{"id":14720,"date":"2019-11-15T14:24:54","date_gmt":"2019-11-15T11:24:54","guid":{"rendered":"https:\/\/insly.com\/?p=14720"},"modified":"2022-06-16T14:29:16","modified_gmt":"2022-06-16T11:29:16","slug":"how-strong-is-your-insurance-sales-funnel","status":"publish","type":"post","link":"https:\/\/insly.com\/en\/blog\/how-strong-is-your-insurance-sales-funnel\/","title":{"rendered":"How Strong is Your Insurance Sales funnel?"},"content":{"rendered":"<div style=\"margin-top: 0px; margin-bottom: 0px;\" class=\"sharethis-inline-share-buttons\" ><\/div><p style=\"text-align: justify;\"><em>The following is a guest post from the makers of insurance prospecting and lead management platform <\/em><a href=\"http:\/\/20miles.us\/\" target=\"_blank\" rel=\"noopener\"><strong><em>20Miles<\/em><\/strong><\/a><em>. It always pays to read up on good sales practices and we think these thoughts are well worth sharing. <\/em>\u00a0<\/p>\n<h2 style=\"text-align: justify;\">How Strong is Your Insurance Sales Funnel?<\/h2>\n<p style=\"text-align: justify;\">Dedication to every step of the insurance sales funnel is what separates high-performing producers from the rest. Your insurance sales funnel is more than just a series of emails and calls, it\u2019s how you create a relationship with a prospective client. With all sorts of guides, articles, and insurance quotes available on the internet now, prospective insurance buyers are more educated than ever and almost always shop around. This has made prospecting many times more difficult now that customers have so many more options.\u00a0<\/p>\n<p style=\"text-align: justify;\">Today\u2019s producers don\u2019t only have to be consistent when engaging your contacts, they have to be <em>proactive<\/em> to stay ahead of the competition. The less you manage prospect and client relationships, the more you leave your opportunities open to be taken by agents and brokers. Both personal and commercial lines buyers are no longer just looking for someone to sell them insurance, they\u2019re informed customers looking for someone to <em>advise<\/em> them on how best to cover their risks.<\/p>\n<h2 style=\"text-align: justify;\">Your Process Needs to Facilitate the Buyer<\/h2>\n<p style=\"text-align: justify;\">Knowing your customers is vital to nailing your sales messaging and providing value to your leads. As much as you know about selling insurance, how much do you know about <em>buying<\/em> it? Put yourself in the shoes of the buyer for a second. If you do some quick googling on how to buy insurance, you\u2019re advised to figure out 3 things:<\/p>\n<ul style=\"text-align: justify;\">\n<li>what your risks are;<\/li>\n<li>what your options for coverage are;<\/li>\n<li>how much coverage you need.<\/li>\n<\/ul>\n<p style=\"text-align: justify;\">If you as an insurance producer are not answering those questions for your prospects as soon as possible, you\u2019re missing out on opportunities to showcase your expertise on their needs and establish yourself as a trusted advisor. Try creating a series of sales collateral to accomplish just this for your target audience! Breaking things down in a way that\u2019s easy to digest can make your job a lot easier when you\u2019re trying to explain which policy is the best for a customer. This can go a long way to improve your interactions with leads and also help to solidify your personal brand.<\/p>\n<h2 style=\"text-align: justify;\">The Producer\u2019s Prospecting Dilemma<\/h2>\n<p style=\"text-align: justify;\">Salespeople in every industry struggle with prospecting<u>,<\/u> because it often poses two difficult questions to answer:<\/p>\n<p style=\"text-align: justify;\">1) where do I find quality prospects;<\/p>\n<p style=\"text-align: justify;\">2) how do I make sure these prospects are worth my time and money?<\/p>\n<p style=\"text-align: justify;\">When you have the wrong balance between these two objectives, your leads either don\u2019t convert or you just don\u2019t get enough of them to meet quota. Either way, you\u2019ll be missing out on potential sales.<\/p>\n<h2 style=\"text-align: justify;\">Diversify Your Lead Sources<\/h2>\n<p style=\"text-align: justify;\">Agents are struggling to find consistent and reliable sources of leads as competition only becomes fiercer. The reality is this: no one or two sources will be able to sustain you for long. As such, you need to be prepared to receive leads in as many different ways as possible to keep your leads pouring in<u>,<\/u> if a source doesn\u2019t provide enough one day. For most agents, this means investing in marketing, prospecting<u>,<\/u> and pursuing referrals.