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March 10, 2002 at 07:00 PM
Online Leads Systems Helping Agents With Sales
New and rapidly evolving Web-based technology systems for gathering and distributing sales leads to insurance agencies are helping agents use their time and money more effectively, say the companies that provide the leads.
“Not only money, but time is precious,” notes Mark Wecker, a vice president at LEAD.NET, a Los Angeles-based provider of life insurance and annuity leads. “Brokers are willing to spend money [on sales leads], but investment of time is the highest value to them.”
LEAD.NET says it delivers leads in real time via the Internet “to any telephone area code across the United States.” In addition, the company offers ClientMaker, a Web-based, proprietary, customer relationship management system.
The CRM system, currently being offered free of charge to LEAD.NET customers, allows agents to “communicate with more prospects in less time, nurture client relationships and close more sales,” the company claims. In addition, users can “reduce marketing and acquisition costs, and minimize prospecting while maximizing productivity.”
LEAD.NET says it generates its qualified leads via its “family of insurance portals.” These include LifeInsurance.net, Annunity.net, 4BestQuotes.com and NameYourPriceNow.com. Leads are those individuals who want to speak with licensed insurance agents about their insurance needs, the company explains.
The LEAD.NET system will respond to consumers on behalf of the agent, says Wecker. “It appears to be personalized according to the individual agent,” he notes. The ClientMaker software, he adds, functions as a “virtual marketing department for the agent.”
The prime target for the LEAD.NET service, says Wecker, is independent agents, as well as captives, working in small-to-mid-sized agencies. Currently, the focus is on life and annuity products, but the service will soon be offering long term care leads as well.
The CRM system creates and sends targeted messages to clients and prospects automatically, via the Web, says Wecker. Personalized e-mail messages and greeting cards are automatically delivered online from 15 to 20 times a year.
Agents can also be reminded to send “snail mail” items, Wecker notes. The agent selects the design, inputs the message and schedules a date for sending each piece of correspondence. Contact rules can be tailored for an individual, or for a class of prospects.
