When lead performance starts to slow down, it’s easy to assume the leads are the problem. But after working with thousands of insurance agencies across the country, we’ve found the best opportunities come from improving what’s done with a lead after it comes in.
That’s exactly what Melon Local Business Development Specialist and experienced insurance agency owner Katie Olson discusses in our latest Melon Minute.
As the owner of her own agency, Katie consistently writes 80–100 applications and approximately $100,000 in premium each month. Through years of refining her follow-up process, she’s learned that stronger results don’t always come from generating more leads. Instead, they come from making the most of the opportunities you already have.
We caught up with Katie to talk about the follow-up habits that have helped her turn more leads into meaningful conversations, stronger customer relationships and better overall results.
Watch the video above to hear Katie’s practical strategies and check out her tips below to discover how small improvements to your follow-up process can make a big difference.
4 Follow-Up Tips for Closing More Leads
1. Speed Matters
Most people aren’t excited to shop for insurance — they simply want answers and the right coverage. Respond within the first few minutes while your agency is still top of mind.
2. Don’t Stop After One Attempt
Many prospects don’t answer the first call. A consistent follow-up process that includes multiple calls, texts and emails can make a significant difference.
3. Make Every Team Member Part of the Process
Everyone handling leads should know the follow-up process, understand response expectations and be equipped to create a positive first impression.
4. Review Your Process Regularly
Small adjustments to call scripts, follow-up timing and appointment setting can have a big impact over time.
Bonus Tip
A little extra availability can go a long way. With AI raising customer expectations, extended weekday hours or limited Saturday availability may be all it takes to stand out.