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Organizing Your Leads Correctly According to their Status
September 29th, 2011
Organizing your health insurance leads is essential in ensuring the success of your insurance sales business. Correctly organizing your leads will help you figure out who you have to contact and how often you have to contact them. As such, it’s important that you organize them correctly. There are a couple of ways to organize your leads but arranging them by category is one of the easiest and best ways to do this.
New leads are those leads that have had no contact with you at all. Leads that you have just bought typically belong to this group.
Hot leads are insurance leads that are willing to buy and have the capability to buy and at the same time have been verified by you. These are the leads you have to push just a little bit more and they’ll give in.
There are also current leads. Current leads are made up of current plan holders and can be split into two additional categories – existing clients up for renewal and newly added clients. These plan holders are considered leads even though already have a plan because there is always the potential to cross sell or improve their current plan.
Warm leads are those leads which may seem interested but don’t have the means to pay for the plan that you are tying to sell them. As such these leads should still be placed in your database because they may have the capability to purchase a plan that you’re offering or may be eligible for a plan in the future.
Then there are the dormant leads. As the word suggests these are leads that are currently “sleeping” meaning you’ve been trying to contact them but you haven’t been able to or they haven’t been responding as much as you’d like.
Finally there dead leads, or leads that you should not call. These are leads that aren’t just willing to buy a plan and have specifically asked you not to be contacted for any reason.
Most insurance agents use categories that they are comfortable with but it pays to ensure that your categories are able to categorize all your leads.
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Tags: health insurance leads, insurance leads, Insurance sales
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