\u00a0<\/p>\n<p style=\"text-align: justify;\">Though, many agents overlook <a href=\"https:\/\/www.linkedin.com\/\">LinkedIn<\/a> as an important part of their lead generation strategies. LinkedIn has seen unprecedented popularity recently despite (or maybe partly because of) <a href=\"https:\/\/www.facebook.com\/\">Facebook\u2019s<\/a> fall from grace. Many young producers utilise a go-to combo of LinkedIn\u2019s sales navigator and a prospecting tool like <a href=\"https:\/\/leadiq.com\/\" target=\"_blank\" rel=\"noopener\">LeadIQ<\/a> to generate leads. You can warm up your LinkedIn leads with profile views and connection requests while getting insights into their company and personal interests. Once you\u2019ve begun reaching out to leads, you\u2019ll be able to see which ones are really interested by checking who\u2019s visiting your profile. For commercial lines specialists, this is something you can\u2019t afford to overlook in 2021.<\/p>\n<h2 style=\"text-align: justify;\">LinkedIn Has Become Increasingly Important to Sales<\/h2>\n<p style=\"text-align: justify;\">Your LinkedIn profile is your first impression for anyone who\u2019s seriously considering your services. When you go to shows and conventions, pass out your business card, or are referred by a client, you are likely to be looked up. A strong profile can differentiate you from commoditised agents and help to position you as an expert in the areas you specialise in. On the other hand, a weak profile can make prospects question your experience or lead to losing opportunities to otherwise comparable competitors. <a href=\"https:\/\/www.linkedin.com\/pulse\/big-shocking-mistake-killing-commercial-insurance-advisors-goshert\/\" target=\"_blank\" rel=\"noopener\">Walt Goshert<\/a> gives some solid advice on this topic: \u201cLinkedIn can hurt or help you, so if you don\u2019t have the time to invest in it, you\u2019re better off removing your account. Better to not be seen at all than to seem incompetent.\u201d<\/p>\n<p style=\"text-align: center;\"><span style=\"color: #333333;\"><span data-contrast=\"auto\"><span style=\"color: #000000;\"><a class=\"btn light-green-border medium radius animated animation-delay-1 book-a-demo, popmake-10953\" href=\"#\">Book a demo<\/a><\/span><\/span><\/span><\/p>\n<p style=\"text-align: justify;\"><img fetchpriority=\"high\" decoding=\"async\" class=\"center  aligncenter wp-image-10635 size-full\" src=\"https:\/\/insly.com\/wp-content\/uploads\/2019\/11\/computer-3368242_1920.jpg\" alt=\"\" width=\"1920\" height=\"1280\" srcset=\"https:\/\/insly.com\/wp-content\/uploads\/2019\/11\/computer-3368242_1920.jpg 1920w, https:\/\/insly.com\/wp-content\/uploads\/2019\/11\/computer-3368242_1920-250x167.jpg 250w, https:\/\/insly.com\/wp-content\/uploads\/2019\/11\/computer-3368242_1920-700x467.jpg 700w, https:\/\/insly.com\/wp-content\/uploads\/2019\/11\/computer-3368242_1920-768x512.jpg 768w, https:\/\/insly.com\/wp-content\/uploads\/2019\/11\/computer-3368242_1920-1536x1024.jpg 1536w, https:\/\/insly.com\/wp-content\/uploads\/2019\/11\/computer-3368242_1920-120x80.jpg 120w, https:\/\/insly.com\/wp-content\/uploads\/2019\/11\/computer-3368242_1920-147x98.jpg 147w, https:\/\/insly.com\/wp-content\/uploads\/2019\/11\/computer-3368242_1920-660x440.jpg 660w\" sizes=\"(max-width: 1920px) 100vw, 1920px\" \/><\/p>\n<h2 style=\"text-align: justify;\">If You\u2019re Not Using Insurance Software, You Should Be<\/h2>\n<p style=\"text-align: justify;\">The insurtech revolution is in full swing now, bringing with it a myriad tools and software solutions to make the life of the insurance agent easier. With software and services available to improve every aspect of the insurance sales funnel, the question has shifted from \u201cshould I take advantage of technology?\u201d to \u201cwhich technologies should I be utilising?\u201d Here\u2019s a quick rundown of what you need to know.