Some agents make mistakes when they buy insurance leads. They don’t know how to use them to the best effect. They let them sit for days before they call or they focus on too small an area or group. As a result, those agents get impatient and give up on leads, feeling disillusioned and frustrated.

Don’t be that agent. Two of the major ways to make leads work for you are to contact potential clients quickly and make sure you buy enough leads to make your investment valuable. But there are some other things you should do—or more importantly, not do—to make leads work better for you.

Don’t give up on them. It may seem obvious to simply say, “see it through,” but a lot of agents expect insurance leads to be the equivalent of a get-rich-quick scheme. They anticipate that their agencies will grow immensely in just a few weeks. That’s just not realistic. It takes time and patience to really make leads pay off.

Work the weekend. Try upping your insurance lead flow on Saturday and Sunday. Since lots of agents take those days off, you’ll have less competition, even though lots of people will choose those days to go online and search for insurance quotes.

People also tend to be more available to talk on the weekend, so you likely won’t be butting into a customer’s busy schedule.

Don’t be pushy. Agents who get impatient may feel a need to prod their customers to make a decision more quickly. That’s a mistake. The harder you push your customers, the more you’ll push them away. Give them room to breathe and time to decide, stay patient, and your work will be worth it.

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