Calling an insurance prospect is all about starting a conversation. Instead of focusing on closing a deal, focus on understanding the person on the other end of the line. Your goal is to uncover their needs, identify potential gaps and risk, and position yourself as a trusted resource.
For the purpose of this article, “prospect” refers to both existing clients you may upsell and non-clients you’re looking to sell a policy to.
Prepare Before You Dial
Before making the call, take a moment to get organized. Know where the prospect came from, maybe they clicked a link in an email, filled out a form on your website, or even commented on a social media post.
If they’re a current client, review their existing policies ahead of time so you clearly understand their current protection and needs.
Prepare 2–3 discovery questions to guide the conversation. Being prepared sets you up for a confident, productive call.
Nail the First 30 Seconds
The first few seconds of your call set the tone, so start strong. Introduce yourself clearly, explain why you’re calling, and ask permission to continue.
Even if the reason is small, like following up on a review they left you, having a reason makes the call feel natural instead of random. It gives the conversation context and shows that you’re reaching out intentionally.
Focus on Conversation
Once you’ve opened the call, focus on understanding the prospect. Ask about the coverage they currently have or any recent life changes, and listen carefully to uncover potential gaps or concerns.
Throughout the conversation, position yourself as a helpful resource rather than a salesperson, so the lead feels supported instead of sold to.
Follow Up Consistently
Don’t stop after just one attempt. Use multiple touchpoints to stay on your prospect’s radar.
The Lift Local marketing platform includes a variety of campaigns that identify new quote opportunities and give you a reason to call. As prospects engage with your automated campaigns, you are alerted so you can have a meaningful conversation to uncover new policies and improve retention.
Looking for more opportunities to connect with your prospects? Lift Local delivers quote and retention opportunities straight to you. Schedule a demo to learn more!