Aged Mortgage Refinance Leads

Aged Mortgage Refinance LeadsOpportunities are sometimes hard to come by. Success comes to those who find that one opportunity in a sea of challenges, choose just the right approach, and persevere despite the odds.

Other times the stars seem to align, opportunities are there for the taking, and the hardest part was just recognizing that a great opportunity is right in front of you. Today’s post is about this kind of opportunity.

For mortgage brokers, now is a great time to turn your attention to refinance leads. Here’s why these leads are ready to go and how you can take advantage of it.  

Mortgage Rates

According to Bankrate, mortgage rates just hit a four-month high. It’s true rates may not climb too much higher in the immediate future, but they aren’t going to go down either. And don’t forget about the Fed. They could still decide to raise the federal funds rate target at their mid-December meeting, causing your future customers’ rates to edge up even more. But most importantly, experts advise those borrowers looking for better terms than what they already have to act now.

Long term, this slow march of rates upwards is going to continue — there’s really not much more room to go down, after all. Locking in good terms on a 15- or 30-year fixed-rate mortgage now, while they still can, should be a top priority of any lead considering a refi. Even November’s rising trajectory is still an amazing deal. (There are only a few stretches on record from 2011 onward when rates for 30-year mortgages have dipped below 4.0 percent. That’s just a few years in more than 40 years of rate-tracking data from Freddie Mac.)

Another rate-influencing factor: the economy. The latest jobs report found 271,000 new jobs were created in October. Up significantly over August and September. This has already started to have an effect on the mortgage market, with one report finding the 10-year treasury yield has already gained ten base points since the news broke. Naturally, mortgage experts expect rates to follow suit — yet another reason for refinance prospects to act now.

Home Equity

However, good employment numbers don’t just affect rates. Improving employment also means borrowers may be in a better financial position. That makes a refinance even more tempting. A promotion, new job, or raise could help a homeowner put their money to work to better meet other financial objectives — like paying down debt or putting home equity to use.

Some homeowners may want to pay off credit card or student loan debt, finance a college education, or invest in home improvements. Accumulated home equity can be a path to achieving these types of goals, and a refinance can be a good way for some to tap that existing equity. A higher mortgage payment is likely, but a better salary makes that increase worth it.

Other borrowers may just want to save on the lifetime interest of their loan. If they’ve built up some equity and will be in the home long enough to recognize the cost savings, switching from a 30-year loan to a 15-year loan may well be worth it, even if it means a higher monthly mortgage payment.

The End of the Year Push

We’re almost the end of 2015. That fact is weighing on your leads as much as it’s weighing on you, albeit for different reasons. Sure, you’re pushing hard to close out the year on a high note for your business. But your leads are also mulling over the implications of closing on their refi before the end of the year.

The question is: how can you make the most of your December and where can you find these mortgage refinance leads that are raring to go?

The answer is the Aged Lead Store. If the headlines weren’t enough to convince you the refi market is on fire right now, perhaps our recent influx of new aged leads will do the trick. That’s right. We’ve got 50,000 new aged mortgage leads — all less than 90 days old and all ready to go.

This is that opportunity you’ve been waiting for. The one where things just seem to come together. Rates are looking skyward and getting ready to take off, plus the economy is improving, making a compelling case for potential refinance customers to act. And leads are pouring in, ready to find a refinance deal that fits their needs and actively searching for mortgage professionals to lead the way.

Head over to the Aged Lead Store today to take advantage of this amazing opportunity and get first crack at our thousands of high-quality aged leads that are ready to go.

Next Wave Marketing Strategies

Selling Auto Insurance to Ridesharing Drivers

Selling Auto Insurance to Ridesharing DriversInsurance coverage can be a touchy subject for ridesharing drivers. Some drivers aren’t aware of the risk of not carrying the right insurance, others are uneducated or misinformed. However, the market for these auto insurance leads is growing every day, right along with the demand for ridesharing services. If you want to target ridesharing drivers with your auto insurance business, here’s what you should know.

Lacking Rideshare Coverage Puts Your Client at Risk

First, a show of hands if you’re an auto insurance brokers who’s had this experience:  

Your client has a small fender-bender. It’s minor, but he probably needs a new bumper that’s going to set his insurer back a grand. He calls to file a claim and, in the midst of describing the accident, mentions he was driving for a popular rideshare service. Suddenly, he’s persona non grata. That new bumper is coming out of his pocket, not the insurer’s.

Chances are, if you haven’t already had a client in this type of situation, you will soon. Uber has over 165,000 “active” drivers in the US. Forty thousand are signing up per month, though not all stick with it. Meanwhile, Lyft is on track to provide 13 million rides per month by the beginning of 2016.

Here’s the upshot: your insurance sales business has a great opportunity to provide the coverage these drivers need — both for their personal and professional car use. The trick to capturing this opportunity is two part:

  • Educate your current clients about the need for specific coverage for their rideshare activities and
  • Make sure to quiz new auto insurance leads about whether they plan to use their car for ridesharing purposes.

