Remember: these leads received a letter or a postcard in the mail and responded to it, which takes more effort than an online form. The client understood the need, provided their personal information, and wanted an agent to contact them with more information on protection that pays off their mortgage in the event of death, illness, or disability.
Due to the nature of traditional mail, it may have been several days since the client responded and they may not be available right as you receive the lead. Still, top closers begin reaching out to the prospect as soon as they are assigned the lead. They contact the prospect in the morning and afternoon by phone first, then utilize Switchboard if they cannot reach them. For this, take advantage of Quility’s recommended Switchboard campaigns, which provide a shortcut to best practices on closing leads.
When talking to the prospect, top closers utilize the B.E.S.T. Script and aim to set an appointment within the same week. Don’t forget to send out appointment reminders, which Increase show rates. During the appointment, remind prospects of the interest they expressed through the letter or postcard they received and ask if the individual is still looking to protect his or her family. Use the R.E.A.L. Script to close the sale, focusing on the client's "why" and pinpointing the emotion behind the need for coverage.
Typical agents see 3x Cash Return in Net Commissions ("CRiNC") or better, so if you aren’t hitting the close rate you want, assess your approach. Even for experienced agents, remember that consistency is key. You can have several low-close-rate weeks followed by several high-close-rate weeks, especially while you’re learning a new lead type. We also recommend agents of all levels attend training calls regularly to keep aligned with available tech and best practices (Calls and Webinars Page in HQ).