It is important that you go into using insurance leads with realistic expectations. Some leads will turn out to be better than others, and depending on how you speak to your customers, you will have varying degrees of success.

Some things you should be aware of:

Ask for pertinent information. Sometimes a potential client might enter the wrong phone number or some incorrect data that affects the quote. If a client has entered fake information, you can get a refund for those leads. But a typo or a slight mistake may lead to confusion if you don’t ask the client some informational questions upfront.

Don’t give a quote in a voicemail or email before talking to them.

If you offer a quote right away, you do two things that could create problems for you down the road. First, you give the customer a quote that may or may not be accurate, given the incorrect information issues we describe above.

Second, you make the insurance conversation strictly about price. Once price is introduced into the conversation, that will be the only factor that matters to the customer.

You know full well that there’s far more to the policy you’re selling than price alone. You should let your customer know that, too. Show him or her the value, then divulge the price.

Don’t call the alternate number first. Customers put their primary phone number down for a reason. Perhaps they don’t like to be bothered at work or only use their cell phones for emergency calls. Or maybe they prefer not to use their home phones.

Whatever the case, honor the customers’ wishes by calling the primary number they put down first. Only after a few tries there should you call the secondary number.

Sure, they put down that secondary number, but that doesn’t mean they necessarily want you to call it right away.

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