Live transfer leads are a type of real-time lead. A lead service provider contacts an insurance lead over the phone as part of the live transfer lead process, screening the lead to make sure they’re interested in purchasing the kinds of insurance products you offer.
Once the prospect’s interest is verified, the lead provider routes the call straight to you with the customer’s approval. Since these customers are actively pursuing insurance, a live call lead is more valuable than other types of leads other lead providers send you. In addition, with other types of insurance leads, the customer’s interest may have already waned, so they are no longer looking to buy insurance.
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Real-Time Leads vs. Aged Leads: What’s the Difference?
Unlike other types of leads, live call transfer leads are already on the phone waiting to speak with you about buying insurance. These leads have already had their interest in purchasing insurance verified. Here are a few differences between these kinds of real-time leads and aged leads to help you understand how live call transfer leads can be more effective in helping your agency grow.
Aged leads
An aged lead may be one to three months old that previously expressed interest. You have no guarantee that aged leads haven’t already been pursued by other agents by the time you contact them. With live transfer leads, you know that the lead is fresh and has verified interest in purchasing insurance.
According to recent studies, it could take as many as 18 calls to connect with a serious prospect, and call-back rates are below 1%. Aged lead calling results are inconsistent at best and not the most efficient use of your time or money.
All of these leads have a place in your sales strategy, but live transfer leads may help you take your closing rate to the next level.
Real-time leads
Real-time leads arrive within minutes after a prospect fills out a questionnaire or fills out a form expressing an interest in buying insurance. Real-time leads differ from live transfer leads in that real-time leads are not pre-screened to meet your criteria, whereas live transfer leads are qualified to be a good fit for the insurance products you provide. Plus, their call comes directly to you, rather than you having to call them.
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Benefits of Live Transfer Leads for Insurance Agents
According to the J.D. Power 2021 U.S. Insurance Shopping Study, the pandemic has resulted in a significant increase in insurance consumers who are financially impacted and are looking for cheaper insurance premiums to compensate for their financial hardship.
With live transfer insurance leads, you can immediately get in touch with insurance consumers who are looking for reduced rates and have indicated an interest in acquiring the insurance products you sell. There are a variety of advantages to live transfer insurance leads, which we’ll look at in detail below.
Save Time
Instead of scouring the internet for leads or getting the runaround from online insurance leads, live transfer calls allow you to reach the lead right away. These types of leads ensure that a lead is available to speak with you, so you won’t have to waste time playing phone tag, sending back-and-forth emails, or chasing down leads. You’ll save time, meaning you’ll have more time to interact with more leads and close more sales.
Have a Smoother Sales Process
When you use live call transfers, you never have to worry about rushing through the process to keep their attention. You also don’t have to be overly aggressive, which can turn off potential clients. Because you don’t have to worry about whether the client is actually interested in purchasing insurance, you can focus all of your efforts on making their purchase process smooth and seamless.
No missed contacts
That’s right — with live transfer leads you no longer have to worry about having to leave a message or phone calls that go straight to voicemail. Instead, you talk to every single prospect that’s transferred to you. You save time by not having to repeatedly call back the same customers only to end up leaving another voicemail message.
Get more receptive customers
As you begin to utilize live transfer insurance lead services, you may notice your customers are more attentive. The whole tone of the sales conversation changes because prospective buyers are the ones who initiate contact with you. As the initiator of the conversation, customers feel more in command of the situation and will respond accordingly. When you speak, they will pay attention, stay calm, and be much more receptive to what you have to say. This means less work for you and a more enjoyable experience for everyone engaged in the transaction.
Receive higher intent leads
With live transfer insurance calls, the research is done for you. Every live transfer call you receive is from a target consumer who has the predetermined criteria you have specified, as well as a demonstrated interest in purchasing the types of insurance products you provide. These consumers are eager to speak with you about getting insurance and are often looking to buy a policy.
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Convert more leads into sales
According to HubSpot data, 60% of customers want to connect with a live agent during the sales process after researching their options, when they’re considering making a final purchase. Your live call transfer leads are already looking to buy the type of insurance products you sell, so it makes sense that you will convert more of these leads into actual sales.
Lower your customer acquisition costs
Marketing campaigns can get quite expensive. Traditional marketing strategies, such as direct mailings, cold calling, email campaigns, digital advertising, and directory advertising, all take time and money from your company’s resources. Furthermore, you have no way of knowing how many high-intent prospects you will acquire as a result of these lead acquisition strategies.
Live transfer prospects have a validated interest in purchasing insurance, and they call you at their moment of interest, which shortens the customer acquisition process. The only thing left for you to do after receiving the live transfer lead is to sell your products directly to the customer.
Set your own schedule
Not every minute of your workday is a convenient time for you to receive live call transfer leads. That is why it’s advantageous to you as an agent to have the freedom to set your own schedule. With most live transfer services you can schedule live transfer calls when and where you want them to make the best use of your time.
Develop a better-prepared sales pitch
Whether you are cold calling a prospect or responding to an internet lead, you never know what ground you are going to have to cover with the potential customer. You may also have to spend a lot of time and energy convincing the prospect of their need to purchase insurance.
With live transfer insurance leads, you are already past this point. The customer already knows they need insurance, so you can target your sales pitch on presenting your insurance products and finalizing the sale.
