Timing plays a huge role in converting home insurance prospects into paying customers. Even the best leads can go cold if brokers wait too long to reach out. Call too early, and they might not be ready. Call too late, and they may have already chosen another provider.
So when is the best time to call? And how does lead freshness impact conversion rates?
Let’s look at the best strategies for reaching home insurance prospects at the right moment.
What we’ll cover
Why timing is everything when calling home insurance prospects
Homeowners and renters looking for insurance are often comparing multiple providers. If you reach them before competitors, you have a much better chance of securing the sale. But timing isn’t just about beating the competition—it’s also about catching prospects when they’re most likely to engage.
Fresh leads convert better
A lead is always more valuable when it’s fresh. The sooner you contact a prospect after they’ve enquired, the more likely they are to respond positively.
Waiting too long increases the risk of losing them to another provider or seeing their interest fade.
Availability matters
People are more likely to engage in a call when they’re not busy with work or family responsibilities.
Understanding when home insurance prospects are most available can significantly improve contact rates.
Context is important
If someone is actively searching for home insurance, they expect quick responses.
A well-timed call can feel helpful rather than intrusive, making the sales conversation smoother.
The best times to make home insurance calls
Different times of day yield different response rates.
While no single time is perfect for every prospect, data shows clear trends on when people are more likely to answer and engage.
Weekday vs weekend calls
Weekdays generally perform better for contacting prospects, especially those actively searching for home insurance.
However, certain weekend slots can also work well for those who struggle to take calls during the week.
Best times for weekday calls:
- Morning (8 am – 10 am): Some prospects check personal matters before starting their workday. Calling early can work well, but avoid catching them when they’re rushing out the door.
- Lunchtime (12 pm – 2 pm): Many people take breaks around this time, making them more likely to answer and have a short conversation.
- Early evening (5 pm – 7 pm): This is one of the best windows for home insurance calls, as people are finishing work but haven’t fully switched off for the day.
Best times for weekend calls:
- Saturday morning (10 am – 12 pm): A good time to reach those who were too busy during the week.
- Sunday afternoon (2 pm – 5 pm): Some prospects may be more relaxed and open to a discussion about their insurance needs.
Worst times to call
While every lead is different, some times generally have lower response rates:
- Early morning (before 8 am): People are usually busy with their morning routine or commuting.
- Late evening (after 8 pm): Many prospects consider calls at this hour intrusive unless they specifically requested a follow-up.
- Mid-afternoon (2 pm – 4 pm): Response rates can drop, as many people are focused on work or personal tasks.
How lead freshness impacts conversion rates
The longer you wait to call a prospect, the less likely they are to engage. Immediate follow-ups increase the chance of a meaningful conversation, but even a short delay can lower the likelihood of conversion.
Why you should act fast
Studies show that calling a lead within five minutes of their enquiry dramatically improves the chances of making contact. Even waiting an hour can reduce engagement rates, and after 24 hours, many leads lose interest or choose another provider.
The best approach is to call prospects as soon as they express interest. If you can’t reach them immediately, follow up with a second attempt within the same day.
How real-time leads improve conversions
One of the best ways to improve response rates is by working with exclusive, real-time home insurance leads.
These leads are fresh, meaning you get to them before they’re shared with multiple providers. Because they haven’t been bombarded with calls, they’re more likely to engage.
Making the most of every call
Timing is only part of the equation. Even if you reach a prospect at the right moment, how you handle the conversation determines whether they move forward or not.
Be prepared with the right information
Before calling, review any details provided in their enquiry. Knowing their home type, location, and previous cover helps you personalise the conversation and avoid sounding generic.
Start with a strong introduction
The first few seconds matter. A simple and confident opening sets the tone for the call. Instead of asking if they have time to talk, state why you’re calling and how you can help.
For example:
“Hi [Name], I saw your request for home insurance quotes and wanted to quickly go over your options to help you find the best deal. Do you have a minute?”
Handle objections confidently
Some prospects will hesitate or push back. They might say they’re still comparing options or worried about costs. Knowing how to respond effectively can keep the conversation going.
For instance, if they mention price concerns, you can highlight how different factors affect home insurance premiums and discuss ways to adjust their cover to suit their budget.
Final thoughts
Selling home insurance isn’t just about having the best policy—it’s about reaching the right prospects at the right time. Fresh leads convert better, and calling during high-engagement windows increases your chances of closing the sale.
By focusing on speed, strategic timing, and strong call handling, brokers can improve contact rates and turn more prospects into policyholders. If you’re looking for leads that are ready to buy, starting with selling home insurance to first-time buyers is a great way to target an audience actively searching for cover.
