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State Farm Agent’s Drive to #1 in Auto Insurance Sales

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By Alyssa Trenkamp

April 23 — For insurance marketers, even a small improvement to lead conversion rates will drive down operational costs, while significantly impacting sales. Hence our interest when we were offered a VIP tour of the inner workings of one of the top State Farm agents in California.  Northern California State Farm Agent and Business Owner, Mark Wong, graciously offered to take us behind the scenes to show us how he dialed up his sales velocity with Dial-IQ and Leads360 and increased purchased lead conversion rates from 10% to 20% in the first year.

Driving a Positive Consumer Experience One Call at a Time

When we first met Mark Wong, he was looking for a way to do a better job of differentiating his policies and services in an environment of growing competition from independent insurance agents pushing online quoting and comparison shopping. For Wong, superior customer service, including prompt response and follow-up to inquiries was absolutely critical. The challenge was managing the large volume of leads the company purchased and generated.

Wong identified early on that being the first to contact a new lead and being the one company to still be calling a few days later when others stopped following up was critical. “If you are the first to talk to a prospect, identify their insurance needs and develop a rapport, you have a huge advantage over competitors,” he said.

With Leads360 and Dial-IQ, Wong and his team were able to increase efficiency with their leads, making the right calls at the right time, ensuring they get to top prospects first. “We have purchased fewer leads and increased our conversion rates on leads purchased from 10% to 20% in the first year of using Leads360 and Dial-IQ,” said Wong.

Competing Effectively with an Intelligent Dialer

Using Dial-IQ Multi-line and Leads360 features like scripting, Wong and his team were able to double production without adding staff and see a dramatic 250% increase in calls per agent in only six weeks. For the complete story on how he did it, click here.

Clearly, Wong and his State Farm team have put together the right ingredients for success. And Wong’s drive for success hasn’t gone unnoticed. His agency has been recognized as the number one State Farm agent in Northern California for new auto insurance sales.

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