Q: How long have you been in the insurance business?
A: I’ve been selling insurance for over 43 years now.

Q: What is one of the secrets to your agency’s success?
A: Working with companies whose systems are integrated.

Editor’s Note: Integration is when systems can “talk to one another”, having the ability to send data from one to another. In our business, this may include agency management, lead management, rating, and lead systems (like NetQuote®). NetQuote is currently integrated with ACS, Agency Software, AMS SETWrite™, EFinancial, EZLynx, FSC, HawkSoft, Net-Lead, Norvax, Quomation, and TurboRater.

Q: Why is integration beneficial?
A: You can’t imagine the time we save. Before our systems were integrated, we spent countless hours on a completely manual process. We had to manually enter all of our lead data, and in most cases we had to do double-entry. You can imagine the time we had to spend on errors and omissions! With integration between NetQuote and our rating system, our quote time has been cut in more than half. What used to take us 20-25 minutes to process each lead now takes only 5-10 minutes. Since we started using integrated systems we’re processing more names faster.

Q: Why do you use online leads?
A: A few years ago, I thought that Internet sales would be horrible. But at the end of 2004 I gave it a try. During my first week on trial with NetQuote I sold a $3,000 policy – and I still have that customer today.

Q: What is your #1 tip for managing online leads?
A: I have three tips. First, in order to keep growing, try different zip codes. Second, make sure that you’re aware of all the available filters – they’re a powerful tool. Third, work the leads and it’ll pay off. To close an online lead costs about $180 (Editor’s Note: 18 NetQuote Premium Medical leads at $10 per lead with a 6% close rate) and a policy is worth $1,200. That pays.

Q: What is your #1 tip for growing your business?
A: Always focus on building value in your agency and continually focus on marketing programs. And keep your eyes open for the opportunity to purchase another agency.

Q: Do you have any parting words of wisdom?
A: It’s a new world. Referrals aren’t enough to sustain your business. Also, you don’t have to actually see customers anymore. Years ago this was not allowed. Now, customers will buy without ever seeing you.