Don’t have to pay for bad leads
Every verified lead is not a guaranteed sale. Customers can always change their minds about buying insurance. With the best live transfer call services, you have time to ask qualifying questions to determine the customer’s intent to purchase a policy. If you determine a customer is not a good fit; you will not have to pay for transfers that are not on the line with you for a certain amount of time.
Focus less on marketing efforts
With a higher hit ratio from live transfer lead prospects, you will be able to build more lifelong clients who are pleased with the service they receive from your insurance agency. And with a steady stream of live transfer leads, you can focus less on marketing and generating leads and more on relationship building. In turn, these lifelong customers may refer family, friends, co-workers, and other acquaintances.
Dedicate your resources more efficiently
Once you’ve established a timetable for live transfer calls, you may devote your agency’s best producers to speaking with these prospects while delegating other tasks, such as servicing existing policyholders, to other employees. As a result, you’ll be able to assign tasks more efficiently and make better use of your time and resources, resulting in a higher return on investment for your business.
Work with a better hit ratio than internet leads
Live transfer leads are prospects who have spent time going through a pre-qualification process and are actively looking to buy insurance. On the other hand, internet insurance leads may have clicked on a link and filled out an online form to receive an insurance quote. Even though the internet lead may still be interested, there is a better chance that a live transfer lead is ready to buy a policy.
100% contact rate
When you receive live transfer lead calls, you can be confident that you will always have a live prospect on the other end of the telephone line. When cold calling, you never know whether you will be connected to a live person. Remove the element of uncertainty from the sales process so you have a better chance of converting these leads into actual sales transactions.
Talk to prospects at the height of their interest
A live transfer lead is one that has gone through a pre-qualification procedure to ensure that two things are true: (1) the consumer is currently shopping, and (2) the prospect fulfills your criteria for a target customer. Only live leads who have expressed an interest in purchasing a policy are forwarded to you for further consideration. These prospects are actually interested in purchasing insurance, which means you will not be wasting your valuable time.
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Improve ROI
With live call transfer leads, you’ll spend less money converting leads to sales. Since the calls you receive are pre-screened and have a verified interest in buying insurance, you won’t waste time and money chasing down cold leads. Spending less money means increased profitability for your insurance business.
How To Make the Most of Your Live Call Transfers
As you can see, there are tremendous benefits to incorporating live call transfers into your sales strategy. Here are a few tips for making the most of the live transfer leads you receive.
Choose your lead criteria carefully
Think carefully about the types of live call transfers you want to receive. Here are a few questions to consider when choosing lead criteria.
- What geographic locations do you want to receive insurance leads from?
- What time of day is best for you to receive live transfers?
- What types of insurance products do you want to offer?
Don’t be pushy
Sure, you have a verified lead on the phone, but you shouldn’t take the situation for granted. Think about going to a car dealership. Have you ever gotten up and walked out because of a pushy salesman?
Even though this is a phone conversation, the basic process is the same. Let the conversation flow naturally. Remember, these leads’ interest in buying insurance is already confirmed, so you don’t need high-pressure sales tactics.
Know your product
If you are a licensed insurance agent, you’ve had training about different insurance products and should be able to talk about each product you sell intelligently. The problems start when you sell many types of insurance products. Even though you have a general knowledge of all types of insurance, you might not be fully prepared to answer all the questions prospects may have, so a little extra research and study into every kind of product you sell never hurts.
Follow up
As effective as real-time live calls are, every call will not result in an immediate sale. Sometimes, you may have to put in a little extra legwork. For example, even though a customer is interested, they may need to have a conversation with a significant other before making a final purchasing decision.
So, when you cannot convert a live lead phone call into a final sale, don’t let the customer off the phone before you schedule a follow-up meeting either on the phone, virtually, or in person. Go with the customer and choose the type of meeting they are most comfortable scheduling with you.
Offer flexible payment plans
If you’ve been in the insurance business very long, you know that insurance payment plans are not one-size-fits-all. For example, perhaps a prospect is ready to do business with you, but the customer doesn’t quite have the down payment you require or finds the payment plan you’ve offered a little too expensive.
Are you able to take a lower down payment? Can you offer another payment plan that fits better into the customer’s monthly budget? A little payment flexibility can be the difference between making a sale or losing a customer.
Grow Your Insurance Business With Live Transfer Leads
To grow your business, you need to connect with leads of all kinds, from cold calls to real-time ones. Live transfer calls cost more than other leads, but they can give you more bang for your buck if you’re looking to maximize your time selling.
Nectar wants to help you boost your insurance business with live transfer leads. Until you can establish a strong base of insurance clientele, let us do the hard work for you. We deliver high-intent live transfer insurance leads to you in real time so you can talk to insurance customers at the height of their interest. As a result, you can focus more of your time talking directly to customers and less time chasing down leads.
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How Nectar’s Live Call Transfer Process Works
Nectar’s live transfer leads connect you with your ideal customers. Here’s how our end of the process operates.
- You give us your criteria for your ideal live transfer lead. Tell us which types of insurance products you offer, what kind of risk profile you want, where you want the risk geographically located, along with other targeting filters.
- Once we have your ideal customer, we scour the internet using high-traffic sites to find consumers who have completed insurance applications to receive a quote. Next, we collect these applications and determine which customers would like to speak with an insurance agent by phone.
- After finding high-intent insurance customers wanting to speak with an agent, we call them to verify they still wish to talk to a live agent and that the customer matches your pre-selected criteria.
- We then send the live call transfer to you so you can easily convert the prospect into a completed sale. If you miss a call, you can receive a notification and contact the customer back when you are ready.