Shared lead: what is you message.

[wildcat]

You receive the shared internet lead in your inbox; you pick up the phone, and what do you say? Most of the time you will leave a message.

Is it in depth or very brief?

Do you mention the carriers you represent?

Are you trying to be different from the other 3 to 5 calls they receive?

Or, does the message left really matter?

 

[djs]

When I work internet leads (and I go back and forth on this, depends on my mood), I will call and when I don't have a conversation with them, I'll mention that I need to ask a few questions to provide them an accurate quote. It doesn' work, they don't call back.

You are better off not leaving a message and trying back a bit later.

Dan

 

[CHUMPS FROM OXFORD]

I can see how Dan's system would work. But I usually leave a message since they know I called anyway (Caller ID). In the first 20 seconds I let them know that I am local, represent many companies and have many years of experience (And I probably lost most of them after seven seconds). After that, I am brief... mentioning that I emailed them the rates (or will be) and stress the importance of reputable brokers that represent reputable companies...not boiler room operations.

 

[djs]

Okay, in fairness, Chumps and I probably leave similar sounding messages, just in my case, I'm focusing on P&C, and I stress the importance of getting an accurate quote, which can almost never be done from the information on the lead.

People do like a local agent that tries to be honest and accurate, plus it plants the seed that all of the quotes that they are simply emailed are useless.

Dan

 

[SportsNut]

I can see how Dan's system would work. But I usually leave a message since they know I called anyway (Caller ID). In the first 20 seconds I let them know that I am local, represent many companies and have many years of experience (And I probably lost most of them after seven seconds). After that, I am brief... mentioning that I emailed them the rates (or will be) and stress the importance of reputable brokers that represent reputable companies...not boiler room operations.

Sounds like most of the first 10-15 seconds is taken up by YOU talking about YOU... From pure marketing basics this will surely have them lose YOU in no time flat. You know the basics, people like to hear about THEM, not YOU. If I were going to leave a msg, I would leave one letting them know what can be done for them, and all about THEM.

I have observed an expert make many calls using internet leads, and he never leaves msgs; just keeps calling. The opinion of others is that leaving a msg on ans machine is a waste of time... What has been your experience with receiving returned calls from those msgs left...? After leaving them a msg do you call them again, or simply wait for them to call you because they like the sound of your voice...? Curious.

 

[bill3173]

Its good to know that alot of agents don't leave messages. I can't count on both hands the number of people that have called me back, in the last few months, unexpectedly, and I've written an application. I usually just pause and tell my assistant to shut the hell up, while I'm leaving a message, then say excuse me and resume the message. Doesn't seem to bother anyone.

 

[djs]

Sounds like most of the first 10-15 seconds is taken up by YOU talking about YOU... From pure marketing basics this will surely have them lose YOU in no time flat. You know the basics, people like to hear about THEM, not YOU. If I were going to leave a msg, I would leave one letting them know what can be done for them, and all about THEM.

I have observed an expert make many calls using internet leads, and he never leaves msgs; just keeps calling. The opinion of others is that leaving a msg on ans machine is a waste of time... What has been your experience with receiving returned calls from those msgs left...? After leaving them a msg do you call them again, or simply wait for them to call you because they like the sound of your voice...? Curious.

Just hanging up is all about you. You value your time. I have no problem with that, but it doesn't make it about them.

"Hi Joe, this is Dan calling about the internet quote request that you submitted. I understand you would like to get a better value for your insurance dollar, and as a local, experienced agent, I'd like to have the opportunity to review this with you.

One of my commitments to you is to provide an accurate quote. Unfortunately, I need a bit more information to complete the quote, please call me at your convenience."

Yes, the return phone call rate is very low. I get a better response from a similar email I send out, but it helps that they hear my voice as well. Without the voicemail, my email response rate decreases.

Dan

 

[CHUMPS FROM OXFORD]

Sounds like most of the first 10-15 seconds is taken up by YOU talking about YOU... From pure marketing basics this will surely have them lose YOU in no time flat. You know the basics, people like to hear about THEM, not YOU. If I were going to leave a msg, I would leave one letting them know what can be done for them, and all about THEM.

I have observed an expert make many calls using internet leads, and he never leaves msgs; just keeps calling. The opinion of others is that leaving a msg on ans machine is a waste of time... What has been your experience with receiving returned calls from those msgs left...? After leaving them a msg do you call them again, or simply wait for them to call you because they like the sound of your voice...? Curious.

Goodpoints SportsNut. But...(there's always a but)...I think you are referring to the I-You ratio, which should always be below one. However, I make an exception during the first 15-20 seconds to let them know why I am different (perhaps) than the other person. The I-You ratio goes out of the window until after that short period of time.

Re callbacks...I get a fair amount of emails and calls from my messages. I always refer to the email and mention that either mode of communication is fine. I suppose my callbacks are a bit higher than most since most of my leads are within a 45 mile radius. Of course, it is still a very low number.

 

[TXINSURANCE]

I have found over the years you get more call backs when you do not leave a message (caller ID) - which explains why we get 50 hang ups a day.

Leaving messages does take a lot of effort and time (which costs money) and yields very low results. Of course all of the uninsurables will call you back - that much is for sure.

 

[Bob_The_Insurance_Guy]

...please leave your message at the sound of the tone...

(beep)

Real quick. This is Bob Levine. Someone named Mark Johnson, using this number, went online today, and requested health insurance information.

I have NO idea if I've reached the right number. Do me a favor. Give me a call at 404-551-5339 and let me know if this is correct.

If you've found something, if you haven't. If you've been called by someone already, if you haven't. I don't care. Just give me a call back and let me know.

Thanks.

Real Quick: get down to business. Don't go into a dissertation of who you are. Just your name is all they need.

Someone named...: let them know that this is the information you received

I have NO idea...: be honest. For all you know, someone did use a false name or number, and you just want to make sure

Do me a favor...: if you ask for help, in most cases, not all, they will help

The final paragraph is your way of stating that you want a call back, no matter what.