also sold to your competition, so the fewer sells of each lead, the better you conversion will be.
- Liberal Credit Policy – bad leads will slip thorough no matter how vigilant the provider. Make sure your provider has a liberal, quick response, easy to use credit policy.
- Dedicated Account Reps – at critical times, it’s important to have a single point of contact that knows you and will provide excellent customer service.
- Utilize a Lead Management System- lead management systems help to automate the process of immediate response, follow up and keep you on track with your work flow. Combining AgencyIQ with your Insuranceleads.com leads will increase your close ratios over 20%! Quality leads and a quality follow up system make online leads work!
When you as an agent make the choice to use an Online Lead Provider, you are opening the door to taking your agency to the next level of performance. Teaming with a quality lead provider like InsuranceLeads.com and a lead management system like AgencyIQ, will provide you with powerful tools to automate client contacts.
AgencyIQ and InsuranceLeads.com have partnered together to create an informational webinar regarding the importance of technology in the insurance industry.
View the video: Learn the Benefits of Leveraging Technology to Work Less and Earn More.
QUALITY ONLINE LEADS + LEAD MANAGEMENT SYSTEM = HIGHER CLOSE RATIOS
WHO DAT?
Who dat….. if you are even faintly familiar with the NFL playoffs this year, you know that is the refrain of New Orleans Saints fans and their 2010 Super Bowl bound team. I’m writing this blog in advance of the game because for me, the real story is not who wins the game, the Saints or the Colts. The real story follows two different, but related story lines. The first story is the saga of the Manning family; Peyton- the older brother QB of the Colts and Super Bowl winner, Eli- little brother QB of the Giant and Super Bowl winner, and Archie- father and long time fan favorite of the Saints from 1971-82. Archie still resides in New Orleans and is actively involved in the community. What a dilemma for Archie….. does he cheer for his son Peyton or his long suffering Saints and the community who still reveres his sacrifices and spirit from his years leading the Saints.
The second story line is this amazing Saints team, lead by Drew Brees, their prolific passing QB. Drew is the identity of the Saints. He has provided the leadership, confidence and “anything is possible” attitude that’s been infectious not only with his teammates, but the entire New Orleans community. In the aftermath of Hurricane Katrina, Drew, along with a number of his teammates, returned to his ravaged city and actively participated in rebuilding. Drew’s leadership on the field and off serves as an inspiration to all who know him.
We have the examples of a father who was a city’s favorite son, the children that grew up in the community and still have ties, and a new QB who has caught the spirit of a city and is an inspiration of hope and achievement, much like a predecessor 35 years ago! So…… who wins here? EVERYONE!
Now stop and think about your leadership role…. your family, your business and in your community. What are you doing to inspire, help, motivate or improve the lives of those around you? Leadership does not mean always being in front or in the limelight, it can be as simple as providing a good example by your actions. Building these positive leadership qualities will lead to raised expectations and improved results in your personal life, business environment and community activities. So, when the question arises “Who dat?” will you be one of the first mentioned? I hope so….. the rewards are immense!
