If you’re in insurance sales and not using your data, you’re essentially driving blind. You might get where you’re going, but you’ll miss a lot along the way.
Turn on your headlights by leveraging what you already have in your client lists – past quotes, policy renewal dates, call logs, email opens, and client notes. Here’s how you connect the data dots to gain deeper insights into your clients and close more deals with less effort.
Find Your ‘Hand Raisers’
Some leads are just kicking tires while others are waving a big, “Help Me Now” flag. How can you spot the flag-wavers above everyone else?
Look for:
- Multiple touchpoints – Someone opened 3 of your emails and clicked on a rate sheet.
- Quick responses – They reply to your texts or calls within hours, not days.
- Life event mentions – Your notes say “just had a baby” or “retiring next year.”
Sort your CRM by “last activity date” and filter for people who’ve engaged in the last 14 days. There are apps that can search your data to quickly find these prospects, too.
These folks are warm, so find them quickly.
Sell What’s Already Proven to Work
You don’t need to reinvent your sales pitch weekly. Just dig into your past wins and dust them off:
- Which products are you closing most often?
- Which objections do you overcome easily?
- Which lead sources produce the most buyers?
For example, if you notice that 60% of your Medicare Supplement sales come from Facebook leads ages 65–72, and you usually close them after two phone calls, double down on that exact formula by finding these leads in the CRM.
Smartly Play the Numbers Game
Let’s say:
- You close 1 out of every 5 life insurance leads.
- You get 50 leads a month.
- That’s about 10 sales if you stay consistent.
By tracking your pipeline and implementing the improvements we previously discussed, you can increase the conversion of quote calls into applications by 10%, thereby adding 1–2 extra sales without acquiring a single new lead.
Patch the Leaks in Your Funnel
Your data will tell you exactly where deals are dying.
- Are you losing them after you send a quote? Your follow-up timing may be off.
- Are they ghosting after the application is sent? Your onboarding may be too slow.
Go step-by-step through your last 20 lost deals to find where they stalled, and this is your fix-it zone.
Follow Up When They’re Most Likely to Say “Yes”
Timing is everything, so if your CRM shows that people answer your calls most between 11 a.m. and 1 p.m. or 6–8 p.m., that’s when you should be dialing like crazy. For email, track the message opening times of your messages. If most of your Medicare clients open your messages on Tuesday mornings, schedule all your follow-up emails for Tuesday mornings.
Use Renewal and Anniversary Dates as Built-In Sales Opportunities
Use the policy start dates in your CRM to establish client communication schedules.
- 60–90 days before renewal, reach out with updated options.
- On policy anniversaries, check in and offer a review.
It’s much easier to resell to someone you’ve already earned trust with than to start from scratch with a stranger. Your data isn’t just paperwork, but a cheat sheet for closing more business.
Track it, sort it, use it, and you’ll notice your sales will increase without working more hours. The agents who win big work smart, and the smartest ones let the numbers do the heavy lifting.
Agility’s excellent team of local market managers and Medicare, Life, and Supplement product specialists is here to answer your questions on how to use your own data to increase personal closing rates. They’re happy to work with you to explore policy options that expand your toolkit in Medicare, ACA, Supplement, and Life and Annuities policies, appealing to both your current clients and prospects.
You can also contact our Producer Support team with any insurance questions now at 866-590-9771 or email support@enrollinsurance.com for assistance. Agility staff can add you to our email list to receive the latest updates on all insurance matters delivered to your inbox!
