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Why Agents Should Organize Leads Into a Schedule

One of the biggest mistakes that an insurance agent can make with online insurance leads is not following up on a lead within 24 hours of receiving it. Having a schedule lets you strike while the iron is hot. It allows you to track all your leads, manage your time and take charge of the selling process.

Anyone who is actively selling will have a looooooong list of potential customers who are worth following up on. Whether you are working over the phone or in the field, there is no question that you need to have a lengthy list of prospects in order to make a single sale. In this article, we’ll give you the tips and tricks of how to organize leads into a schedule.

Organizing a schedule on a daily basis does take a bit of effort initially, but it will be worth it. The process should be quite simple. In fact, you can track it on an Excel spreadsheet or through Google Docs.

Below is a list of steps to begin organizing your leads:

1. Organize Leads with a Spreadsheet

The main purpose of this is to monitor which leads you were able to sell to, which ones are “warm” leads, and which ones are unproductive leads. The sheet should be updated on a daily basis.

2. Label Contacts by Geographic Area

If you need to travel to make a sale, having a labeling system allows you to split the area into different regions. The labels can be designed to let you know how long it would take to see the prospect in person and can help you plan to see several prospects in one trip. The labeling can be done using Google Docs.

3. Determine When to Reach Out

As a salesperson, you need to meet the demands of the customers. Some leads prefer to talk in the mornings, while others prefer the afternoon. It is recommended that you to create two separate folders under your inbox to schedule your appointments effectively.

4. Keep Your Schedule Flexible

While having a schedule lets you keep track of your leads, it is also important to give yourself some flexibility. For example, if you have two consecutive hour-long meetings in two locations, give yourself some time in between in case of traffic jams. Who knows? The person you spoke to at the first meeting might be ready to sign at the end of it, which might take time.

5. Group Leads into Different Categories

Aside from grouping leads into “AM” and “PM” sections in your inbox, you should also find a way to group them by city, area and their level of interest. This makes it easy for you to access relevant information whether you are out in the field or making phone calls.

6. Use Online Backup

Nowadays, there is no reason why your schedule can’t be accessible via cloud-based storage. Saving your leads on a platform that you can access anywhere provides a variety of benefits. It lets you take advantage of sales opportunities as they arise and update your schedule as needed.

There are many free tools that let you organize leads and create a schedule with no hassles. Google Docs and Gmail are two tools that work seamlessly together. Consider checking these out to find out if they suit your needs. You can also try out different apps that can do the same job.

On the other hand, if the company you are working for uses a customer relationship management (CRM) system, it might be a good idea to consider the benefits of using the software as well. Your files can be organized, labeled and accessed in one platform.

As you can see, organizing leads is a relatively simple task, but it helps you create a schedule that dramatically increases your sales figures. Following the steps above is highly recommended because they’ve been proven to work. Thousands of sales executives would testify about the importance of creating a schedule and following it. It’s a technique that works for everyone.

Selling is both an art and a science. Most of all, effective selling requires persistence. By having a schedule that you can follow, you improve your chances of converting a prospect into a paying customer.

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