Identifying the right insurance sales software and systems requires understanding the balance of quality and quantity for valuable insurance leads. The concept of “living on renewals” is great – until it’s not. Intentional, proactive, professional insurance sales demand the right mindset, strategy, and systems to make the desired impact in an independent insurance agency.
Rethinking your insurance sales software and systems doesn’t have to be a major project. Start with knowing what you want, bringing that into your sales mindset, and finally acclimating to new tech. It only takes a step at a time.
Know What You Want: Quality or Quantity for Insurance Leads
Most agencies desire quality over quantity. Quality insurance leads resemble your best clients and provide your agency with the greatest opportunity to deliver your unique expertise and the right coverage at the right price. Your number of insurance leads depends upon available resources to respond quickly and professionally, engaging with leads the moment they show interest.
A quick response will improve your close ratio and the likelihood a prospect becoming a long-term client. Regardless of the quality or quantity debate, the meaningful question is how to capture, organize, and communicate with the individuals or businesses seeking a policy.
Get the stats on customer retention and how it can benefit your agency
Update Your Sales Mindset
The most significant shift you need to make as an agency is to focus on the importance of new business acquisition via better communication. This is a long-term goal that can be executed on in the short term. Perhaps you’re already there as an owner or agent, but you need to motivate your agents to do the same. Long-term, you’ll need a shift in processes and infrastructure, but in the short term, you need to shift where agents spend their time: communicating with prospects and customers.
Part of long-term thinking is a shift to focus on customer retention and growth rather than exclusively net new business. On-boarding a new customer requires multiple times more resources than growing a current customer through cross-selling, up-selling, or gaining referrals. Communicate the value of service and customer growth to your team to help you stay competitive in the long-run.
Gain insights on how to build up your agency referrals on our blog
Update Your Sales Software
The prospect of adding new software can be the biggest hurdle for an agency. Implementing insurance sales software is an intentional effort to support your growth goals and develop systems to purposefully build new relationships and win new business.
Through the simple implementation of an integrated CRM, your agency can implement more effective and dependable client and prospect communications. Coupled with integrated marketing automation, you’re able to respond faster to inquiries and stay connected consistently.
See more on the software essentials for your agency here
Understand Your Options
Change is difficult for any business, and your agency is no exception. As you move to rethink your sales mindset and systems, there are many paths you can take to get to your goal.
When you’re ready, let the experts at Partner Platform guide you to discover the best insurance sales software options for your agency. Our hands-on team will meet with you to discuss the outcomes you want and provide you with the insurance sales resources and support you need to make those outcomes a reality.