Starting the Conversation

One downside of the current rideshare insurance situation is that leads may be reluctant to talk about their ridesharing activities with you because they fear it could hurt them. Some are worried a discussion with their current insurer could lose them their existing coverage deal. Others are worried about higher premiums — perhaps higher than someone making a bit of side money with their car and the Uber app could afford.

Your approach with auto insurance leads will have to answer these objections. Frame your ridesharing activities questions with just enough info about basic coverage options and costs to alleviate these fears. When you get a prospect that does want to hear more about ridesharing coverage options, then you can get into the details.

Answering Concerns Rideshare Drivers May Have

Once you have a prospect that wants to hear about ridesharing coverage, the sales conversation moves into familiar territory. Listen, probe, educate. Match the prospect’s needs to a suitable coverage option. What’s different though, may be some of the topics you cover.

Cancellation – Some larger insurance providers are quick to cancel a policy if they learn a customer is driving for Uber or Lyft. Others have specific stipulations that they won’t cancel a personal policy because of ridesharing. That’s not to say they’ll cover rideshare vehicle use, only that it won’t jeopardize existing personal use coverage.

Coverage Gaps – You’ll want to make your clients aware of any coverage gaps between policies. For instance, many standard insurance providers won’t cover a loss if the ridesharing app is active, regardless of whether your client has a fare passenger or if the car is in motion. This could leave some drivers without coverage while waiting for their next fare.

Mileage – Some insurers may have specific restrictions on coverage for miles driven while the app is on. For some rideshare-specific insurers, per-mile coverage may be an option. These drivers pay an adjustable rate based on their ridesharing miles.

Rate Locks – A few insurers will offer rate locks for ridesharing drivers, meaning premiums won’t increase because of claims or traffic tickets.

Personal / Business Use – Some insurers classify a car used for ridesharing purposes as a personal use vehicle, for others it’s a business use vehicle. Some customers may prefer the personal-use classification — it tends to cost less.

Multi-Car Use – Some insurers have specific policies about multiple vehicles. Some require all vehicles on the policy to share the same level of coverage. Others require multiple vehicles such that one car is designated for ridesharing use while the others will be for personal use only.

Whole Household Coverage – Some insurers only provide limited rideshare coverage, others offer full-fledged policies to accommodate entire households.

Knowing Your Rideshare Demographics

Not every auto insurance lead will want to hear about ridesharing coverage. Some may not even know what ridesharing is. While it’s certainly possible you’ll encounter a septuagenarian Uber driver in your lead prospecting, it’s much more likely you’ll encounter ridesharers among younger, urban, tech-savvy demographics.

First off, know what markets these apps operate in. Both Lyft and Uber maintain updated lists of the U.S. cities where their services are offered. If you are prospecting in these metros, be aware your clientele may be driving for the services.  

As far as personal demographics go, a recent piece in Forbes found Uber drivers were overwhelming more likely to be 18–39 year old white males with a college education and kids at home than traditional taxi and chauffeur drivers were. To be clear, women do make up nearly 14% of Uber drivers, a higher percentage than for taxi drivers, and there are just shy of 3% of Uber drivers out there past retirement age, but these folks appear to be outnumbered by other demographics when it comes to rideshare driving.

Selling Your Solution to Drivers

With the expanding ridesharing driver market and the popularity of these services, ridesharing insurance coverage offers a great opportunity for your business. Be aware of overlaps between your customer base and that of popular services, educate and inform your leads of ridesharing insurance requirements and options, and know what objections these particular prospects may have.

If you’re looking to target this market or another in the auto insurance market, you’ll first need a healthy supply of leads. If your pipeline is lacking, consider giving it a boost with high-quality aged auto insurance leads from the Aged Lead Store. With some new aged leads in hand, you’ll be ready to start prospecting for those ridesharing drivers.

Next Wave Marketing Strategies

Best CRMs for 2016

Best CRMs for 2016A new year is almost upon us and with it, a fresh opportunity to take stock, try something new, and grow your business more in 2016. The question for many is “where do I start?” One idea I’ll share with you today: CRMs.

Client Relationship Management (CRM) applications have come a long way since the days of static spreadsheets and tables. Now integration features are the name of the game, helping you improve sales nurturing, sales management, and more. CIO magazine recently took a look at the features and CRM applications that are going to be the most in demand for 2016.

Today, I’m going to look at which of those CRMs offer the most value for sales professionals like you and how to integrate them into your workflow.

Salesforce and Mobile Integration

It’s no surprise one of the biggest names in the CRM world tops this list. What is a bit surprising is how far mobile capabilities have come. The Salesforce1 mobile app promises to help you stay up to speed and take action from anywhere, effectively running your sales business from your phone. The app lets users find data, including client records, sales figures, and other data, quickly on their mobile device. New leads and contacts can be added on mobile and users can even edit Office documents on the go. All of that on-the-go connectivity is backed up by Salesforce’s robust cloud-desktop CRM, meaning you aren’t sacrificing mobility for dependability.