<\/p>\n<h2 style=\"text-align: justify;\">Solutions for Every Stage of the Insurance Sales Funnel<\/h2>\n<p style=\"text-align: justify;\"><strong>Marketing platforms<\/strong> like <a href=\"https:\/\/www.agencyrevolution.com\/\" target=\"_blank\" rel=\"noopener\">Agency Revolution<\/a> and <a href=\"https:\/\/keap.com\/\" target=\"_blank\" rel=\"noopener\">Keap<\/a> bring sophisticated marketing automation based upon actions taken online to improve the quality of interactions at the top of your insurance sales funnel. Once you\u2019re bringing leads in, a <strong>CRM<\/strong> like <a href=\"https:\/\/www.lessannoyingcrm.com\/\" target=\"_blank\" rel=\"noopener\">Less Annoying CRM<\/a> or <a href=\"https:\/\/www.hubspot.com\/\">Hubspot<\/a> can help you keep track of active opportunities to bring them over the finish line.\u00a0<\/p>\n<p style=\"text-align: justify;\"><strong>Sales engagement platforms<\/strong> such as <a href=\"https:\/\/20miles.us\/\" target=\"_blank\" rel=\"noopener\">20 Miles<\/a> and <a href=\"https:\/\/www.vanillasoft.com\/\" target=\"_blank\" rel=\"noopener\">VanillaSoft<\/a> keep your sales process on track and productivity high by organising and scheduling your prospecting tasks.\u00a0<\/p>\n<p style=\"text-align: justify;\">After closing the sale,<strong> agency management systems<\/strong> make insurance tasks like managing claims and sending renewal reminders easy, oftentimes with CRM integrations to aid relationship management. <a href=\"https:\/\/signup.insly.com\/en\/\" target=\"_blank\" rel=\"noopener\">Insly<\/a> and <a href=\"https:\/\/www.hawksoft.com\/\" target=\"_blank\" rel=\"noopener\">Hawksoft<\/a> come highly recommended for this category. There\u2019s even software like <a href=\"https:\/\/www.rocketreferrals.com\/\" target=\"_blank\" rel=\"noopener\">Rocket Referrals<\/a> dedicated to bolstering your referral-seeking efforts and increasing your positive reviews.\u00a0<\/p>\n<p style=\"text-align: justify;\">If you\u2019re an independent agent or if this is your first time using a software solution, you should be wary of large enterprise software like <a href=\"https:\/\/www1.appliedsystems.com\/en-us\/\" target=\"_blank\" rel=\"noopener\">AppliedSystems<\/a>, <a href=\"https:\/\/www.vertafore.com\/\" target=\"_blank\" rel=\"noopener\">Vertafore<\/a>, <a href=\"https:\/\/www.salesforce.com\/\" target=\"_blank\" rel=\"noopener\">Salesforce<\/a>, <a href=\"https:\/\/www.outreach.io\/\" target=\"_blank\" rel=\"noopener\">Outreach.io<\/a>, etc. These platforms cost more, tend to be much more complex due to a large number of features, and oftentimes require a software specialist to help you get set up. As a rule, the simpler the platform, the easier it is to adopt, and the faster you can start closing opportunities with it.<\/p>\n<h2 style=\"text-align: justify;\">Optimising Your Insurance Sales Funnel Requires Organisation<\/h2>\n<p style=\"text-align: justify;\">There\u2019s a lot that goes on as your sales cycle progresses. Prospects are constantly being qualified and disqualified, leads at different points in the insurance sales funnel need to be nurtured, opportunities need to be followed up and closed, and more prospects need to be found to replace the ones being disqualified. Once you\u2019ve formulated a process that works for you, measuring your results at each stage is a must if you want to improve it. A\/B test at regular intervals, your performance will steadily increase as you learn what works and what doesn\u2019t for each of your segments.<\/p>\n<p style=\"text-align: justify;\">At the end of the day, good A\/B testing comes down to how well you\u2019re actually \u201csplitting\u201d your tests. You should try to make your campaigns as identical as possible in every way you can think of. This way, you can be sure that your results are coming from your tests rather than one campaign being sent at a better time or to a better audience.<\/p>\n<h2 style=\"text-align: justify;\">Making the Sale is Never a One-Man Job<\/h2>\n<p style=\"text-align: justify;\">In the words of <a href=\"https:\/\/www.sitkins.com\/blog\/4-ways-insurance-agents-can-help-their-underwriters-write-more-business\" target=\"_blank\" rel=\"noopener\">Brent Kelly<\/a>, \u201cYour job is not only to write new business, but also to be the first line in underwriting.\u201d Many agents find themselves at odds with their Underwriters, because they feel they can present obstacles to the sale, sometimes stopping them in their tracks. However, no matter how hard it is to find a good underwriter, the sale simply cannot happen without one.