As an insurance agent, managing and organizing your sales leads can be the difference from making a sale or not. Ensuring that you get the most out of your leads is key to running a successful business. Here are a few tips on how to organize your leads to increase their potential.

1.     Create a database of clients and leads

Once you have leads, grouping them all into one central database will help you maximize their potential. First off, they are easily accessible if they are all grouped together, and staying organized makes sure you don’t miss out on a sale. If a lead is not ready to buy the first time you contact them, don’t give up! By staying organized you can be sure to call at just the right time to close a sale.

2.     Categorize leads

You may already be doing this, but if you aren’t start doing it now! First off, separate your existing clients from your list of leads. Once you have that done, categorize your leads into levels of interest, from hot to cold. Hot leads should be handled first as these are the closest to closing, and from there move on to the warm leads and then the cold leads. This will also help you track how you contacted a lead and how many times you have contacted them, you don’t want to be constantly bothering them but you also don’t want to let a hot lead fall through the cracks!

3.     Remember details

Being highly organized will allow you to note the little details about each lead after talking to them, i.e. where they are located or what product they were interested in. This will bring a level of professionalism and will show the lead that you care about them and that they aren’t just another sale.

4.     Use your technology

Technology is a great tool and you should utilize it. Whether this means using spreadsheets or sales software to track ROI, investing in technology can be huge for your business.

You spent time gathering leads, so don’t throw it all away! Get organized! Following up on leads and making sales will help take your business to the next level.