• contact us
  • log in
Agents Alliance Logo Agents Alliance Logo
  • Who We Are
    • Our History & Mission
    • Board of Directors
  • Member Benefits
    • Member Referral Program
    • E&O Insurance
    • Preferred Markets
    • Agency Management System
      • Agency Matrix
      • Hawksoft
      • QQ Catalyst
    • Agency Services
      • Live Calls/Warm Transfers
      • Hiring & Development
      • Tools & Worksheets
      • Cyber Security Protection
      • Cross Marketing
      • SEO Services
      • VoIP Systems
    • Consulting Services
      • Ganis Consulting
      • Optimum Performance Solutions
    • Educational Discounts
      • The National Alliance
      • The National Underwriter
      • Online CE Courses
      • Harassment Training
    • Legal & Forms
      • Free Legal Hotline
      • Legal Forms
    • Raters
      • TurboRater
      • PL Rater
    • Other Discounts
      • Disability Insurance Program
      • Constant Contact
      • Lenovo Business Products
      • Office Depot
      • UPS Shipping Services
  • Become a Member
  • Conference
    • Conference Overview
    • General Information
    • Call for Presentations
    • 2019 Conference Program
    • Pricing & Registration
    • Photos
    • Hotel Accommodations
    • Golf Tournament
    • Sponsors
    • Exhibitor Information:
      • Booth Registration & Pricing
      • Conference Policies
  • Facebook Group
  • News
  1. Home
  2. Blog
  3. Sales & Marketing for Insurance Agents
  4. Proper Care and Treatment of Phone leads

Proper Care and Treatment of Phone leads

  • Christie
  • Wednesday, December 11, 2013

Insurance agencies work hard to get the phone to ring.

Yet so often, people have no idea how to respond to that call. Some people look at a ringing phone as an interruption to doing their job and try to avoid taking the call. When that person picked up their phone and called your office it was the most important thing in their life at that moment in time—you cannot afford to miss this opportunity to win their business.

I heard a story the other day about how not to handle a phone lead. Prospect calls asking for a quote on car insurance in California. The person that answered the phone says “oh it's 4:55, could you call back tomorrow?”

At our insurance office, we try to route that call to someone that can provide the caller with what they want right now, because if you don’t someone else will. We just had the opposite happen here at Partee Insurance Associates.

First, we answer our phones “it’s a great day at Partee Insurance how may I direct your call?” The caller wanted to be called back because she realized it was 4:59 and she didn’t think we would help her. Our teammate told her we had someone available to help her now. When all was said and done, we picked up not only a raving fan but an auto policy, homeowners, and six rental units, just because someone was willing to treat that caller like a valued client.

If they want a quote and we don’t have a producer available, we collect all the necessary information so they can be called back with a quote and not just a list of questions. The first thing we want is their name, then their phone number in case we get disconnected and then we ask them for their e-mail address so we can get our presentation of solutions to them right away. We also use some small talk to put the prospect at ease (how did you find us, what has you shopping for California insurance, can you tell me about you and your family) as these are rapport building questions to show that they are important and not just another lead. Now as quickly as possible collect the under writing information and deliver your quote by phone and e-mail. Then last but not least follow up until they make a decision. Follow up is an ongoing activity, not just one attempt.

About the Author: Wayne Partee, President & CEO of Partee Insurance Associates, was first licensed in 1970 and has more than thirty-seven years experience in all lines of insurance. He is Certified Insurance Counselor (CIC), a professional designation achieved by only a few people in the industry and most recently obtained his Certified Workers' Compensation Advisor (CWCA) designation. Wayne stresses service above all else to his clients and his community. He continues to give his time, talent and treasure to a number of local organizations.


comments powered by Disqus

Get an E&O Quote

in 10 minutes or less with no obligation

Affordable Premiums, "A" Rated, Admitted Carrier
easy click, quote & bind in minutes
Get a quote

Categories

  • Agency Management for Insurance Agents (77)
  • E&O for Insurance Agents (115)
  • Ethical Issues for Insurance Agents (2)
  • General (31)
  • Health Insurance Issues for Insurance Agents (1)
  • Human Resources for Insurance Agents (52)
  • Insurance Agency Perpetuation Planning (8)
  • Insurance Agent Convention (23)
  • Insurance Agent Coverage Issues (11)
  • Insurance Agent Technology Issues (52)
  • Insurance Companies and Markets for Insurance Agents (43)
  • Latest News (14)
  • Legal Issues for Insurance Agents (4)
  • Life Insurance and Retirement Issues for Insurance Agents (24)
  • Local Meetings (2)
  • Press Releases (30)
  • Professional Development for Insurance Agents (35)
  • Sales & Marketing for Insurance Agents (310)
  • Social Media for Insurance Agents (105)

Latest Articles

What Are The Best Jobs in Insurance?

What are the best jobs in insurance? That depends on how you define "the best." For some people, the best insurance job is one that provides the most financial security. 

4 Techniques to Increase Insurance Referrals

Do your current clients like you? When you're considering how to improve your insurance marketing, start with the basics. 

5 Traits of Top Employers

How can your insurance company be the best? Customer service is key, and that service comes from your company culture. 

Everything You Need to Know About Wildfires & Flood Insurance

When you think about wildfires, the images that come to mind are images of roaring flames, burning trees, and firefighters doing all they can to contain the blaze. 

View All
Keep up to date with our free newsletter, special offers & industry events
chevron icon
Alliance United Progressive Get ITC Infinity Auto Veronicas Insurance Evolution Insurance Brokers EZLynx Omaha National Safeway Insurance Vertafore Western General
chevron icon

call us at: 866.497.9222

Facebook
Twitter
Instagram
LinkedIn

Copyright ©

2019

The American Agents Alliance

All Rights Reserved


Privacy & Terms

Site by Dirigo Design and Development, Inc.

  • Who We Are
  • Become a Member
  • Sponsors
  • E&O Insurance
  • Preferred Markets
  • Conference & Expo
  • Contact Us
  • News

Thanks!

Thank you for contacting us!

Our group will review and follow up within 72 hours.
Thanks for your interest!

Back Home

How to Run Your Agency By the Numbers

Close

Let Us Deliver Live Calls To Your Agency

Close