CIO Magazine says CRM will “go mobile in a big way” in 2016. The days of an awkward phone version of your desktop CRM is thankfully behind us. Now companies big and small are building apps that keep sales professionals connected and in touch with their sales manager and prospects on the go. Experts say you’ll see more integration with mobile apps next year, too, with maps and note-taking apps first on the list.

HubSpot and Marketing Integration

For many in the insurance and financial services business, efficient and effective online marketing has become a must. Sales nurturing can happen online even before you meet clients face to face. However, keeping up with a social media deluge can be a job in itself. Integrating marketing within CRMs is expected to be one of the big trends of next year.

“CRMs will evolve from sales-oriented tools to truly integrated marketing and sales platforms,” Kathleen Booth, CEO of Quintain Marketing told CIO Magazine. “There has already been some movement in this direction, with many CRMs, such as Salesforce, offering integrations with marketing software. But in the future, integrations will be replaced by all-in-one software platforms that truly marry the needs of sales and marketing,” she says. “One example of a company that is doing this successfully right now is HubSpot, which added a free CRM to its marketing software last year.” Booth says she expects similar integrated systems to follow next year.

Nimble and Social Integration

Another company taking social integration into CRM is contact insight firm Nimble. As the saying goes, be where your customers are. With Nimble, you can see a composite picture of your prospect’s social profiles and your social message history with them.

Marc Prosser, cofounder of Fit Small Business, told CIO Magazine, “In 2016, we’ll see a lot more CRM providers adding new social media features, whether that be tracking customer interactions or suggesting new contacts. Nimble is out ahead on this, but expect others to add these features while their team, and others devise new ways CRM can take advantage of social media.”

Spiro, Vlocity, and Industry-Specific CRMs

A number of CRMs are now targeting a core industry and refining processes and features to suit. The trend is to move away from the catchall approach, with CRMs tailored to specific industries.

Vlocity and Spiro are two such CRMs targeting the insurance and sales industries. For Vlocity, that means delivering an improved policy/plan acquisition and lifecycle management system for insurance sales professionals. One tailored specifically to the needs of insurance.

For Spiro, the focus is on sales nurturing, in order to close more deals and larger deals. The app works like a personal sales assistant, keeping track of sales touches and recommending when to follow up again. Both Vlocity and Spiro integrate with your existing Salesforce CRM.

“A real estate salesperson has different needs than a medical device salesperson, and companies are increasingly realizing that they could benefit from using industry-specific CRM solutions,” Adam Honig, cofounder and CEO of Spiro, told CIO Magazine. “These vendors’ built-in best practices and processes provide a level of expertise that companies just don’t get with a generic CRM solution.”

CRM Apps and Automated Processes

Not all CRMs are focused solely on the sales side. More clientele often means more work on the backend. That used to mean more time in the office or hiring additional help, but automation offers another way forward. FinancialForce.com, an Enterprise Resource Planning (ERP) cloud solution provider, focusing on financial management and professional services automation.

Kevin Roberts, director of Platform Technology at FinancialForce, told CIO Magazine the Internet of Things (IoT) trend would “see smart devices linked to CRM, enabling automated business notifications, follow-ups for sales support, and billing processes that will redefine immediacy for customer service.”

A number of apps from Salesforce to Nimble to DocuSign integrate with FinancialForce’s ERP to help users automate these backend processes, meaning you can spend more time nurturing leads and closing sales.

Even More CRM Apps Are Out there

Likely you and many other sales professionals are using some of these apps already, and others may now be on your list for next year. If you find yourself still looking for yet another solution, Capterra, a web service that helps businesses choose the right software, has more than 300 suggestions for managing those all-important client relationships.

With all your new CRM options in 2016, you may find yourself in need of more leads. For this situation, I recommend The Aged Lead Store, where you will find thousands of quality leads for your sales business.

Next Wave Marketing Strategies

Cold Calling Your Leads

Cold Calling Your LeadsDo you enjoy cold calling? You should — if for no other reason then you’ll be amazed how well your business will do when you take pride in your cold calling time. This year, work to grow your business by adopting a positive attitude. Need help with that?

Here are seven ways to increase your motivation, and your cold-calling success.

1. Take a Look in the Mirror

Do you have a mirror near your work area? Get one. No, it’s not for fixing your hair or your tie. Your physical presence comes through in your phone voice. All those bad habits — slouching, frowning, fidgeting — can come through to the prospect on the other end of the line.

You may have heard it’s important to smile, but this is about more than just smiling. Stand up. Stretch. Move around. Breathe deeply. Take a seat on the edge of your chair. And smile of course. Now you’re ready to make a call, a call that’s going to be a better call that the one you would have made before preparing physically.

The mirror? That’s to keep you honest. If you look over and don’t like what you see, stand up and repeat.

