Last month I discussed Internet lead close rates and how success is dependent upon the unique sales strategies and techniques employed by each agent. Accordingly, three AgentInsider™ agents shared their recipes for success and the corresponding close rates of such efforts. Each agent’s success was predicated on quick-timing, communication, and customer service — all techniques that most agents can easily incorporate into their own strategies.

I asked readers to share their own successful closing strategies and the responses were fascinating. Some supported the strategies discussed last month, and as you will see below, a few contributed slightly different closing methods.

As always, if you have a successful approach that you would like to share, we’d love to hear about it. Please send me an e-mail at bschlotterback@insweb.com

Jodi from New Mexico
Profile:
• Internet leads account for 15% of new business.
• Average closing rate is 22%.

“I have been using Internet leads for nearly four years and now I only use AgentInsider™ and one other company. Interestingly enough, my percentage of new business and closing ratio is almost identical between the two companies. My closing ratio is 22%, and Internet leads now account for 15% of new business. My process is similar to those discussed in your article: I try to call as soon as possible, usually leaving a message, and then emailing the quote, and then mailing a hard copy. I follow-up a week later to see if the customer has any questions.”

“The main difference I have found is that even if I don't get to the customer right away, I get just as good closing rates. This leads me to think two things: 1) That there is a period a day or two after the initial "barrage" of agents calling them, in which they are still receptive; and 2) I don't get lost in the crowd of that initial contact. Don't misunderstand me, I always try to reach the customer as soon as possible. Agents should never think that because the lead is from yesterday that it is of no use. I find very good luck with them all and think it is a great way to build your book, as long as you treat each one with great customer service.”

Brett from North Carolina
Profile:
• Internet leads account for 35% to 40% of new business.
• Close rates average between 8% and 10%.

“We have a competitive product, and we market in hundreds of ZIP codes in two States. We work our leads very systematically. Immediate response is important. We include customer satisfaction testimonials and price comparison savings (which is very effective). We are very confident in our product and our service and we want customers to know that. With a systematic plan that you work daily, the law of large numbers definitely works.”

Larry from Pennsylvania
Profile:
• Internet leads account for 50% of new homeowner business.
• Close rates averages between 8% and 9%.

“I work homeowner leads for two reasons. First, my auto product is not that competitive unless I quote the multi-line discount and secondly, the homeowners lead gives me an easier opportunity to pivot to life and financial products. I use my homeowners leads to help me achieve various club levels. Since starting online marketing in my office, I have not missed being a travel qualifier. My staff is very knowledgeable about our homeowners product and we share the benefits of coverage levels with consumers to help them see the value of our product and of our knowledgeable staff. Our willingness to go above and beyond is what wins us a lot of business.”