Improving Quality Insurance Lead Generation

Written by Kira Grieve

Kira is a Senior Campaign Manager at The Selling Factory. Over the last year and a half, she has used her education (Double Gator from UF) and experiences from traveling to coach and encourage over 100 college/UF students on sales outreach, sales tactics and personal goals. 

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About 80% of new leads never turn into sales. If you’re not generating quality leads, your insurance companies could fall behind the competition. Learning how to ensure quality insurance lead generation is crucial to your success.

Here are a few tips you can use to generate quality leads. As you continue nurturing leads, you can boost sales to ensure your agency’s growth. 

Get leagues ahead of the competition with a strong lead generation strategy today! 

Be the First Contact

Your first conversation with a prospect will set the tone for future interactions. Once you generate a lead, respond quickly. The sooner you communicate, the more likely you are to turn that lead into a paying customer.

Always prepare for first contact ahead of time. Research the prospect before calling. The research you gather can help you determine the best way to get around their objections.

Understanding their concerns will show the prospect you care about their insurance needs. You can provide them with the solution they’re looking for to close the sale. 

Whether you contact them by phone or email, maintain a friendly tone. Don’t make it sound like you’re interviewing them. Don’t sound too pushy, either. 

When reaching out, don’t treat it like a task you need to get done. Instead, engage the prospect. 

Have a specific, compelling call to action in mind before each call.  


About 80% of sales require five follow-up calls after the initial contact. Unfortunately, 44% of sales reps give up after a single “no.” Start making follow-ups a standard practice. 

Follow-up interactions will show your insurance leads you’re invested in their needs. 

About 69% of prospective leads want sales professionals to “listen to my needs” after their first contact. Try to listen to the problems your prospects are facing. Use that first conversation to personalize your interactions in the future.

Personalizing your follow-up calls will allow you to close quality leads. 

Use different mediums to follow up with your leads. For example, phone, text, social media, and emails.

For an effective follow-up sales call:

  • Contact quickly
  • Prepare beforehand
  • Supplement calls with messages
  • Begin with a summary
  • Provide valuable details
  • Overcome objections
  • Be brief but informative
  • Use a script
  • Keep thorough records
  • Be specific

Using multiple mediums can improve your response rates. However, you don’t want to come off as too pushy. Create a follow-up schedule to avoid sending too many messages at once.

You don’t want to leave follow-ups to chance. Divide your schedule between active leads (those ready to convert) and passive leads (those that need time). A long-term follow-up schedule will ensure you keep the line of communication open.

Create call logs to start documenting the details of each conversation. You can keep track of what was discussed. 

Time It Right

When nurturing leads with follow-up calls, consider your timing. Not every day and time is convenient. Adjusting your timing could help you generate more conversions.

The best days for calls are Wednesdays and Thursdays. Calling in the middle of the week will give prospects time to consider your offer. The best time to call is right before lunch or around 4 pm.

The best time to call isn’t always the best time to email. Check the data from your previous email campaigns. Using analytics can help you send your follow-up emails at the best time possible.

Talk to your salespeople. They can help you complete more outbound calls quickly.

With their help, you can learn from previous calls to improve your timing later.

Ask for Referrals

Your existing insurance clients can help you find new clients.

Ask your satisfied customers for referrals. They can help you generate a list of quality leads you can contact later. 

Personalize these interactions by mentioning the referral by name.

You can also create a referral program to encourage your existing clients. Use incentives like movie tickets or gift cards. Make sure you choose incentives that aren’t attached to a sale. 

Future clients might feel more comfortable trusting your insurance business after reading a client’s review. In fact, 93% of customers read reviews to determine a business’s quality. About 72% won’t take action until they’ve read reviews. 

Share client testimonial videos on your website or social media accounts. Ask your happy clients to share their thoughts on your Google Business listing as well. Have clients mention you as their sales rep by name. 

Positive reviews will strengthen your reputation, helping you gain new leads. 

Keep Networking

Tons of people need insurance! To gain quality leads, network with people outside of your circle. For example, you can:

  • Get active on social media
  • Join your Chamber of Commerce
  • Attend local meetups
  • Find local networking events

Remain active in your community. Show locals that you’re available to answer their questions. However, you shouldn’t treat these situations like a sales presentation.

Instead, remain sincere when contributing to your community. These sincere moments can help you remain top-of-mind. It could help you draw prospects to your insurance agency when they need you.

Make Adjustments

As you apply these insurance marketing tips, track and analyze the results of your efforts. Use data to make informed adjustments. 

As you continue improving your campaigns, your ROI will rise. 

Once you determine which methods are most effective, talk to your sales support team. You can strengthen your team’s output to close more deals. Working with quality salespeople will enable you to work smarter, not harder. 