2. Picture Yourself Successful

You haven’t made a call yet, but your attitude before you pick up your headset can make all the difference. Does the call go well? Or not?

It’s true that the world around us is unpredictable, but you can still have an effect on the outcome with the right attitude. Manifest the result you want to see — a successfully closed lead.

Your confidence is infectious. Prospects can hear it and will respond to it. If they’re ready to buy, you’ve already done a good bit of the work of putting them at ease and gaining their trust by picturing success.

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3. Practice, Practice, Practice

Attitude will certainly take many salespeople far, but on its own, it’s not enough. You still have to know what you’re talking about and say the right things in the right manner. You need to practice your script.

Even though you wrote your script and you likely called leads yesterday, it’s still important to practice. Running over your script helps sync your mind, body, and spirit (or attitude), getting you ready to make a good cold call.

4. Free Yourself from Expectations

I admit, combined with number two, this is a bit of a balancing act. Yes, picture yourself making the call and achieving your goal, but don’t become too attached to winning every time. You won’t. If you become too invested in each lead, if your expectations are too high, if you don’t disconnect your performance from your results, you could easily get discouraged when things don’t go as planned.

However, try looking at it this way: you made the call, so that’s a success. You’re putting forth your best effort, so that’s a success. And if you don’t make the sale, consider it a success if you can approach the next call having learned something.

Learning can be its own reward. A worthwhile experience, even if it’s disappointing, is never a waste of time.

Furthermore, it’s difficult to answer the customer’s objections well or truly focus on solving their problem or addressing their need if you’re too focused on closing. Because it’s not about you, it’s about the customer!

5. Go Forth and Cold Call Some Leads

It’s time to take the plunge and make some calls. Smile. Visualize. Follow your script. Focus on the customer. Talk to a prospect, and then follow with the next tip.

6. Celebrate, Learn, and Continue Onwards

The call you just finished could’ve gone one of two ways — either you moved the prospect closer to a sale, or you learned something.

Being able to reflect on your performance can be invaluable — just don’t let judgment enter the picture. If you made a misstep, you made a misstep. You’re not a bad salesperson because of it. In fact, you’re ahead of the game if you can acknowledge where things went wrong and fix it.

If your call was successful — congratulations. Schedule your follow-up and keep your momentum going. If it wasn’t, note what went well, what could’ve gone better, and apply those lessons to your future calls.

7. Repeat As Necessary

Your first call of the day is done, but even if you made a sale your work is far from finished. There are more leads that need a solution to their problem and a need met. So go forth and make more calls.

Don’t be afraid to move around again, take another picture your success, and run through your script to fix any stumbles you noted in number six. You’re really resetting yourself for success, so the added time is worth it.

Now that you’re motivated to cold call, it’s possible you realize you could use some fresh leads to practice with. Consider topping up your supply at the Aged Lead Store, which has thousands of high-quality leads to get your business off to a great start in the new year. Happy cold calling!

Next Wave Marketing Strategies

insurance sales

insurance salesThe insurance sales business is about more than a catchy sales pitch, a prospect list, and a telephone, but you wouldn’t know it from some of the training young agents are subjected to. Selling insurance in 2016 is a world apart from where it was even ten years ago. Customers are savvy shoppers, competition is stiff, marketing happens mostly online, the right tech is a must. It’s enough to have you asking why you spent so much time learning about products, price-points, and sales strategies.

Sure, that stuff’s important, too, but if you really want to up your sales game, here are six more things they didn’t teach you but should have.

6. Understand You’re Up Against the Pros

By pros, I don’t mean other salespeople. I mean your customers. Face it, they are way more experienced at saying “no” to a salesperson than most sales professionals are at closing.

Make no mistake, “sales resistance training” is real. Whether you’re an 18-year-old shopping for coverage for your new beater car or a septuagenarian shopping for a term life policy, everyone has at least one negative sales experience story. That’s worth keeping in mind when you’re working with new prospects.

It’s these type of experiences that can lead your prospect to be wary to be too open or honest about their intentions or personal circumstances, making it impossible for you to offer the right insurance solution.

So how do you counter this? That’s where being personable and building a rapport comes in. Gain your prospect’s trust, put them at ease, and you’ll be one step closer to closing the sale.

5. Get Comfortable with Tech

Sure, you’ve got an autodialer and you know how you use it, but there’s more to 21st-century insurance sales than standard office equipment. Is your CRM software helping build your book of business? Are you using social media and your web presence effectively?

Technology isn’t just an advantage for today’s salespeople; it’s a necessity. The latest tech can help you automate parts of your business, saving time and money. Other tech solutions help you find and nurture sales leads and keep up with their progress through your sales pipeline. In short, the right tech can help you close more sales. Surely, that’s a good reason to get up to speed on the latest offerings.

