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so the number one way to follow up in today's world in 2022 hey how's it going guys thank you to Jimmy here back with another episode of how to grow your insurance agency today I just want to share with you guys what I share with my team and our meeting today which is about how to follow up with our leads so as insurance agency owners what's really important for us is to make sure we're doing everything we can to get the closing ratio of our leads higher you know every lead is very valuable you know whether you're buying these or not it's an opportunity and the better your producers are at closing leads the better your investment is and the better the future of agency obviously so uh follow-up is a major part of getting sales and whenever I talk to my staff members and the higher producers here at our office some agents follow up more and some agents don't follow up as much so that really could be the difference and I shared with them a story about a situation that I'm in right now as far as hiring and recruiting I had a couple candidates and they were both very proactive you know they called me fill out application but they also call me frequently actually and to go through the process of you know doing a phone interview a zoom interview in-person interview they got pretty far both of them I told one of them which was a little further ahead in this a process that hey I'll make a decision by Wednesday because I had a couple other interviews I wanted to knock out of the way so I thought by Wednesday I should be able to make a decision so Wednesday came along and uh this candidate called me right away um Wednesday morning I haven't been able to make the decision yet I was pretty sure but I just wanted to hear back from somebody else so and I was I was busy so it got sent to voicemail this kind of left me a nice voicemail saying hey I just want to follow up with the status of my application and just want to let you know I'm very interested see if you have any questions just let me know what's nice voice note um and I thought to you know get this candidate a call back couldn't because of my schedule and Wednesday afternoon called me back again and left another nice voicemail so I said hey you know somebody's able to follow up because in the future down the line I want this candidate to become an insurance producer being able to follow up to get the job is a great indicator that they'll be able to follow up and wouldn't be afraid to call people and ask them uh if they want you know about their status or you know get a sale so I thought that was a great sign so I made the offer and this candidate is going to be starting with us pretty soon now there's another candidate that I did the same thing here I'm going to make a decision by end of the week I'll let you know by Friday and in my head even though I just hired made an offer to this other candidate on Wednesday you know good cans are hard to come by so if this candidate does fall off with me I will make this offer and have two people start Friday came uh and I never heard from this candidate so it was really that one follow-up that would have made a difference between me making the offer or not so I told my staff members the story and told them hey there are prospects in your pipeline right now that are just one follow-up away from signing up with us you closing the deal finding a policy and I think that's true true you know sometimes we get busy you know the prospects get busy or they're waiting for the right timing we want to be able to follow up with them and that follow-up is going to make or break us getting sales or not in this business so I just want to share with you guys how to get follow-ups the number one way so the number one way to follow up in today's world in 2022 is to text them texting them is the best way because to us you know when you call somebody we're expecting them to stop what they're doing pick up the call you know because follow-up by itself is actually an aggressive action reaching out to them when they said they're thinking about it a text message is a little better because you're not expecting them to stop what they're doing they could get back to you when it's more convenient to them and it also is something that they will see you know it's better than the email because we get so many spam emails these days um they can get very lost also better than a voice in my opinion because sometimes again we're so busy we don't check our voicemails the strategy at our office is to call leave a voicemail and then text but the text is the one that gets the most applies and gets us further along with the process there if you guys aren't texting uh your leads then I think it's a great way to get those 50 50 situations in your favor now you still want to call now when you do call I wanted to share with my team what to say during that call because again making a call is an aggressive act so I had producers who were calling me and saying hey do you want to get the policy started right now you know I thought that was a little bit too aggressive so I told him to switch it to hey this is Dan from Farmers Insurance I just want to follow up with your quote and see if you had any questions regarding it and see if there's anything I could help you out with same thing with the voicemail see if you have any questions about it now that's going to be a lot better approach because it's not where you're putting them on the spot hey do you want to get the Paul hey I got you on the phone here do you want to get the policy started or not put them in the spot there and they may make a decision where this is I feel too rushed I'm not comfortable here so I'm just gonna say no so you just want to be very soft in your approach to hey do you have any questions regarding the quote that we went over and just not say anything and see what they say and go from there it's not about just hey you want to buy today you don't want to leave voicemail hey you're ready to buy you know those are just too aggressive and I just would like my producers to just be very soft follow up aggressively but be soft and approach and then another way to constantly being following up is to update your lead management system so hopefully you guys have some systems here if you already quoted them then the messaging they get is different uh with pricing included so they get follow-up text messages and emails further along in the pipeline and writing good great notes in the CRM system is going to be critical because you want to have a reason to follow up and the more creative and customize that follow-up the better for example if they say I need to talk to your wife our style has always been okay great I totally get that I agree you know I have to talk to my wife whenever I have to make a decision too so yeah um please go ahead and do that and let me know if she has any questions too put that in your notes there follow up with them hey just want to see what your wife thought about the quote and see if she had any questions or if you had any questions for me so you're following up with them based on what notes you have hey if you need a VIN number then you're gonna text them hey you have a chance you know happen to send me a picture of the VIN number with that something you could do so we could you know make sure the score is accurate things like that where you're customizing each follow-up so it's not the same for each person and you're giving yourself a reason to follow up which is even better and you know people want to feel understood people want to feel like you have a connection with them so when you know their situation hey you know like we discussed your policy is about to run on the 25th so today's the 20th so I was wondering if you had any questions regarding the quote following up with the right timing customizing it your message on your text messages because the thing about the CRM system I understand that you can't customize it too much that's why you want to manually send out text messages you know customize it the best you can but if you can't you know the CRM is a great way sometimes they're producers you know if they say it's too much we won't even put in the CRM if it's a call-in or a trans live transfer that's not good because hey we want to put that still in there so the system could follow up with them six months later or we'll get some some situations here and there that I had my team here where we're not being very detail-oriented on the notes in the CRM is something that I uh is going to prevent us from being having the system be able to follow up and if you don't have a lease management CRM system I highly recommend it because the job it does is so worth the money that you're going to be spending on it the time you're going to be spending on developing if you're customizing it or whatever you have to do a lot of the agency owners time that I'm submitting is on improving and customizing and making improvements to the CRM system because again follow-up is a key to sales and it does a great job of doing that for us so yeah that's really what I want to talk to you guys about today how to follow up if you're not following up then you really want to make that part of your daily activity if your producers are the ones selling it you definitely want to let them know that follow-up is the key to getting more sales maybe block out some time you know after lunch is follow-up time or in the morning is follow-up time block out some time make sure they're doing it make sure they're writing notes in the CRM system texting calls voicemails email out quotes to to do everything you can with your business cards included do everything you can because hey sells the skill game is a persistency game it's a consistency game so if you're doing more of it the better the chances you're going to be winning more often so yeah that's it for today guys thanks again for watching if you haven't subscribed to the Channel Please Subscribe just want you guys to win an insurance business and grow your insurance agencies so until next time stay hungry [Music]