When is a good time to call leads?

Hello Ethan,


I love your blog, keep up the good work. I have two questions for you. I am a new agent and I just started buying leads. So as not to wait around all day for leads when is usually a good time that leads start coming in or is it sporadic throughout the day? Also, do you do a lot of webinars when selling insurance online? It seems that some of the "experts" suggest you cannot sell successfully without selling via webinars. What are your thoughts. Thanks.

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Cordially,
Esteban

Dear Esteban,

I don't think there is a perfect time to turn leads on and off. I think a lot of it depends on your situation and how many leads you are getting. If I were getting a few leads I would have them go to a smart phone or something and call them as soon as they come in if you are not in front of a computer all day long. I you have more than 10 leads a day coming in I would use an autodialer like MOJO or a call center like LEADPOD to make calls for you. These two services can help you make a much better return on your investment.

Lastly.........Don't let your business run you. You are the business owner and you need to run the business. If you aren't happy because you aren't doing what you love you will never be able to sell very much. I like to allocate so many hours a week prospecting, doing customer service, outside prospecting, and so forth. You have to figure out a formula that makes you happy. I would keep a time budget and keep track how your week is going to be divided up. Also there is nothing wrong with doing a business venturem like selling health insurance, part time until it out earns your other job. My rule of thumb has always been to not bite off more than I can chew!