Agency Performance Partners


4 Insurance Processes: Retargeting Unsold Insurance Quotes

Posted on June 9, 2021 by Kelly Donahue Piro

Retargeting Unsold Insurance Quotes

There are many processes your agency really needs in order to be Ridiculously Amazing, and today we’re talking about one that many agencies struggle with. Do you go back after lost customers or unsold quotes? This is a topic that tends to give people a lot of trouble, but the truth is that unsold quotes can be a great source of new business for your agency.

“We barely have enough time to do the things we need to do, let alone go back after lost quotes, but at the end of the day a small investment in this can really pay off.”

Many agencies find that they don’t have the time or resources to allocate to going after unsold quotes, but we think that this is a small investment that can really pay off. Here are some other things you should know about going back after unsold quotes.


1. You know it’s a good lead

Unsold quotes and lost customers might seem intimidating, but one thing you need to keep in mind is that these actually tend to be really great leads. And while going after them may seem like a waste of resources, this investment can pay off dividends, because you already know they’re a solid lead to begin with.


2. Resources need to be allocated

When your agency is already struggling to keep its head above water, you can’t just assume your team will have the availability to go after unsold quotes and lost customers. Instead, you should allocate resources specifically for this endeavor, such as new producers.


3. Clean data helps

One thing that can really help with going back after these customers is having really clean data. When someone leaves or doesn’t buy, are you categorizing them correctly? If you have all of this information ready to go, it can be much easier for someone to sort through, to see which leads are still usable.


4. A three-step process is key

A process around lost customers and unsold quotes should likely have three main steps. Firstly, what is your process when someone doesn’t buy? It shouldn’t be as easy as “Okay bye!” Then, you should have a nurturing campaign. This might be as simple as sending out holiday emails, and it’ll keep your name relevant. Lastly, what happens pre renewal date? A good plan of attack is usually a combination of emails and phone calls, and even mailing a quote to them.


Winning back lost customers or unsold quotes requires a process, and it can sometimes take a little bit of leg work, such as several phone calls. But by allocating resources, cleaning up your data, and following a three-step process, this can become second nature for your team. And of course, we have this process and many more outlined in our Agency Process Packs.


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