What exactly are live transfer leads? Why are they more expensive than traditional leads and how do they work? These are all fair questions, and the answer we’ll keep coming back to this little fact: Live transfer insurance leads are inbound calls that convert to sales 10 times more than clicks to your website. These calls are far more valuable than a traditional insurance lead too, for a variety of reasons. We’ll explain the process of how live transfer calls work, and you’ll see for yourself why these kinds of leads are superior and costly.
How Do Live Transfer Insurance Leads Work?
It’s very simple, actually. SmartFinancial effectively generates interest in their websites with organic marketing strategies and paid ads that point back to a form that prospects are invited to fill out. The content your leads company markets must be relevant. The content a lead generation company creates is important because it can effectively bait prospects or attract a target audience that is an ideal one for the type of insurance you are trying to sell.
Once the prospect makes it to SmartFinancial’s web pages, they enter their zip code and then come upon the form, which has dozens of questions that are helpful in generating insurance quotes that should be relatively accurate, as long as the prospect answered the questions honestly and accurately.
What happens next is that a representative from SmartFinancial’s call center calls to speak with the prospect. If the person on the phone seems to be genuinely interested in getting a more accurate quote (and possibly buying insurance), the call center representative puts the caller on a brief hold and contacts the insurance agent that has signed on to receive live transfer insurance leads during those hours. If the agent is readily available, the call center representative transfers the call to the insurance agent.
Whether it is a live transfer life insurance lead, a health insurance lead live transfer or auto insurance live lead transfer, the likelihood of that person actually buying insurance is high during the call because they’ve already invested both time and energy in seeking out a new insurance carrier. If they are staying on the line to get a quote from an agent right after they filled out the form, the chances of you closing that sale are higher than if you wait a few hours to contact that person.
Auto insurance leads live transfer calls, for example, are superior to regular leads because SmartFinancial’s call center has done most of the work for you by the time you speak with the prospect. Unlike some of their competitors, SmartFinancial only hands off leads that are at the last stages of the purchase. We could say that these live transfer calls are warm, if not hot, leads. These callers are beyond the point of interest. They are actively looking to pay for the right insurance products. You’re left to focus on doing what you do best -- sell insurance.
Why Are Live Transfer Leads More Effective Than Internet Leads?
The biggest mistake insurance agents make is sitting on leads after they receive them. Or, they buy in bulk and do not contact each one right away. Insurance is a numbers game and most of the leads will probably not pan out. Often, if you’re not the first agent to call a prospect, you won’t close the sale. Therefore, it makes sense that a lead that sat in your inbox for a week is a wasted lead. With live transfer insurance leads you are not only making contact with the prospect right away, they are only being transferred to you when they are close to getting quotes directly from an insurance agent. In marketing and sales lingo, they are far along in the sales funnel.
Mistakes Agents Make During a Live Transfer Call
Answering the calls wrong. The transition between the call with SmartFinancial’s call center to the call being transferred to the insurance agent can be tricky, if not downright awkward if treated poorly.
The insurance agent (let’s call him Bob) gets a call from the SmartFinancial call center rep first before being connected with the prospect. Too often, Bob drops the ball with a confusing greeting. For instance, “This is Bob speaking. How can I help you?” is the greeting. To the caller this sounds like the person on the other end is not up to speed with the fact that they are wanting a quote. Or, they think they’ve been transferred incorrectly because Bob doesn’t seem to know why they are on the phone with the prospect who just spent a good deal of time giving personal information to the call center rep. A better greeting would be, “Hi, this is Bob. I see that you’re ready for a free quote.” Or, “Hi, this is Bob speaking. I’m here to help you with a quote.” That way everyone’s on the same page about where they stand.
When you pick up the phone with a vague greeting, the prospect will get frustrated and may even hang up the telephone. What would you think if you just spent time filling out a form, spoke with a call center rep and was told you’d get a quote only to get, “Hi, this Bob. How can I help you?”
As far as the prospect is concerned, you called them, not the lead agency so they are confused that you don’t know who they are.
Another mistake agents make is not being present at their desk when the call comes in. This is why SmartFinancial gives you the opportunity to pick the times you want to receive live transfer insurance calls. You paid for the calls, so try to be at your desk for them. Rarely do prospects leave messages after falling off the cliff with a transfer to voicemail. And if they do, chances are that you will no longer be the first agent contacting them. You will also no longer be their exclusive agent.
Proper Pre-planning for Live Transfer Calls
- The beauty of SmartFinancial’s system is you can turn the system on and off based on your schedule. Don’t have it turned on if you’re not prepared to take calls or if there’s a conflict with your schedule.
- Be prepared for inbound calls, and don’t make outbound calls during designated hours. Don’t overlap with meetings. Desk work time is the best time to take these calls.
- Designate your best producers for these calls, not your agents who “need help.” They won’t be good at closing leads. Period.
- Do you know who’s taking the calls? Don’t just let things take their own course. You need to designate someone as the receiver of the calls if you’re not the one taking the live transfers. Again, we always recommend using your best performers.
- Recognize the phone number so you’re prepared to give a greeting that will open a conversation, not confuse the caller. SmartFinancial uses a single caller ID so you always know it’s a live transfer call when that number shows up.
- Always have your system open so you have info on the client. One big turn-off to prospects is the sense that the agent they connect with is clueless about their profile. Get acquainted by giving the information a cursory glance while you’re chatting. Otherwise they won’t understand why you don’t know who they are after they spent all that time applying for a free quote. Make this seem as natural as possible
- You need to still pursue the prospect after quoting the prospect, not say goodbye after they get their quote. This should go without saying but too many agents don’t work the lead. They don’t call the next day to see how their insurance shopping experience is going. They don’t call to see if they are still interested. You need to follow up, several times even.
Live transfer calls connect you with an insurance shopper at the height of their interest in getting insured. This is your chance to close quickly on a sale, so follow our guidelines for success.
If you’re interested in learning more about SmartFinancial’s live transfer insurance calls, contact us at (877) 323-7750.