Q: How long have you been in the insurance business?
A: I've been in the business and with Allstate since 1998.

Q: What types of insurance do you sell?
A: Auto, home, renters, and life.

Q: What is one of the secrets to your agency’s success?
A: Patience. It's absolutely critical to be patient in building your business. For example, you must build your inventory of prospects before you can expect to really see a solid close rate. Just like you have to have the right mix of inventory for a store, you have to have the right mix of leads.

I have another too. We always take the time to explain to our customers what they're buying.

Q: Why do you use online leads?
A: The biggest advantage to online marketing is to save my staff from time-consuming telemarketing and cold-calling. Plus, prospects are looking for you - they're hot and ready to close.

Q: What is your #1 tip for managing online leads?
A: Let your prospects AND customers know about all of the products that you sell. And don't give up on a prospect that says "no". We have a great re-contact strategy. We're always very polite and thank everyone for considering us (during the quote process). If we get low-balled, we ask the customer whether we can contact them again in six months at renewal time. Even if we don't get the first sell, we still establish a relationship and build rapport.

Q: What is your #1 tip for growing your business?
A: Number one is selling your customer, and number two is retaining your customer. The key is making sure that you educate your customer about your business… your service offerings, applicable laws, what they’re buying, state-specific guidelines… all the in’s and out’s. Put yourself in the shoes of your customer, make that personal connection, and keep them (your customers) with you.

Q: Do you have any parting words of wisdom?
A: Find your niche and create a sales pitch that differentiates you from other agents. Remember that online shoppers live on the Net and are very Net savvy. You must understand this (and create processes like an auto-email that lets the prospect know that you'll follow up by phone soon). Last, don't think of online leads as a one-hit wonder. You must commit to make them work by creating a process and developing a sales pitch that caters to the Internet shopper.