Last month, AgentInsider^® celebrated its four year anniversary. We’re keeping the party rolling by also celebrating the delivery of our 4 millionth lead! Robert Albright, an insurance agent in New Jersey, received our 4 millionth lead.

Robert Albright has been an insurance agent for over 2 years. In order to help him build his business, he began purchasing leads from AgentInsider^®. He has been a member of the AgentInsider Lead Program since April 2008 and has been very successful with the leads. His average close rate hovers around 20%, well above the 8-12% average close rate that we typically see.

What lessons can be learned from Robert’s success?

Find the lead types that work for you
For an agent, not all lead types are created equal. You might find great success with auto leads, but have a hard time selling home or life leads. It’s often based on your company’s policy limitations or rates, but there could be other factors, too. Robert found that homeowners leads work best for him. His company has great rates and he can usually find a policy that meets the needs for every consumer. We encourage you to try all of the lead types that AgentInsider offers to find what works best for you. Often times, you’ll find that obtaining multiple lead types will offer you a great mix of new business.

Identify the volume of leads your business can manage
It’s best to start by putting a process in place to work the leads. If you assign a staff member or group of employees to work the leads, make sure you’re giving them enough volume – but don’t overwhelm them. Countless times, we’ve seen leads go untouched by an office and a consumer is never contacted for a quote. An unused lead is a waste of your money, and a waste of an opportunity. With AgentInsider^®, you have complete control of your daily lead volume and ZIP Codes, so use those settings to find the right amount of volume for you. If you aren’t getting enough leads, please call our Client Services Team and we’ll review your account with you.

Define and refine your contact strategy
AgentInsider^® recommends that you make multiple contact attempts with a lead. Trying to reach a consumer through both phone calls and emails is often the best approach. Through trial and error, Robert has learned what works for him. He starts by calling the lead to make initial contact and to introduce himself. Then he does most, if not all, of his follow-up through email. 

Look for additional opportunities
The message here is to cross-sell, cross-sell, cross-sell. Robert purchases homeowners leads, then makes an effort to increase the value of the lead by offering auto and life rates, too. He’s had a lot of success in cross-selling. This not only helps him grow his business, but strengthens his retention rates with these consumers.

We wish you all continued success with AgentInsider^® leads. As always, if you have questions on how to get the most out of your account, contact the Client Services team at clientservices@agentinsider.com or by calling us at 866-892-4080.