4. Remember Your System Needs Regular Maintenance  

You probably already know how important having a system and trusting your sales process. But the best agents also realize the job of tweaking that system and refining that process is never really finished. They know that fixes big and small can really make a difference. Should you move your cold-calling hours to the morning? How could you improve the opening in your call script?

Without a system to work your leads, you’re more likely to miss sales opportunities or be thrown by a bad batch of leads. But your productivity and business growth can also suffer if your system doesn’t get regular updates. Make your system dynamic, evolving to suit changing lead pools, sales strategies, business goals, and economic climates.

3. Realize That Sometimes You’re a Consultant

Hold up. Aren’t you in sales? Yes, but don’t forget a consultant is also selling solutions. All those recommendations for their clients, be it multinational corporations or busy professionals at home, usually results in the client buying some solution. New data suggests this needs-based sales approach can be very effective in a variety of circumstances.

For insurance, this means the way to win the sale may not be your elevator pitch or product summaries. Instead, start asking probing questions and practicing active listening. Find out as much as you can about your prospect and their insurance needs. Then shape your sales pitch to address their specific coverage needs. They get a tailored product solution just for them, and you get a sale.

2. Focus on Solutions, Not Product or Price

The distractions are coming from both sides. Sure, they told you sales was about selling the right insurance solution, but then they spent most of the time teaching you about products. Likewise, your prospect wants a solution but keeps asking about price.

About 80% of standard agent training focuses on products, so it’s no wonder young agents get in the habit of giving sales presentations and pitching new products when they should be listening. Comparatively little time is spent on solving customer needs with those products. Your prospect won’t buy for your reason; they’ve got their own. Find out what their needs are and present the right product that meets those needs.

On the hand, some prospects can become so obsessed with price, you get obsessed with price. It’s a downward spiral from here. Someone else can always go lower. But behind the price concern, there’s usually another concern. Often the real worry is that the prospect’s needs and goals won’t be met by the product, or that the benefits will be outweighed by the cost, or that your quality of service won’t be worth it. Keep digging to find out what’s behind this prospect’s price obsession. Only then can you address the root sales objection and close the sale.

1. Diversify Your Prospect Pool — Buy Aged Leads

And the number one thing they don’t tell insurance agents? Diversify your prospect pool and you will grow your business. For insurance sales, buying aged leads is the way to go. With aged leads, which are anywhere from 30 to 90 days old, you can sidestep the competition and be confident that you are getting the most for your money.

A whopping 95% of agents do not pursue leads after the first week. If everyone who ever asked for a quote bought right away, there would be no reason for anyone to call the next week. But we know that’s not how insurance customers work. Prospects get turned off when they are bombarded by sales calls. They may end up buying nothing. Yet they were still interested enough to ask for a quote — the salesperson and the insurance solution has to be right, though.

Enter the many successful agents who work aged leads. Aged leads are also attractive because the cost per lead is significantly lower than that of real-time leads. Where a fresh exclusive lead could cost as much $ 25, an aged lead could cost as little as $ 0.25 when bought in bulk.

Working aged leads means buying in volume and working that system, which typically involves good CRM software, to get the most from your leads. You can learn more about working aged leads here and here.
Ready to diversify and grow your insurance sales business? Head over to The Aged Lead Store now to search and buy thousands of high-quality aged insurance leads.

Next Wave Marketing Strategies

insurance sales

insurance salesThe insurance sales business is about more than a catchy sales pitch, a prospect list, and a telephone, but you wouldn’t know it from some of the training young agents are subjected to. Selling insurance in 2016 is a world apart from where it was even ten years ago. Customers are savvy shoppers, competition is stiff, marketing happens mostly online, the right tech is a must. It’s enough to have you asking why you spent so much time learning about products, price-points, and sales strategies.

Sure, that stuff’s important, too, but if you really want to up your sales game, here are six more things they didn’t teach you but should have.

6. Understand You’re Up Against the Pros

By pros, I don’t mean other salespeople. I mean your customers. Face it, they are way more experienced at saying “no” to a salesperson than most sales professionals are at closing.

Make no mistake, “sales resistance training” is real. Whether you’re an 18-year-old shopping for coverage for your new beater car or a septuagenarian shopping for a term life policy, everyone has at least one negative sales experience story. That’s worth keeping in mind when you’re working with new prospects.

It’s these type of experiences that can lead your prospect to be wary to be too open or honest about their intentions or personal circumstances, making it impossible for you to offer the right insurance solution.

So how do you counter this? That’s where being personable and building a rapport comes in. Gain your prospect’s trust, put them at ease, and you’ll be one step closer to closing the sale.

5. Get Comfortable with Tech

Sure, you’ve got an autodialer and you know how you use it, but there’s more to 21st-century insurance sales than standard office equipment. Is your CRM software helping build your book of business? Are you using social media and your web presence effectively?

Technology isn’t just an advantage for today’s salespeople; it’s a necessity. The latest tech can help you automate parts of your business, saving time and money. Other tech solutions help you find and nurture sales leads and keep up with their progress through your sales pipeline. In short, the right tech can help you close more sales. Surely, that’s a good reason to get up to speed on the latest offerings.

