9 Tips to Get the ROI You're Looking For With Leads

Posted by Will Erdmann on May 28, 2020 8:51:51 AM

I'm going to let you in on a little secret.  A sales rep’s success depends entirely on their sales process.  Well, you got me... it's not that much of a secret.  However, optimizing and automating the sales process is how you turn your leads into more customers, reduce exhausting repetitive actions, and clean up that overbearing mental load of worrying about your leads.

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Topics: Insider, ROI, follow up, inbound leads

What Makes a Lead Qualified?

Posted by Will Erdmann on Mar 11, 2020 9:33:21 AM

Throughout the 8 years I've been in the industry, one of the biggest issues I've witnessed facing agencies is defining what makes a call or lead valid, or "qualified".  First, let’s start with a basic definition. Defining a lead as qualified basically means they are qualified to talk to a sales representative, whether that's an agent, producer. This is a prospect that has a high likelihood to buy and is ready for sales engagement. Simple enough, right?

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Topics: Insider, Increase close rate, ROI, insurance marketing, insurance leads, insurance consultant, quality insurance leads, inbound leads, telesales, inbound marketing

Breathe New Life in Your Follow-Ups in 2020

Posted by Will Erdmann on Jan 10, 2020 11:38:04 AM

Has your sales floor replaced the hum of the phone for the hum of keyboard clicks? In a recent GSA Business Development blog, the U.K.-based author laments, "I often hear statements such as ‘We should never call on a Friday afternoon' or … ‘August is a bad time since people are away.' If I had a pound for every time I've heard those comments over the past 17 years, I probably wouldn't need to run my business. I could retire on these earnings."

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Topics: Insider, Increase close rate, ROI, follow up, insurance market, insurance marketing systems, tips, referrals, inbound leads

5 Tips to Maximize Your Sales Process

Posted by Will Erdmann on Oct 18, 2019 7:57:46 AM

Using an inbound vendor for your marketing is not always going to generate the same results.  One of the biggest mistakes I see agencies make is how they follow up with their inbound calls and leads.  If you’ll apply the following foolproof secrets, not only will you close a lot more sales from your leads, but you’ll also do it in less time and your margins will be higher because you’ll be selling your product or service from a position of respected authority.

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Topics: insurance leads, insurance marketing agencies, tips, inbound leads, telesales, inbound marketing

Finding the Right Lead Product For Your Agency

Posted by Will Erdmann on Jul 24, 2019 1:28:00 PM

Insurance is a huge industry, and one that gets some of the most search requests online. Most agency owners and entrepreneurs start their agency with a bunch of ideas and energy. But the agency owner usually has one focus on why they got into insurance, usually a personal connection that helped them make the leap.

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Topics: insurance market, marketing ideas for insurance brokers, insurance marketing systems, tips, inbound leads, telesales, inbound marketing

The Seven Keys to Magnify Your Leads

Posted by Will Erdmann on Jun 25, 2019 11:28:34 AM

When working with a lead, either an online lead or an inbound phone call, it's important to know these 7 key parts to increase your success in both quoting and closing new business.  The leads your team fights over are the great ones.  Great leads have the power to supercharge your team, and help get the energy back in their sales process.  What is it, though, that makes a lead great?  I believe there are seven keys to use for any lead that enters the funnel.  A lot of what follows may seem basic, but we know that it is the basics that win in the long run.

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Topics: Insider, Increase close rate, ROI, insurance marketing, follow up, insurance leads, insurance consultant, tips, inbound leads, telesales

8 Phone Sales Techniques That Will Close Deals Faster

Posted by Will Erdmann on May 9, 2019 11:18:00 AM

We get asked all the time how to be more successful with inbound marketing.  While the convenience of having someone call you takes the stress off cold calling, it brings with it it's own unique challenges.  We hope these tips help to supercharge your sales team, and get more policies in the books!  Here are our top 8 tips to elevate your inbound sales calls.

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Topics: marketing, follow up, insurance agent, insurance leads, marketing ideas for insurance brokers, quality insurance leads, insurance marketing systems, insurance marketing ideas, tips, inbound leads, telesales, inbound marketing

Inbound Sales Methodology & the Buyer's Journey

Posted by Will Erdmann on Jan 18, 2019 11:44:00 AM

Marketing materials are every where we look.  Due to this proliferation of marketing materials in every facet of our lives (tv, internet, radio, and print) the modern buyer is no longer dependent on salespeople for necessary purchasing decision information.  For agencies that use an inbound sales methodology, salespeople see first-hand the need to personalize the sales experience to the buyer's context. Often times, this results in sales teams recognizing they must transform their entire sales strategy so they're serving the buyer.

As a whole, the inbound methodology is a sales process that supports the prospect through their buyer's journey. As many of you already know, the buying process goes through three stages: Awareness, Consideration, and Decision. But did you realize in this process, that your inbound team members follow their own journey?  In their journey, there are four stages: Identify, Connect, Explore, and Advise. Inbound sales teams must check off each part of this journey to support qualified leads into becoming opportunities and eventually customers. Let's dig in to each to get some tips on how to do so....

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Topics: Insider, Increase close rate, ROI, marketing, insurance marketing, follow up, insurance specialist, insurance market, insurance consultant, marketing ideas for insurance brokers, inbound leads, telesales, inbound marketing

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