The Internet has changed insurance sales dramatically not only in how insurance sells, but in prospecting for new clients and insurance renewals as well. In days past insurance was sold sitting in a client's living room.
New clients came from referrals from family, friends and neighbors. Those personal types of prospecting for new clients are few and far between because approximately 65 percent of insurance shoppers go straight to the Internet.
Prospecting the Internet in real time can be expensive
The number of Internet generated leads
continues to grow while other methods dwindle. However, real time Internet generated leads are expensive. In fact, they are too expensive to use for training new agents.
Real time leads are the cream of the crop and most productive in the hands of experienced insurance sales agents. But there is an alternative to real time Internet leads
Aged insurance leads train rookies inexpensively
The older leads are still Internet-generated leads. Older leads are people interested
in insurance that did not buy on initial contact. Aged insurance leads do not mean that people are not going to purchase insurance, just that they are taking more time to do it.
Take advantage of insurance renewals that are no longer automatic
Where once people sent a check to the insurance company when their insurance renewal was due, they now get online and comparison-shop for a better rate. Insurance renewals have opened up a new market that at one time was nearly non-existent.
New agents get extensive training using older insurance leads
It is safe to assume that leads not in real time are doing more shopping and comparing. New agents have to work hard to make these sales in a highly competitive market. Once an agent masters these types of sales, the others are comparatively easy leading to a highly productive sales agent.
Insurance leads have a lot of potential for higher profits
These cost a fraction of what real time leads cost, so even if you choose to lower rates to make the sale there is plenty of room to make a good profit. The volume of older leads
is essential. The fact is the more leads you have, regardless of where they came from, the more sales that an agent will make. Combining real time leads, aged insurance leads, renewals and other marketing opportunities targets each niche of society making more sales possible.