Working Leads: How To Work New Leads Fast

Call Within 5 Minutes

Someone who just asked about life insurance is still near their phone and still thinking about it. An hour later they’re back in their day, and a number they don’t know is easy to ignore.

Call inside their hours. The federal window is 8:00am to 9:00pm in the lead’s own time, and some States allow less. WRITTEN’s Dialer won’t place a call outside the hours the lead’s State allows.

What To Say First

Open with their name and nothing else:

“Hey [first name].” Then pause, and wait for them to answer.

“Hey [first name], this is [your name], calling about the request you put in for life insurance.”

The pause turns a call from a stranger into a conversation: they hear their name, they answer, and you’re talking with them rather than at them. Naming their request reminds them they asked for the call. Then confirm what they asked for and move to the quote.

10 Calls, 2 Weeks

A lead who doesn’t answer hasn’t said no. People miss calls at work, in the car, and at dinner. Keep calling for 2 weeks, 10 times or more, at different times of day:

• Day 1: two calls, a few hours apart.
• Days 2 to 4: one call a day.
• Days 5 to 10: one call every other day.
• Days 11 to 14: two more calls.

Stop sooner on a clear no, and stop for good when someone asks you not to call.

Save Texts For Later

Text after a few calls go unanswered, not before the first one. A text from a stranger before any call reads like spam. After a few missed calls, a short text tells them who keeps calling and why:

“Hi [first name], this is [your name]. I’ve tried calling about the life insurance request you put in. When’s a good time to talk?”

With the CRM + Dialer, Text From Your Phone opens Messages with your text filled in, and the text is logged on the lead.

Keep Track Of Attempts

Calling every lead 10 times, across a full week of new leads, is too much to hold in your head. Log every call’s outcome and set the next try before you move on.

In WRITTEN, a call made from the Dialer is logged on the lead by itself, and Today shows the callbacks that are due and who has never been called. For what else a CRM should do, see The Best CRM For Life Agents.

Common Questions

Can I Text Leads? Yes, with the CRM + Dialer. Tap Text From Your Phone on a lead and Messages opens with your text filled in, from your saved texts if you like. It sends from your own mobile number, so replies come to your phone. Nothing is texted for you.

Does It Follow State Calling Hours? Yes. It won’t call outside the hours the lead’s State allows, or past that State’s daily limit.