4. Remember Your System Needs Regular Maintenance  

You probably already know how important having a system and trusting your sales process. But the best agents also realize the job of tweaking that system and refining that process is never really finished. They know that fixes big and small can really make a difference. Should you move your cold-calling hours to the morning? How could you improve the opening in your call script?

Without a system to work your leads, you’re more likely to miss sales opportunities or be thrown by a bad batch of leads. But your productivity and business growth can also suffer if your system doesn’t get regular updates. Make your system dynamic, evolving to suit changing lead pools, sales strategies, business goals, and economic climates.

3. Realize That Sometimes You’re a Consultant

Hold up. Aren’t you in sales? Yes, but don’t forget a consultant is also selling solutions. All those recommendations for their clients, be it multinational corporations or busy professionals at home, usually results in the client buying some solution. New data suggests this needs-based sales approach can be very effective in a variety of circumstances.

For insurance, this means the way to win the sale may not be your elevator pitch or product summaries. Instead, start asking probing questions and practicing active listening. Find out as much as you can about your prospect and their insurance needs. Then shape your sales pitch to address their specific coverage needs. They get a tailored product solution just for them, and you get a sale.

2. Focus on Solutions, Not Product or Price

The distractions are coming from both sides. Sure, they told you sales was about selling the right insurance solution, but then they spent most of the time teaching you about products. Likewise, your prospect wants a solution but keeps asking about price.

About 80% of standard agent training focuses on products, so it’s no wonder young agents get in the habit of giving sales presentations and pitching new products when they should be listening. Comparatively little time is spent on solving customer needs with those products. Your prospect won’t buy for your reason; they’ve got their own. Find out what their needs are and present the right product that meets those needs.

On the hand, some prospects can become so obsessed with price, you get obsessed with price. It’s a downward spiral from here. Someone else can always go lower. But behind the price concern, there’s usually another concern. Often the real worry is that the prospect’s needs and goals won’t be met by the product, or that the benefits will be outweighed by the cost, or that your quality of service won’t be worth it. Keep digging to find out what’s behind this prospect’s price obsession. Only then can you address the root sales objection and close the sale.

1. Diversify Your Prospect Pool — Buy Aged Leads

And the number one thing they don’t tell insurance agents? Diversify your prospect pool and you will grow your business. For insurance sales, buying aged leads is the way to go. With aged leads, which are anywhere from 30 to 90 days old, you can sidestep the competition and be confident that you are getting the most for your money.

A whopping 95% of agents do not pursue leads after the first week. If everyone who ever asked for a quote bought right away, there would be no reason for anyone to call the next week. But we know that’s not how insurance customers work. Prospects get turned off when they are bombarded by sales calls. They may end up buying nothing. Yet they were still interested enough to ask for a quote — the salesperson and the insurance solution has to be right, though.

Enter the many successful agents who work aged leads. Aged leads are also attractive because the cost per lead is significantly lower than that of real-time leads. Where a fresh exclusive lead could cost as much $ 25, an aged lead could cost as little as $ 0.25 when bought in bulk.

Working aged leads means buying in volume and working that system, which typically involves good CRM software, to get the most from your leads. You can learn more about working aged leads here and here.
Ready to diversify and grow your insurance sales business? Head over to The Aged Lead Store now to search and buy thousands of high-quality aged insurance leads.

Next Wave Marketing Strategies

Open Enrollment

Open EnrollmentHow many health insurance leads did you call today? Plenty, I hope! This year’s open enrollment for coverage under the Affordable Care Act ends Jan. 31 — barely two weeks away — plus, the penalties for not having coverage climb even higher this year. Make the most of the time left by calling as many leads as you can and selling the policies these customers need. Here’s how to go about it.

Penalties Go Up, Way Up

Should your health insurance leads need a refresher, relay that the cost of not having coverage this year goes up considerably. Those who take a pass on coverage will face these penalties when they file their taxes in April:

  • $ 2,085 max penalty per household or 2.5% of income
  • $ 695 penalty per person
  • $ 347.50 penalty per child

Your leads may be quite surprised by these numbers. Only two years ago in 2014, the maximum household penalty was $ 285. That’s an increase of more than 700%!

Open Enrollment Comes But Once a Year

Jan. 31 isn’t only a deadline for you, it’s a hard deadline for your potential insurance customers. It’s yet another good reason for them to act now. Without a special qualifying event — marriage, divorce, job change, relocation, and so on — your lead will have to wait until next fall to enroll in health coverage.

The sooner your lead acts the sooner they’re covered. Plan selections made before Jan. 15 become active Feb. 1, while those selected between Jan. 16 and Jan. 31 go into effect March 1.

