Quality Leads To Quantity For A NetQuote User In Southern Colorado.

The old adage "quality over quantity" often implies that the two are mutually exclusive. However, for Kevin Shriver, a District Manager for Farmers Insurance in Southern Colorado, quality leads have led to a quantity of business–not only for him, but for his agents in the field.

"My biggest issue over the past few years has been to continue finding more prospects in a 23–percent market share," Shriver says. "NetQuote has allowed me to do that. The quality of the leads are just better."

Based in Pueblo, Colorado, Shriver's territory encompasses all of southeastern Colorado to the Kansas border, the New Mexico border to the south, and west to Cañon City. A Farmers Insurance agent for 17 years–10 of them as District Manager-Shriver says he's been using NetQuote for four years and over that time has continued to expand on zip codes due to the success ratio of the leads he receives. According to him, 80% of the NetQuote leads he receives go to new agents, with the remainder spread out to the rest of the field.

But it's not just the quality of NetQuote leads that Shirver attributes to the success of the offices in his district, it's the persistence of his agents in the field. He says that the agents who follow up with leads quickly and are persistent are the ones who are successful.

"The important thing is to stay on top of the lead," Shriver says. "You can't just call a lead twice and if you don't get a response, throw the lead away and say it's not working. It just doesn't work like that. For instance, I've had agents come back to me saying a lead was no good. I'll pass that lead off to another agent who continues to follow up and within a few days they're e–mailing me to say thanks for the business."

Shriver is also quick to point out that while follow–up should be immediate, not all successes happen immediately. Patience is not only a virtue, it often pays off in the end.

"You may not write them today, but you may write them a few months from now," Shriver says. "$10 a lead may seem like a lot of money for a 'maybe', but if you stay on top of it and get a customer a month or two down the road and sign them up for a $600 policy, that $10 doesn't seem like such a big investment anymore."

"People don't realize if you sell three out of ten leads, you've made a good profit," he says. "Plus, there's renewals. That repeat business is gravy."

In the end, Shriver says that NetQuote has played a major role in helping him build business over the years. "More than cold calling and direct mail, NetQuote has been a great marketing tool for me because it's targeted and you can connect to prospects immediately most of the time."

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