Reflecting on AgentInsider’s First Anniversary, we are ecstatic about the partnerships that we have built with agents that use our lead program to cost-effectively develop new business. Over the last year, I’ve had the privilege of getting to know many of our participating agents, be it over the phone or at the “always exciting” state and regional conferences. I hear about how the AgentInsider™ leads are working for them and listen to their excellent suggestions for improving the program. It’s interesting though, in such discourse, I’m always presented with the same question: “How are the leads working for other agents?”

There’s an agent named Theodore in Arizona that always comes to mind when I’m asked this question. Theodore has been using our AgentInsider™ lead program successfully since the program's inception. In fact, he was one of the very first agents to register and begin buying leads! He once told me that his agency has a very simple sales strategy that brings them consistent success with AgentInsider™ leads.

“Touch the Customer 3 Times”

1. You have to call the customer right away.
This agency has at least one agent dedicated to contacting internet leads as soon as they arrive. In this touch point, you must call and introduce yourself, gain their trust, gather any additional information, and let them know that you'll be sending them a quote. Remember the “always-be-closing” words, “If now is not a good time, when will be?”

2. Send the customer a quote the same day that you speak with them.
Set yourself apart from the competition by sending your customer a quote the same day that you speak with them. This will help you become the customers’ future agent by exceeding their expectations with your high level of service.

3. Follow up, follow up, and then follow up.
After a few days, make sure they received your quote, finalize any details, and CLOSE THE SALE.

Although AgentInsider™ is a successful fit for Theodore’s business development strategy, his agency recognizes AgentInsider’s capabilities accordingly:

• "We use AgentInsider to effectively target markets where we are competitive, and then we branch out from there. Our agency targets insurance customers by individual ZIP codes, and sometimes entire cities and counties.”

• "InsWeb’s filters provide excellent lead information that allows our agents to work with the leads based on the quality lead information.”

• “The program meets expected closure success rates and provides us with enough lead volume in order to grow this agency. Further, we know what our acquisition costs are with respect to other advertising and marketing methods.”

Theodore is not only my anecdotal example of “how the leads are working for other agents,” but his activity with AgentInsider™ is also a clear reflection of our commitment to making the program a successful lead generating solution that outperforms the traditional marketing channels available to insurance agents.

We truly value your partnership with AgentInsider™ and welcome your feedback and questions. You may always contact us at clientservices@agentinsider.com or by calling us at 866-892-4080.