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June Is National Annuity Awareness Month

In the past, I have written about lead generation solutions as well as tracking clients on customer relationship management tools (CRMs) and marketing programs, but there hasn’t been a focus on lead conversions. At an industry conference this year, I learned about Phonexa, the company working to bridge the gap to generate more sales from leads. It’s important that advisors, especially those who run agencies and invest heavily in lead generation through marketing, learn about maximizing those leads.  

Are you still buying leads at a fixed cost? Are you still relying on antiquated methods to work those leads? If so, a dynamic ping tree for the distribution of call and web leads is what you need to update and propel your lead generation efforts and underwrite more life insurance policies.

Boost Speed-to-Contact with a Dynamic Ping Tree 

When it comes to nurturing and converting leads, speed-to-contact is the name of the game. Today, the typical online customer journey from potential lead to buyer goes as follows: a prospective client searches online for an insurance provider, clicks on a link, and fills out a form. Then, the provider uses that data to determine the prospect’s eligibility for coverage. However, an insurance agent won’t be able to convert high-intent leads unless there is a process in place that supports a quick sale and transfer. Again, it’s all about having an efficient speed-to-contact process in place. This is where a ping tree can be a game changer not only for prospective clients but also for insurance lead buyers and sellers.   

A dynamic ping tree, like Ping Post Calls 2.0, matches call and web leads with the best buyer based on unique parameters set by both the buyer and seller. Ping Post Calls 2.0 is featured as part of Phonexa’s performance marketing software and is an all-in-one marketing automation solution for calls, leads, clicks, email, SMS, accounting, and more.  

Ping Post Calls 2.0 has reinvented lead distribution by offering a new solution benefiting publishers, buyers, and affiliate networks alike. Establishing this process is beneficial for publishers (by circulating a higher volume of leads) and agencies (by getting leads faster and working at a more efficient speed-to-contact). This process ultimately benefits all parties involved, providing lead buyers, lead sellers, and clients with the best deal on the market in real time. Remember, potential clients are urgently shopping for and comparing life insurance quotes and will not wait for agents moving at a snail’s pace. Agents must also operate with a sense of urgency in order to optimize the customer experience.   

 Ping Post Calls 2.0 Enhances Lead Flow Management 

Despite the increasing popularity of online lead forms, life insurance providers aiming to underwrite more policies cannot dismiss the time-tested value of inbound phone calls. Research shows that inbound phone calls convert at a rate between 25% and 40% compared to a paltry 2% conversion rate for web lead forms. There are still pain points associated with converting inbound call leads, but these can be alleviated with Ping Post Calls 2.0.  

One such pain point is inefficient lead flow management. With Phonexa’s Ping Post Calls 2.0, however, publishers and lead buyers can leverage dynamic pricing methods and bidding structures to streamline lead flow management. Ping Post Calls 2.0 facilitates the lead distribution journey by providing the invaluable benefit of being able to dynamically bid at the top of the sales funnel based on what’s happening further down the funnel. Converting leads ultimately comes down to how fast you communicate with your leads — the sooner you contact them, the sooner they can purchase a policy. It really is that simple. 

Utilize Ping Post for Web Leads and Calls 

Ping post functionality has been around forever. If you’re not using ping posts for both web leads and calls, your lead generation strategy will remain stuck in the proverbial stone age. Gone are the archaic lead conversion processes of yesteryear.   

All leads are not created equal, so why are you still paying a flat price per lead? If you’re relying on buying leads the old-fashioned way, now is the time to implement the solutions offered by Phonexa’s suite of industry-leading products. Doing so will boost your conversion rates and foster brand loyalty among current and potential clients.  

If you want to learn more about Phonexa’s Ping Post Calls 2.0, download the free e-book for a detailed breakdown of all five lead flows and begin improving your call lead journey today. 

Ken Leibow is the Founder and CEO of InsurTech Express and a regular contributor to NAIFA's Advisor Today blog.

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