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So you’ve just started your insurance business and you’ve learned how important it is to have insurance leads knocking on your door on a daily basis. But what are insurance agent leads really? You’ll be shocked to learn what the real answer is behind the names, phone numbers and email addresses, and mastering this will help you master your business.

Behind every lead is a person. This person has just submitted their personal information to a person or company that they don’t know in order to get more information on insurance policies. While this may seem mundane and a non-event for an insurance agent, in order to increase your sales rate dramatically, you have to fully appreciate what this means.

The insurance agent lead is probably asking for more information because they’re in the middle of some kind of transition in their life. Unfortunately, people don’t think about insurance when they’re perfectly fine and nothing is happening. They think about their family, hobbies and work, but they don’t think about insurance.

So it’s safe to say that when you get an insurance lead, this person or family is in a pretty dramatic transition in their life. Perhaps they just lost their job, or maybe someone close to them in their family just passed away and they’re starting to think about their own mortality. Maybe they just had a minor break-in and want to add more coverage to their homeowner’s policy to be ready for the major break-in that they think is coming.

We go into depth about this because it’s the key to making the most from your insurance agent leads. Each one of these people has their own fears, worries and concerns – it’s your job to find out what these concerns are by asking questions and finding out exactly what the prospect is looking for.

Once you know what the prospect wants, closing the sale is just as simple as offering it to them in a clear and concise manner that they understand, and making them feel comfortable with you and your company.

It may seem trivial, but so very few insurance agents do this before they talk to a lead. This puts them at a huge disadvantage when it comes time to add these people to their customer list.

If you approach every lead that comes across your desk like they have a problem that you absolutely have to solve and make it your mission to solve their problem, not only will you increase your business tenfold, your customers will thank you for all of your help while you close the sale.

Lastly, you have to realize a difference in expectations when it comes to leads that are generated via different mediums. For example, internet insurance agent leads expect a completely different level of service than mail order leads do, and vice versa. Keep this in mind the next time you want to call up an internet lead and have a serious conversation and save the heavy marketing strategies for leads that have sought you out via more “hands-on” means.