Lead Management Best Practices for Insurance Agencies

Smiling professional insurance agent helping her client with paperwork.

Boost Productivity and Conversions With These Highly Effective Lead Management Tips

Effective lead management is one of the best ways you can grow your business; however, it’s often one of the most time-consuming. In addition to creating a successful lead-capturing strategy, you must track every interaction a prospect has with your business, and actively engage with them until they convert. 

Streamline the process at your insurance agency with these lead management best practices. 

Organize Your Leads 

Lead organization is essential to effective and efficient lead management. A great way to keep your leads organized from the start is by implementing lead forms on your website. Lead forms allow a lead to request more information by filling out a contact form on your website. You can also create additional fields to get information about the lead, such as its source or the product or service they are looking for. This can help you organize your leads and enable you to match them with the right agent. These insights are also helpful when it comes to creating and executing automated communication tactics and will help you keep your leads organized while they move through your sales process

In addition, you want to build a sales pipeline. A sales pipeline enables you to keep track of each lead’s status in the sales process and will help you know when and what to communicate with your leads so that they can move toward conversion. First, identify which type of product or service you want your pipeline to track. It should include the different stages in your sales process. Leads will move through these stages according to their status — for example, if a lead has been qualified, if a proposal has been presented to them, or if they’ve made a purchase. 

Communicate Effectively

Effective communication is a powerful lead management tool, but it can often be the most challenging. 

Ensure a Quick Response Time

The basis of effective communication starts with your follow-up, which is your best chance for a conversion. The key? Speed-to-contact

According to LeadSimple, calling within five minutes of a lead submission is 21 times more effective than calling after 30 minutes. In fact, the likelihood of qualifying a lead decreases by 400% when your response time increases from five minutes to 10 minutes. To put it simply: The longer your response time, the lower your chances are of winning the lead. 

We recommend calling as soon as a lead comes in, within regular business hours. If they don’t answer, be sure to leave a voicemail with your contact information. After you’ve called, send a same-day follow-up email that includes your contact information.

Stay Consistent 

After you’ve established a connection with a lead, you want to keep that connection alive until they convert — this is known as lead nurturing. While they may not be ready to convert immediately, lead nurturing enables consistent communication that keeps you top of mind until they are ready to make a decision. 

Create a strategy behind continued contact attempts to ensure you’re maximizing every valuable interaction throughout the process. Utilize your sales pipeline and lead organization tools to indicate when and how to communicate with each lead. 

You may include a variety of contact methods such as calls, emails, and regular mail — this will vary depending on where they are in the sales process. 

Provide Value 

Your leads are constantly bombarded with sales attempts every day. As part of your lead nurturing strategy, you need to communicate in a way that is relevant and provides value. Whether you’re calling them or sending an email, keep your prospect’s problems in mind. Then, craft your message so that it speaks to those pain points. Not only does this establish your expertise and help you stand out, but it provides an opportunity to offer your product or service as a solution. 

Implement a Lead Management Software Like AgencyBloc 

Lead management software can help you boost productivity, increase conversions, and optimize the sales process; however, you want to choose one that has the right capabilities for your agency. 

AgencyBloc is the #1 Agency Recommended Management System for life and health insurance agencies. Our industry-specific, comprehensive agency management system enables you to streamline your lead management process and enhance current client relationships with ease.

Intuitive Lead Form Builder 

Our intuitive Lead Form builder allows you to build and incorporate custom forms on your website where leads can request more information. Upon submitting a form, the lead’s information is saved in AgencyBloc and the lead is automatically assigned to an agent to guarantee a timely follow-up.

Sales Pipeline

AgencyBloc’s Sales Pipeline makes it easy to manage your entire sales process. Our software enables you to visualize sales opportunities, track interactions and changes, and organize your leads. In addition, you can manage your leads with ease by using our advanced filtering capabilities. 

Workflow Automation 

With managing the vast demands of your job and client needs, it can be easy to miss a new lead notification or forget to follow up with a prospective client. However, this is a valuable touchpoint that shouldn’t be overlooked. Workflow automation can make this process more efficient

AgencyBloc’s Automated Workflows enable you to create different workflows that run automatically when a specific event occurs. For example, you can create an automated follow-up email for lead form submissions or stay top of mind with marketing automation. In addition, our workflow automation software can automatically assign tasks to agents or advisors and send alerts when you need to complete a task.

Ready to optimize your lead management process?

Schedule a demo or take a tour of AgencyBloc today.

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Kelsey Rosauer

By Kelsey Rosauer on July 6, 2021 in Customer Experience

Kelsey is the Marketing Brand Specialist at AgencyBloc. She plans and creates educational resources to help our customers organize, automate & grow their insurance agency. Favorite quote: "I am convinced that life is 10% what happens to me and 90% how I react to it." —Charles R. Swindoll  More articles

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