Selling the Benefits of Coverage

Beyond penalties and an approaching deadline, there are a number of beneficial reasons for your lead to be excited about their coverage options this year. Subsidies and advanced tax credits are helping more people become insured while Medicaid eligibility is expanding in many areas.

Meanwhile, costs for treatment and medicines are rising. These days, health coverage is not so much an extra as it is a necessary and prudent purchase. Help your leads see the smart investment they’re making in their well-being and their financial future by signing up.

Offering a Solution

As a sales professional, you know how to connect your leads with the right solution for the problem. As you help last-minute leads select the coverage they need, educate your leads about the new requirements and leverage the looming deadline and stiff penalty costs to close more sales. Make sure such details are a part of your script with these leads.

For the uninsured folks who will be subject to paying a penalty, help them see that the cost of foregoing coverage is increasing. The cost of that penalty won’t provide the lead with any health coverage and could have been better spent on coverage rather than paying for inaction.

Closing More Health Insurance Sales

Sales professionals have the opportunity to educate leads on the problem and help them choose the right coverage solution. Make sure you take advantage of this opportunity. Make no mistake, your leads are motivated to avoid these penalties. They are motivated to get coverage that will offset the rising costs of medical treatment. All you have to do is find the perfect solution for them.

Driving Sales With High-Quality Insurance Leads

By the way, how’s that sales prospecting funnel looking? Do you have enough leads to maximize your opportunity here? If not, visit the Aged Lead Store.

The Aged Lead Store has thousands of health insurance leads that need to find a solution to their lack of coverage problem. Fill your pipeline today to take full advantage of the last few weeks of open enrollment. The Aged Lead Store has thousands of high-quality leads to help make the dialing easier.

Next Wave Marketing Strategies

http://lernerspersonalinjury.ca/testimonials/

http://lernerspersonalinjury.ca/testimonials/A new year is upon us, and that means it’s the perfect time to reflect on the growth of your sales business. If you’re like most sales professionals, there’s at least one thing you’d like to improve about your business going forward. My pick? Managing sales leads.

If your sales productivity isn’t where it needs to be, better managing your sales leads is one way to make a huge difference. There’s a number of ways you can attack this challenge, but here are seven of my favorites that will help make 2016 your best business year ever.

1. Streamline Your Sales Pipeline

This year, commit to improving your sales productivity by streamlining your sales pipeline. Like a real pipeline, your sales process needs regular maintenance and, ever so often, a more comprehensive upgrade as well.

Some experts estimate that the typical sales office drops the ball on a significant number of leads working their way through the pipeline. Think how much revenue could be gained if you were to fix the weak spots in your pipeline! Take a hard look at your pipeline.

Has the new team member you brought on this summer got access to everything she needs? Does your recent website update integrate well with your database? What’s the procedure for when a lead shows interest but isn’t ready to close?

There’s always something that can be improved when it comes to your pipeline.

2. Finesse Your CRM Setup

Remember last month when we talked about CRMs? I hope you’ve given a modern, robust CRM upgrade some thought — especially if your business is still dependent on static spreadsheets.

It’s 2016 now! So take advantage of some of the latest time-saving and business-growing features, like mobile integration, marketing integration, and industry-specific tools. Whatever tools you choose to work with, make sure you’re able to note every interaction with your prospects, sales leads, and current clients. The more you are able to track the more confidence you’ll be able to inspire in your customer interactions.

3. Work on Tracking More Data Points

In the same vein, commit to tracking more data points about your customer interactions and sales touches this year. Note what competitors are courting them, what their sales objections are, the types of products or services they’re looking for, and so on.

But don’t just stop there. Where are your leads coming from? Where are your marketing efforts paying for themselves and where are they costing you? Knowledge isn’t just power — it’s profit when it comes to informing these types of business decisions.

4. Make Time to Analyze Your Tracking Data

It’s possible of course that you’re already tracking some or all of these data points, but what’s happening to all that data? If you notice patterns — say, an uptick in quote requests from customers of Company XYZ — make the time to learn why that’s happening. You’ll probably learn something that will improve your business.

Your website, marketing, and CRM tools are also collecting a whole host of analytics. If you’re intent on upping your sales productivity this year, commit to diving deeper with one of these aspects of your business. Good questions to ask yourself include:

  • How are prospects finding us?
  • What marketing efforts are performing the best? The worst?
  • What marketing or lead-nurturing activities are turning leads into customers?
  • How well are we managing leads and customers once they’re in our sales funnel?

You might be surprised by some of the answers you find.

5. Lower Your Leads’ Time to First Contact

Whatever kind of leads you’re working with, from client referrals to website quote requests to aged leads, contacting your lead in a timely manner is one of the biggest productivity improvements you can make.

Make it your goal this year to contact every one of your new leads within 48 hours. Studies show contacting leads quickly leads to much higher closing rates. That certainly makes it a goal worth achieving.

However, it may not be a particularly easy task to cross off your list. Tips number one and two above can help get you there. If you’ve worked out the issues in your sales pipeline and fine-tuned your CRM setup, lowering your time to first contact should become a much more doable goal.

