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All insurance agencies have a sales process. A sales process is a series of steps you and a potential buyer take together on the journey to them becoming your client. There are many ways to manage your sales process. This guide highlights the solutions in AgencyBloc that can help you manage your sales process.
IN THIS GUIDE
Step One: Get leads into AgencyBloc
There are many tools out there for generating and managing your leads. If you want to keep all your leads in AgencyBloc, we have solutions to help you make the transition.
Transfer leads to AgencyBloc
If you have leads in a third-party system, connect it to AgencyBloc using API. Once connected, you can move everything (notes and attachments included) over to AgencyBloc. Learn more about using API.
If API isn’t an option, compile all your lead contacts into an Excel spreadsheet and import it into AgencyBloc. Learn more about using data import.
Generate leads in AgencyBloc
In AgencyBloc, you can create lead forms to place on your website. When someone visits your site and submits a form, AgencyBloc will automatically create a lead and put it into your queue for follow-up. Learn more about using lead forms.
In the insurance industry, there are companies and services, known as lead vendors, that capture and provide leads for you. If you get your leads from a lead vendor, ask them if they can set up an integration. This would allow them to send leads directly into AgencyBloc and save you time with data entry. Learn more about using lead integrations.
Step Two: Organize leads
If you have your leads in AgencyBloc, you will want to organize them by type and status to make them easy to find and take action. This also allows you to take advantage of automation tools for task management and communication, like Automated Workflow.
What is a lead?
A lead is a person or organization that might be interested in a product or service you are selling. In AgencyBloc, a lead is a group record or an individual record.
You can define a group or individual as a lead using the type data field. Usually one to two-words in length, the type defines the group/individual and their relationship with your producer/agency.
Here are a few examples of default types in AgencyBloc:
- Suspect - A person or organization that may or may not be interested in your products/services. You’ll know for sure after the first contact. E.g., leads from a lead vendor.
- Prospect - A person or organization that is interested in your products/services and wants to or is talking with an agent or producer at your agency. E.g., lead form submissions.
- Client - A person or organization that a producer/agency is currently doing business with. Clients typically have an in-force policy or an active service.
In addition, you can assign group/individual types to categories. Type categories allow you to broadly classify groups/individuals. Learn more about assigning type categories.
Example of Individual Type Categories
The types “Prospect” and “Suspect” are assigned to the “Leads” category.
Selecting “Leads” in the Individuals Quick Search filter shows Mandy, Randy, and Todd because their types are assigned to the “Leads” category in Data & Custom Field settings.
Step Three: Nurture leads
When a new lead comes into AgencyBloc, your next goal is to educate and let the lead know of the value your agency could bring. Take actions (e.g., call, email, meet, etc.) that will help the lead move forward in your sales process.
When you have many leads, finding the right one may feel like looking for a needle in a haystack. Thankfully, we have some tools to help you out.
- Group/Individual Quick Search - Use the dropdown filter to quickly separate leads from clients and others. Enter keywords in the search bar to further narrow your results.
- Group/Individual Advanced Search - Keep an eye out for new leads by creating an Advanced Search. Save the search so you can use it again later. Favorite the saved search to your dashboard to create a real-time updating list.
- Reports - Use the pre-configured Standard Reports to download lists of groups/individuals. In the report download, reference the type and status columns to identify leads. Build and share custom lead reports with Custom Reporting.
- Leads List - A centralized hub in AgencyBloc that allows you to see, filter, and take action on leads quickly.
Once you’ve found and identified a lead, you’re ready to initiate contact.
With new leads, you have a narrow window of time to contact them and distinguish yourself from competitors.
If you’re using type categories, you can quickly pull up the contact info for group and individual leads in the Leads List. If you have a phone integration or you've set an email handler for your browser, you can kick-off calls and emails from here as well. Learn more about using the Leads List.
Set up Automated Workflows to initiate contact for new group/individual leads. When a new lead is created or there are changes to a lead’s type or status, workflows can send emails to the lead and create activity follow-up reminders for the lead’s agent. Using workflows can create consistency and improve response time. Learn more about creating workflows.
Follow up with leads
Buying insurance products/services is a big decision. After making the initial contact, give the lead some time to think and follow up when appropriate.
Set a follow-up reminder for yourself using activities with due dates. Use your Calendar and Activities Dashboard to keep your activities top of mind.
Calendar - View all your due activities for a particular day, week, or month in a familiar calendar format.
Activities Dashboard - View all your assigned activities in a list format. You can design your own personal dashboard to show everything you need to get your day started.
Never miss a follow-up
Follow-up is often a manual process, which means things can sometimes fall through the cracks. However, you can make your follow-up process airtight with Automated Workflow. Learn how to create workflows.
Step Four: Add sales opportunities to leads
If a lead expresses interest in what you're selling and wants to explore further, you may be ready to capture their needs in a sales opportunity.
What is a sales opportunity?
A sales opportunity is a potential sale of an insurance product or service that follows a sales process defined in a sales pipeline. In AgencyBloc, a sales opportunity is a type of record that captures all the details surrounding the potential sale. This includes the proposed products/services you’re selling, the potential revenue, and the expected time to close.
What is a sales pipeline?
A sales pipeline is a visual representation of a sales process that shows the flow of opportunities through the pipeline stages. It can also show the potential revenue and expected time to close.
Why add sales opportunities to a lead?
Exactly when to create an opportunity is up to your agency, but generally, an opportunity would be created when the lead is qualified and wants to talk with sales.
As you shop around for products/services that meet the lead’s needs, you can add each one to the opportunity. This allows you to throw any ideas onto the opportunity. You can continue to make updates to the opportunity as it moves through your sales pipeline.
The power of opportunities is in the list and board views. These views allow you to easily see opportunities that are expected to close—where they’re at and how much value they have. Use filters in the list and board views to dig into the health and value of a pipeline, and assess the needs of your agents and producers. Learn more about using list/board view filters.
Step Five: Setting up policies from opportunities
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