Agent Perspective: Mark Gordon

Q: How long have you been in the insurance business?
A: I started three years ago with Allstate, which is where I am at the present time.

Q: What types of insurance do you sell?
A: My primary products are personal (auto, home, life, annuities) and commercial (liability, property) lines. However, I also sell a variety of financial services to my clients.

Q: What is one of the secrets to your agency's success?
A: One of the biggest contributors to my success is buying online leads. I tried a variety of other approaches-telemarketing, cold-calling, direct mail-but they didn't work nearly as well. I started using NetQuote in December of 2006 and I found that pursuing leads from the Internet was most effective. I think it's because prospects are looking for insurance at that very moment. The immediacy of it makes it successful.

Q: Why do you use online leads?
A: Again, it's the immediacy. My return on investment is better.

Q: What is your #1 tip for managing online leads?
A: Follow up immediately. Nothing good happens with time. You need to call and send off an e-mail right away.

Q: What is your #1 tip for growing your business?
A: Consistency and follow-ups are key. Also, giving the best service. Another way of growing that's been successful for me has been through referrals. You only get referrals by giving consistently great service.

Q: Do you have any parting words of wisdom?
A: Treat every client as if they were your only client.