<\/p>\n<p style=\"text-align: justify;\">As an agent, this means you have to start thinking of yourself and your Underwriter as a team. You get paid for making the sale, and they get paid for insuring profitable risks. If you want an underwriter who\u2019s willing to go out on a limb for you when you need it, you need to be able to identify which accounts are going to be good business for both you and your underwriting partner.<\/p>\n<p style=\"text-align: justify;\">If you\u2019re not knowledgeable about the insurer\u2019s risk to make your underwriters more money, you can at least make yourself easy to work with. Here are a few tips for making an Underwriter\u2019s life easier:<\/p>\n<ol style=\"text-align: justify;\">\n<li><strong>consider the level of output they can handle.<\/strong> When you\u2019re dealing with prospective clients, there\u2019s always a sense of urgency to be as responsive as possible, but unrealistic expectations only put stress on Underwriters;<\/li>\n<li><strong> make sure they have as much information as possible upfront.<\/strong> Ask your<\/li>\n<\/ol>\n<p style=\"text-align: justify;\">Underwriters what they need to know before they can move forward so you know which questions to ask your prospects;<\/p>\n<ol style=\"text-align: justify;\" start=\"3\">\n<li><strong>pick up the phone sometimes. <\/strong>An email gets the job done more conveniently, but hopping on a call eliminates the inefficiency of going back and forth to clear up details.<\/li>\n<\/ol>\n<p style=\"text-align: justify;\">A closed deal is the culmination of a well-executed process, and proper organisation and planning facilitates proper execution. Producers need to be mindful of everything that goes into closing their opportunities to wrest control over their sales process. As the old saying goes, customers are buying you, not your product. It\u2019s your responsibility to present yourself in the best light possible.<\/p>\n<p style=\"text-align: justify;\">Alone, a strong brand can only take you so far. Competitive pricing can only take you so far. Even a great sales process has its limitations. Investing time into being solid on all fronts, even at the cost of productivity, is the only way to become a million-dollar producer. If you can bring the quality of service and professionalism to the table, a tool can help you achieve scale, the most important thing is staying consistent and persistent. Your trickle of opportunities grows into a river of renewals when you stay intentional and pay attention to detail.<\/p>\n<p style=\"text-align: justify;\">For more ideas on how to make your prospecting and lead nurturing more efficient, make sure to check out the <a href=\"http:\/\/20miles.us\/\" target=\"_blank\" rel=\"noopener\">20 Miles website<\/a>.<\/p>\n<p style=\"text-align: justify;\">For ideas on how to make your insurance administration smooth and seamless, reach out to our team!<\/p>\n<p style=\"text-align: center;\"><span style=\"color: #333333;\"><span data-contrast=\"auto\"><span style=\"color: #000000;\"><a class=\"btn light-green-border medium radius animated animation-delay-1 book-a-demo, popmake-10953\" href=\"#\">Book a demo<\/a><\/span><\/span><\/span><\/p>\n","protected":false},"excerpt":{"rendered":"<p>The following is a guest post from the makers of insurance prospecting and lead management platform 20Miles. It always pays to read up on good sales practices and we think these thoughts are well worth sharing. \u00a0 How Strong is Your Insurance Sales Funnel? Dedication to every step of the insurance sales funnel is what [&hellip;]<\/p>\n","protected":false},"author":12,"featured_media":10640,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"content-type":"","inline_featured_image":false,"footnotes":""},"categories":[39,78],"tags":[26,322,200],"class_list":["post-14720","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-insurance-innovation","category-mga","tag-insurance-innovation","tag-insurance-sales-funnel","tag-start-selling-insurance"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v23.7 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>How Strong is Your Insurance Sales funnel? - Insly<\/title>\n<meta name=\"description\" content=\"Your insurance sales funnel is more than just a series of emails and calls, it\u2019s how you create a relationship with a prospective client.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/insly.com\/en\/blog\/how-strong-is-your-insurance-sales-funnel\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"How Strong is Your Insurance Sales funnel? 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