I work at an insurance company, and a lot of the leads we get are from an rv dealer, who as a part of their sales process with a customer makes them call our company for an insurance quote. It used to be easier to handle cause of the customer needed insurance to take it home asap and it was easy, or they needed it soon and I could convince them. But now it’s the case where no one is taking home their rv for weeks or dosent even know if they’re gonna buy the rv or not. And the sales people sometime stop us from getting sales (telling the customer not to buy etc)

I mean this is fine, but I don’t get way they don’t make them call when they’re closer to buying, or when they actually have the rv. But I was told to follow up with these customers , but a lot of them dont act interested and don’t give me firm time for follow up. I do pitch the insurance well and firmly close but a lot of these customers flat out act disinterested.

7 points Normal_Trade7678

These are basically forced, low intent leads so treating them like real buyers will just burn you out. The move is to qualify fast. Ask upfront "are you planning to take delivery in the next 30 days” if not, log them as longterm and don’t chase hard. For follow ups, position yourself as a placeholder (“i’ll lock this quote so it’s ready when you decide”) instead of pushing to close. And honestly push back internally....this is a lead quality issue, not a closing issue

parent

1 points Think-End-5604

I mean that is true, I did kinda pushback but they assured it’s “normal” and that I’m not doing enough rapport value or whatever. But even if delivery is soon, the sales person will tell them not to buy or tell them to call their own company. And a lot just act flat rude or disinterest no matter what I say.

parent root

3 points Normal_Trade7678

Yea that’s not a rapport issue, it’s a bad funnel. If the dealer is forcing calls or steering them away, no pitch will fix that. Qualify fast, protect your time and document it so leadership sees it’s a lead quality problem, not you

parent root

2 points DergerDergs

Buy sales people lunch and show them how both they and their clients are better off going through you personally. Talk shit and laugh together about problem clients, and how getting them a policy on the spot leads to client stickiness and mental ownership of their purchase. Shit works.

Or if all else fails, ya know, arrange a kickback program. 🤫

parent root

2 points Think-End-5604

Welll I work for a company and they have AM who deal with those sort of relationships, and they do get kickbacks just only for a quote

parent root

2 points Ron_Sayson

Like the other poster said, make them like YOU, and your quality problem will go away.

parent root

1 points DergerDergs

Ah you caught me. I’m the AM and this is how I solve these exact problems. Ask your AM to fix it?

parent root
3 points TheDeHymenizer

The leads aren't weak, you're weak!

parent
2 points pimpinaintez18
You could go a couple ways I guess.

Continue to thank them for sending you “warm” leads and screen the leads yourself and ask the customer if they are purchasing a vehicle and need insurance. If no then move on.

Or

Communicate with the RV place and tell them only to send people that have received financing and are purchasing.

I personally would lean towards #1 to continue to get leads and to not annoy the source of the leads. But if you are overwhelmed and can’t doing the screening I would have a conversation with them when I bring them donuts/bagel sandwiches/pizza to soften the message.
parent