Top 5 Secrets To Increasing Your Close Rates

Okay, so you're doing all the right things and using all the right marketing channels, but perhaps you're still not seeing the leads turn into the business you'd hoped for. Well, what you do with the leads once you get them is as important-if not more-as how and where you get them. Below is a list of the five most successful follow up tactics that are sure to increase your close rates.

1. It's All About the Process

• Get a process in place pronto! Having a defined strategy in place on how to approach leads makes it easier to stay on task.
• Define how many calls and e-mails you'll make-and how often.
• Creating a script allows you to speak with confidence from the start and will help entice prospects to call you back.
• Map out a plan for your producers.
• Set up tracking to closely monitor your close rate and evaluate your zip codes and lead types.

• As soon as you open the lead, call them. Don't wait! Remember-our leads are provided in real-time, which means the customer is ready-to-buy right then. You don't have to be first, but you do have to be fast!
• Try both home and work numbers. If the lead provided both numbers, then assume it's okay to contact them at work if you don't reach them at home.
• If you get voicemail, leave a message with your number, but don't stop there-let them know you'll be calling them again the next day, and then follow up.
• Don't get into details or ask for personal information-like their SSN-in your voicemail. This will likely deter them from calling back. Instead, simply introduce yourself and let them know you have what they want.

• Use e-mail to sell. Send a short online note stating you left a voicemail, have a competitive price and look forward to speaking with them. Ask what would be a good time and number to reach them, and let them know if you don't hear from them you'll still follow up the next day.
• Ask a simple policy question in e-mail. It often opens the door to the conversation.
• If you do speak to them, make sure to e-mail the customer a recap of the conversation and next steps, or simply thank them for their time. You'll demonstrate that you're organized and dedicated, which are the qualities most customers are looking for in an agent.

• Define and set realistic goals for yourself.
• Keep in mind that you only pay for the leads you receive (unlike an up front payment for Yellow Pages or Direct Mail).
• If you close 1 out of 10 NetQuote leads, you've paid $100 to place the policy. Most agents report back that they will make up to $4 to $5 for every dollar they spend, without counting cross-sales!.

• You never know if the person you're talking to also owns a home, or needs life insurance, etc. Ask and you may close 3 or 4 policies in one call.
• Use the "open-ended" question method (i.e. "I see you're also a homeowner-if you package your policies, we can offer up to ____% discount. Would you be interested in this option?). These kinds of questions often help get the consumer to respond.

Follow these 5 easy tips, and you may find yourself closing more leads. Remember, NetQuote's management team has over 100 years of combined experience as agents themselves, which means they know what it takes to be successful. You're always welcome to call us for a portfolio review or get more tips on how to grow your business. Contact NetQuote at 1-800-795-2886 (x210) to learn more.