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All insurance agencies have a sales process. A sales process is a series of steps you and a lead 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
Your current lead generation and management efforts can be easily transitioned to AgencyBloc. A comprehensive sales management experience allows for more informed decisions and streamlined sales processes.
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 label, classify, and categorize them to take advantage of searches, reports, Automated Workflow, and Email Marketing.
Types of leads in AgencyBloc
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.
Groups and individuals can represent many different types of organizations and people in your book of business. You can classify a group or individual as a lead by its type. Typically one to two words in length, a type indicates the person or organization’s relationship with your agency.
In addition, you can categorize your group and individual types. Type categories allow you to more broadly see who your leads and clients are while still allowing you to use a specific type. This improves searchability in Quick Search and the Leads List. Learn more about assigning type categories.
Step Three: Nurture leads
When a new lead comes into AgencyBloc, your next goal is to educate and let them 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’ve organized your groups and individuals as leads using type categories, you can quickly pull up contact info in the Leads List.
Initial contact usually happens via call or email. If you have a phone integration or an email handler for your browser, you can also kick-off calls and emails from the Leads List. Learn more about using the Leads List.
When the enrollment season hits and new leads flood your agency, the phone calls and emails can start to pile up. Your agents may not have time to get to each one. Thankfully, you can offload some of those tasks onto AgencyBloc’s Automated Workflow.
This automation tool can email a new lead next steps and create activity follow-ups for the lead’s agent. Check out our pre-built New Individual Prospect workflow. It's ready for you to use and personalize.
Follow up with leads
Buying insurance is a big decision. After making the initial contact, give the lead some time to think and follow up when appropriate. Set up reminders using activities. Track these follow-ups on your Calendar and Activities Dashboard.
Calendar - View all your due activities for a particular day, week, or month in a familiar calendar format. Please note, an activity must have a due date to appear on the calendar.
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.
Continue with follow-ups until the lead is qualified to move forward in your sales process.
Never miss a follow-up
Follow-up is often a manual process, which means things can sometimes fall through the cracks. However, you can set up Automated Workflows to assign follow-up reminders to agents when a lead is created or updated. Learn how to create workflows.
Step Four: Add sales opportunities to leads
Once a lead is qualified, you’re ready to capture all the details of a potential sale in a sales opportunity (opp). In AgencyBloc, an opp is a type of record you add to a group or individual to track the proposed products and services, value, and expected close date of a potential sale. Learn how to work with opps.
When you create an opp in AgencyBloc, you must put it in a sales pipeline. A sales pipeline is a representation of your agency’s sales process in the form of stages. An opp flows through the pipeline by moving between stages until it finally closes.
The diagram above illustrates a generic pipeline for new group business. That said, a pipeline’s stages may vary depending on your line of business and sales process.
Take Medicare, for example. You might only need a single meeting with the lead to learn everything you need to know to close the opp. You could reflect this process in AgencyBloc with three pipeline stages—one to hold the opp until decision-making and two for closing. Learn more about setting up a sales pipeline.
Work opps in a pipeline
The power of opps is in the Sales Pipelines Board and Sales Opportunities List. These areas allow you to easily see opps that are expected to close—where they’re at and how much value they have.
Use filters to dig into the health and value of a pipeline, and assess the needs of your agents and producers. Learn more about opp filters and some recipes to try.
Protect against stale opps
If you use stage aging in your pipelines, we’ll show you visual cues when an opp spends too much time in a specific stage. These cues will appear prominently on the opp record and Sales Pipelines Board. Learn how to enable stage aging in a pipeline.
You can also use Automated Workflow as an early warning system for stale opps. Create an opp workflow and set up its actions with delays based on a pipeline’s stage aging. If an opp moves into a stage and sits in it for too long, the workflow will kick off an email or activity to notify the opp’s assigned producer.
Step Five: Setting up policies from opportunities
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