Making Your Health Insurance Leads Work For You
Making Your Health Insurance Leads Work For You
Too many insurance sales people think that you have to be in someone's home in order to close a deal on health insurance leads. That there are too many facets of insurance to try to explain. Is that true or not?
The Times, They Are A-Changin'
At one time that might have been true, but times have definitely changed for all insurance agents no matter what field of business you focus on. Technology has brought people much closer together because we have the options of communicating by email, fax, the internet and of course, phone in order to follow up on our health insurance leads. In most cases, that would be your home office. You no longer have to spend long hours in the car in order to sell insurance. Most consumers today are accustomed to working with and through technology tools.
First of all keep in mind that while life insurance (in the mind of most consumers) might be optional, health insurance is not. Everyone needs coverage regardless of their age and family situation.
Get To Them Fast
Approaching them before anyone else does is a huge advantage when trying to make a sale. Don't waste time or you'll lose out to other agents. It's a fact that the first person who makes contact has the better chance of making an effective impression. You must make that first impression as quickly as possible even if you are the only one who has purchased those leads. It's impressive for the prospect to fill out an online form and a few minutes later the agent phones them!)
If you make an immediate contact, congratulations. That's rare. Many times you'll have to leave contact information because you get a machine. Contact them via email soon after you leave a message on their voice mail. Give several different options for them to get back with you. But never leave it at that. Follow up later in the day or first thing the next morning.
Show Interest by Asking Questions
When you make contact, ask leading questions that allow them to tell you their health coverage needs. Are they presently without coverage? Are they paying too much if they do have insurance? Or perhaps they have coverage that they are not happy with. Let them tell you. You listen. Only interrupt when you need clarification.
Once you have ascertained the needs, you can then let them know that you don't believe that "one size fits all" and that you have a number of plans. It's your intention to fit a plan to their needs. This implies to them that you are not just interested in selling a certain product, but that you want to be their agent and be able to look after their needs on a long-term basis.
If they know you are not just wanting to make a quick sale and you can make a good impression, then you will stand out in their minds. Having in depth knowledge of what you are selling is key. Your clients will expect nothing less than an agent that is well versed in all of the options that he is presenting to the client.
Ask questions about their doctors - are they happy with the ones in their present network? Does anyone in your family require special care? You will need to know if they've been to the ER or admitted to the hospital and what kind of medicines they need.
Effective Follow-Up
Once they have a brief, but comprehensive summary of what you have to offer, then make an appointment with them to get more information to them. Once that information is in their hands, now you have yet another opportunity to make a contact to discuss the details.
You can provide them with a full range of options once you have solidified the relationship with your new clients. "I feel both of these products would work well for your family. Which of these options do you feel most comfortable with?" Let them choose.
If you are comfortable with phoning, know how to make a good first impression, really know your product and can follow up, then closing the deal with your health insurance leads is not so hard. Perfect the skills and your business will flourish.
Robbie Lindsey G. Walsh is a great author for various articles and ebooks about Insurance Leads. Read his latest article about Auto Insurance Leads and Car Insurance Leads at http://autoinsurancelead.com
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