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Auto Insurance Lead Generation

Most insurance companies generate auto insurance leads over the internet or television advertising. By generating auto insurance leads and appointments, you can reach out to apathetic automobile owners, who have become comfortable with the status quo and apathetic to change. If “Flo” can influence prospects to change policies, so can you.

Quite often, leads generated online can result in inaccurate or missing data, and an overall lack of credibility. Telemarketing can uncover consumers who are genuinely interested, and can be qualified on the spot.

Your appointment setter will cold call a list of names provided by either you or a list broker, ask if the consumer is interested in saving money on car insurance, and transfer the lead to you. The human element can make the prospect more receptive to follow up calls, and ensures that the lead is qualified.

While most of the names on your list will surely (hopefully) already have car insurance, they may not have complete coverage. Your appointment setter can probe the prospect to see if they are covered in the following areas:

  • Collision Coverage
  • Comprehensive Coverage
  • Personal Injury Protection Insurance (PIP)
  • Property Damage Liability Coverage
  • Underinsured Motorist Coverage
  • Uninsured Motorist Coverage
  • Medical Payments Coverage
  • Extended Transportation & Rental Car Insurance
  • Towing and Labor Coverage

 

When conducting an insurance appointment setting campaign, you should:

Acquire a Quality Telemarketing List

Time is of the essence, so you want to be sure that your appointment setter is focusing on quality names. If your agency doesn’t provide one, seek out a third party for the list.

Be Prepared

Understand both the scope and scale of your insurance offerings, and how they can protect consumers. While your appointment setter will stimulate interest, it will ultimately be up to you to follow through.

Ask Suitable Questions

This is an essential factor to consider when putting together a car insurance script. You don’t want your appointment setter to just cold call someone, rant about the quality of your agency, and expect them to automatically agree to an appointment. You need to craft a script that speaks to consumers’ needs and fears directly.

Close the Appointment

Your appointment setter could conceivably be calling customers while they are watching the World Series. In the course of one game, this customer will likely be hit with multiple ads from competitors, and might forget your firm as soon as he hangs up the phone. So it is essential that your telemarketer closes the appointment right away. Stress the importance of agreement so you can comfortably follow up the next day.