Agenda
Lead Handling Process
Traditional Leads
Exclusive Data-Rich Leads
Callers, Profile & Pitch
Prospect Scorecard
Question & Answer Session
Lead Handling Process
A Good Lead is Only Good When Handled Correctly Lead Handling Process
Formalize your process
Write it down
Email it to producers
Require they follow it
Calendars
Agency management system
Sample Process
Now Let’s Talk About Leads
Name: Joe Smith
Company: Smith Company
Carrier: Travelers
Ex-Date: Wasn’t sure – maybe 1/1
Meeting: Call Tuesday at 11
Notes: Nice guy
Traditional Leads
Pros:
We have a lead!
Contact info is confirmed
A prospect now knows your name
You know the carrier
Cons:
No background info
No process info
Calls do not stick
Exclusive Data Rich Leads
Onsite appointment with Joe Smith, EVP and Scott Jones, Safety Manager, for Friday 8/19/11 at 9:30 AM ET.
Telephone (123) 456-7890
Joe’s Email: joe.smith@yourprospect.com
Scott’s Email: scott.jones@yourprospect.com
Joe told us they are looking for insurance for their tractors. They have 26 tractors and 43 drivers – no owner operators. They carry high-value cargo and hazardous liquids nationwide.
Renewal is at the end of December. They are currently with XYZ Insurance and are willing to switch for a better program. Joe and Scott make the final decision on insurance and both will be at the meeting.
What’s the Difference? Information What’s the Difference?
We know details about their business
We know who the carriers are
We know the renewal date
We know who the decision makers are
We know their process
We know they are willing to change
How? Question & Answer Session
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