Do you need more leads?
95% of sales agents would say yesssssss.
Well I have the answer for you. You have them, right there in your management system.
Open it up and let’s get started on finding you the best of the best, cherry picked, hand selected qualified leads that you most likely already have an application for.
First things first, let’s run a lost business report for 3-5 years ago. This is when most people will get the itch to shop, their rates have most likely increased and they are looking for simple ways to save some money. Now go through the list by expiration date and pick 10 to call next week. Remember you get to pick, so find the extra special ones.
Next, see if you can find unsold quotes. This may be in your rater, in files or (if you were smart) right in your management system. Run the report, sort by expiration date and pick 10 quality people that didn’t see the value of you the first time.
Ok, third – run a list of your renewals. Sort by expiration date. Call them to see if they have any changes, any other policies or tee it up for a nice referral. Grab 10.
Now that you have your list, it’s time to get to work. Block off 1 hour per day (yes, per day) as your Golden Hour of Calls. This has to be the most sacred time in your schedule. No excuses. Call all 30 people 3 times that week. If you can’t get them, send them a quote in the mail on Friday. Don’t worry, you aren’t sounding too salsey. You are helping them to build awareness in you and your team.
If you follow this CONSISTENTLY (remember anything in life done consistently works) it works. If you only make 1 call or call every other week don’t expect results. Instead, work the leads right under your nose and it will lead you to success.