6. Commit to Learning More About Your Prospects

As I said before, data can be a great friend to your business, but what about really knowing your prospects? There are two reasons you should focus more on getting to know your prospects:

  • To nurture relationships with your sales prospects
  • To make yourself more engaged in the sale

It’s well-known that understanding your prospect’s personal details, sales motivations, and point of view will help you provide service and products that better fit his needs, leading to more sales for you. But don’t underestimate how much the same info can energize you to help your prospect find the perfect solution.

7. Add Aged Leads to Your Pipeline

Lastly, a new year is the perfect time to try something new. While we’re all creatures of habit, we’re also smart enough to recognize we have some of our biggest growth when we step out of our comfort zone. If your business typically runs on referrals, outbound marketing, or purchasing fresh leads, 2016 may be the year to add in aged leads.

As part of a new sales strategy or in combination with your existing lead supply, aged leads can take your sales productivity to the next level. These leads can offer your business both a better value than other cold-calling strategies and the security of a steady supply of high-quality leads.

If you’re tired of your lead supply tapering off, the expense of fresh leads, or the tedium of your lead strategy, aged leads offer something new in 2016. Visit The Aged Lead Store to browse thousands of high-quality aged leads that will boost your sales productivity this year.

Next Wave Marketing Strategies

Use Social Media

Use Social MediaHow do you use social media in your sales process? Hopefully, your answer is something other than “not at all.” If you don’t already utilize LinkedIn, Twitter, Facebook, and more, to connect with prospects and customers — start now.

As these technologies become a primary mode of communication and social interaction, those sales professionals who are skilled at social media are going to be the ones to win big. You want to be one of them. Here are my recommendations for how to grow your sales with social in 2016.

Use It to Research Prospects

Almost everyone has a digital footprint these days. Just googling a prospect’s name can bring up a wealth of information, much of it publicly available on social media. It’s the type of information that could help you quickly build a rapport with and earn the trust of your prospect.

Use this free resource to your advantage with both brand new prospects and ones who are already in your pipeline. Knowledge about your prospect, their work, background, and even personal life can help put you a step ahead of the competition and closer to the sale.

With the right knowledge in hand you can:

  • Steer the discussion in a particular direction.
  • Volunteer information you have in common with the prospect.
  • Anticipate the prospect’s needs and value drivers.
  • And more.

Now to be clear, your prospect shouldn’t get the idea you’ve been digging through their trash. However, it can be very positive for them to see that your approach and offers are aligned with their needs and values.

Use It to Warm Up Prospects

Your own digital footprint can be just as valuable when it comes to moving a skeptical prospect closer to the sale. They have to trust you. For that to happen with today’s savvy customers, they need to see that you’re authentic and knowledgeable. It also doesn’t hurt to be relatable and helpful.

Impress those savvy prospects that look you up before moving forward with a sale by maintaining your public social media profiles. Your LinkedIn should have all the information of a professional resume, as well as endorsements from colleagues and clients and posts of helpful product and service content.

Use professional Twitter and Facebook profiles to share tips and advice on your business area. If you’re in insurance, gear your content to links and posts that would be helpful to customers shopping for insurance. If you’re in the mortgage refinance business, choose content that answers the questions of those customers.

It’s also okay to occasionally share some personal interests, as long as the topic is non-controversial — hobbies and the occasional vacation or event photos are usually a safe bet.

Use It to Stay Close to Your Past Customers

Social media can also be a boon to your business when it comes to selling new products and services to your existing customers, or staying top-of-mind with these folks to win frequent referrals.

Conveniently, there’s not much extra effort needed here to accomplish this. Simply invite your clients to like or follow your existing business pages on Facebook and Twitter and to connect with you on LinkedIn.

For many of these customers, you also have an email address. If you’re interested in paid social media marketing campaigns, you can use your email list to further target your past customers on social (assuming they used the same email to sign up for the service).  

The idea being, the more you get in front of past customers, the more you’ll be the first sales pro to come to mind when they need you.

Use It to Get Prospects in Your Pipeline

Lastly, social media isn’t just for posting links and photos. The comments can be a good place to find and nurture your next lead.

Certainly, with any post you make on your own social media profiles, replying to comments and especially questions is a must. However, you can also jump into external conversations on threads related to your industry. You’d be surprised how many potential customers ask open questions for advice and direction on such threads. Offer a bit of advice if possible and direct the prospect back to your social profiles or website.

Conclusion

Any way you slice it, social media is a great tool to compliment your existing marketing approach and nurture potential leads. From research to warming leads and winning returning business, social media is the latest tool sales professionals have to compliment and expand their existing sales strategy.

Need fresh leads in your pipeline before trying out today’s social media tips? The Aged Lead Store has thousands of fresh, quality leads to suit your business needs. Stock up now and watch your business grow.

 

Next Wave Marketing Strategies