Boost Insurance Lead Generation Today

A strong lead generation strategy will help you appear in front of more clients. As you gain quality leads, nurture your insurance leads to generate more sales. Use these insurance lead generation tips to ensure success today.

Need to expand your sales team to put these tips to the test? We can help.

Contact us today to learn more!

Victoria Zamitalo

Campaign Manager

Victoria received a BA in History and Economics from the University of Florida in May 2023. She is a driven sales professional with over 5 years combined experience in customer service, consumer relations and outbound sales, and is deeply passionate about fostering close relationships between consumers and sellers. She aims to train the next generation of sales professionals in not only the tricks of the trade, but also interpersonal skills that make sales the exciting and ever-changing industry that it is.

Mia Semel

Campaign Manager

Before graduating with a B.A. in Sustainability Studies, Mia took on multiple roles while interning at The Selling Factory, including sales development, recruiting, and leading campaigns. She is an active listener and effective communicator, specializing in fostering genuine connections and finding common ground among differing perspectives. She aims to find practical, creative solutions regarding sustainable development, biodiversity and the climate crisis.

Kira Grieve

Senior Campaign Manager

Kira graduated from the University of Florida and received her Master of Science in Entrepreneurship. She is passionate about helping businesses grow and connecting with new people. Some of her hobbies include traveling and hiking. She hopes to visit all of the National Parks one day!

Jared Glosser

Vice President

After graduating from UF in 2014 with a B.A. in history, Jared started his professional career Fundraising for a non-partisan political lobby in South Florida. In 2016, Jared moved back to Gainesville to work for a non-profit, recruit students for international travel opportunities, and pursue his MBA at UF. Jared has been with The Selling Factory since 2019 focusing on operations, client onboarding, and client success.

Ian Massenburg

Chief Operating Officer

A graduate of University of Florida (B.A. 2001), Ian Massenburg brings over 18 years of sales executive and sales management experience to The Selling Factory. Before coming on-board, Ian worked alongside Brad at Infinite Energy, and then spent his next 3 years as VP of Partnerships selling SaaS products B2B. Ian brings his vast knowledge and experience to the team and to our partner companies served.

Damien Paulk

Campaign Manager

Damien is a University of Florida graduate that recently joined the team full time after working as a Sales Development Intern for one year. As a Campaign Manager, Damien looks forward to contributing to the growth and success of The Selling Factory. When Damien is not at work he enjoys exploring Gainesville with his girlfriend and dog or watching the Gators dominate college football.

Brendan Viehman

Campaign Manager

Brendan graduated from Liberty University with a Bachelor of Science in Business Administration and Project Management. For the past 5 years, he has enjoyed working with blockchain technology and cryptocurrency development. In his free time, he surfs and makes personal finance videos for his YouTube channel.

Savannah Howard

Campaign Manager

A graduate from the University of Florida’s College of Journalism and Communications, Savannah obtained her Bachelor of Science in public relations with a concentration in French. After almost two years as a sales development intern for The Selling Factory, she joined the leadership team in 2021 taking on the role of Campaign Manager. In her free time, Savannah enjoys going to concerts and festivals and cooking for her friends and family.

Zack Kampf

Campaign Manager

Zack is a creative technologist with experience in advertising, event planning, and game design. He started as an SDR in 2018 and has been with TSF ever since. Upon graduating UF in 2019 he became a campaign manager and is currently seeking a master's degree from NYU. In his spare time, you can find him at the intersection of Art & Technology!

Josiah Blakemore

Growth Manager

Josiah has over 10 years of sales experience, worked with Brad and Ian at Infinite Energy, and also spent time selling SaaS as Director of Partnerships at SharpSpring. He’s always been very competitive and has a love for sports and games. He enjoys solving problems and coaching team members to do the same!

Sue-Ming Frauenhofer

Marketing Manager

Sue-Ming received both her B.S. in Psychology and M.S. in Management from The University of Florida. As a student, she took on multiple roles while interning at The Selling Factory, including sales development, marketing, and recruiting, eventually leading to her current role as Marketing Manager. She enjoys refining her taste in music and visual art, engaging in mindfulness and meditative practices, and frolicking outside with her sidekick pup.

Adam Grossman

Chief Development Officer

Adam is an ordained rabbi, who has founded multiple ventures focused on workforce development. Hired as CEO by a failing non-profit, in over 5 years, his ingenuity saved the organization, which led to recognize it as one of North America’s most innovative Jewish non-profits. His expertise to identify, cultivate, and on-board talent ensures our student teams meet our partners’ needs.

Brad Gamble

Chief Executive Officer

After graduating from UF in 1999 with a B.S.B.A, Brad Gamble has dedicated himself to sales management, branding, coaching, and building companies. He served as the VP of Sales & Marketing for Infinite Energy until 2014, when he founded The Selling Factory. He has dedicated himself to teaching critical skills to tomorrow’s leaders, and helping companies achieve sales success and revenue growth.