Working Web Leads!

[STIBROKER]

I attended a webinar from Agent Navigator the other day about working web leads and one of the points that really stuck in my head was:

Listen!!!!!!!!!!!!!!!!! The more the prospect talks, the better chance you have to make a sale.

that is just part of it......the secret is to ask buying questions to give them the chance to open up....that's when you start taken notes on the yellow pad......

 

[ksigmtsu]

Brook,
I'd say those are good numbers you have. The reason IMHO, that you did better on your own site is the consumer went to Your site. Exclusive lead, your name, info, etc. and thus an easier close. No surprise there to me.

Interesting, I saw you majored in Finance in college...so did I

Folks, we have been tweaking our metrics. Volume is still down as I refuse to increase Quantity & sacrifice Quality. BUT, we still have Bogus leads! Especially with Life leads more than other types. You might get as high as 50% bogus on any given day & none the next day. We are constantly tweaking, trying to stay ahead of the crooks preying on you/us.

Call & give us a try. What is the WORST thing that might happen? We can help you make money with internet leads. Something our competitors cannot do.

FYI: For you Health Agents. I know these are the most abused leads in the business. Consumers are beat up by call centers in a certain part of the USA. I've made sure they don't/can't buy our leads. [as long as I know who they are] Give us a try & tell me what you think. I'd like your feedback.

Merry Christmas!

Yeah, I'm an odd old dropout though, I majored in computer science for 3 years, figured out I couldn't handle the math, left school for a while, tried finance/entrepreneurship, then figured out I didn't need that degree if I was going to be self employed, and left school and started working for myself.

Ended up working in both fields.

I'd say the self generated have a higher closing ratio because they're getting called less, in addition to the other factors, plus name recognition, but even the leads via benepath which were "exclusive" had a lower closing ratio than self generated.

I think it has a lot to do also with the difference between PPC and organic traffic, the organic shoppers tend to be more astute and know what they're looking for, the PPC traffic seems to come from people who click on a link because the ad sort of caught their attention, but didn't want the phone calls and weren't necessarily interested in buying.

I'd love to prove that somehow, its just my gut reaction.

 

[scotte]

Yeah, I'm an odd old dropout though, I majored in computer science for 3 years, figured out I couldn't handle the math, left school for a while, tried finance/entrepreneurship, then figured out I didn't need that degree if I was going to be self employed, and left school and started working for myself.

Ended up working in both fields.

I'd say the self generated have a higher closing ratio because they're getting called less, in addition to the other factors, plus name recognition, but even the leads via benepath which were "exclusive" had a lower closing ratio than self generated.

I think it has a lot to do also with the difference between PPC and organic traffic, the organic shoppers tend to be more astute and know what they're looking for, the PPC traffic seems to come from people who click on a link because the ad sort of caught their attention, but didn't want the phone calls and weren't necessarily interested in buying.

I'd love to prove that somehow, its just my gut reaction.

Does your site give the person a quote right away or do they have to wait for you to contact them?

 

[Frank Stastny]

I attended a webinar from Agent Navigator the other day about working web leads and one of the points that really stuck in my head was:

Listen!!!!!!!!!!!!!!!!! The more the prospect talks, the better chance you have to make a sale.

When you call them don't talk their ear off about yourself but ask them, what is your need?

If I had to point out one fault that a lot of agents I have known have is that they may be "good talkers" but they have never developed and perfected their "listening" skills. Too many think that the way to make a sale is to keep talking.

One never learns anything while talking.

 

[agentexhorter]

that is just part of it......the secret is to ask buying questions to give them the chance to open up....that's when you start taken notes on the yellow pad......

Stibroker,

great point! Talking isn't selling...listening is.

 

[ksigmtsu]

Does your site give the person a quote right away or do they have to wait for you to contact them?

For health, medicare, and life it does give an onscreen quote immediately with application links where available.

 

[scotte]

For health, medicare, and life it does give an onscreen quote immediately with application links where available.

And that is the key. See, most lead vendors don't give instant quotes. People don't fill their information on 2 or 3 sites for fun. They keep filling out quote requests until they get what they want or just give up. Unfortunately by then there are 10 or more agents calling them.

 

[Likemlouder]

be the first to call. be the last to call . i have found being pleasantly persistent gets the most out of ant lead

 

[KJ in Miami]

Thanks for the insight!!

There is no real magic to becoming successful working internet leads for life....you just have to stick with it and PUT the time in to be successful.

1. Get a CRM system and use it.
2. Call leads as soon as you receive them. We would call lead, leave a message, send an email, and call again that evening...to all numbers consumer has submitted.
3. For us, 11 rounds of calling yields best results. Each round of calling should escalate the urgency of the message, continue to followup with emails.
4. Buy 100 leads per month, EVERY month...when you get to the point where you can't handle the volume, get an assistant/caller to help you.
5. Work with multiple lead companies/ sources.... they run hot and cold, and track each company in your crm...ultimately your numbers will tell you which company is best for you.
6. You have to outwork your competition, be smarter, be available, stay focused on the sales, not the ones you lose.
7. Critique your sales methods....when you finish your call, think about what you could have improved on for the next one.

 

[moneymaker1]

There is no real magic to becoming successful working internet leads for life....you just have to stick with it and PUT the time in to be successful.

1. Get a CRM system and use it.
2. Call leads as soon as you receive them. We would call lead, leave a message, send an email, and call again that evening...to all numbers consumer has submitted.
3. For us, 11 rounds of calling yields best results. Each round of calling should escalate the urgency of the message, continue to followup with emails.
4. Buy 100 leads per month, EVERY month...when you get to the point where you can't handle the volume, get an assistant/caller to help you.
5. Work with multiple lead companies/ sources.... they run hot and cold, and track each company in your crm...ultimately your numbers will tell you which company is best for you.
6. You have to outwork your competition, be smarter, be available, stay focused on the sales, not the ones you lose.
7. Critique your sales methods....when you finish your call, think about what you could have improved on for the next one.

This is exactly the way I work them and it has proven to be the best way! So, therefore, I second this person's methodology!