The insurance sector is one of the most impacted by spam flagging. Between fierce competition, aggressive practices by some players, and consumer distrust, legitimate brokers often find themselves penalized. Here's how to protect your business.
Why Insurance Is a High-Risk Sector
The Strict Regulatory Context
Since the new Bloctel 2025 rules, phone marketing in insurance is regulated:
- Mandatory Bloctel check before each call
- Restricted hours: Monday to Friday, 10am-1pm and 2pm-8pm
- Prohibited on weekends and holidays
- Limited frequency: no more than 4 attempts per month on the same number
The Sector's Damaged Image
CPF scams, aggressive telemarketers, and questionable practices by some have tarnished the entire sector. Result:
- Consumers report "insurance" calls more readily
- Anti-spam algorithms are more sensitive to typical sector patterns
- Historically low pickup rate (often <10%)
The 3 Fatal Mistakes Brokers Make
Mistake #1: Buying Unqualified Leads
Many brokers buy prospect files from unscrupulous suppliers. These files often contain:
- Numbers registered on Bloctel
- Contacts who have already refused to be solicited
- Obsolete or incorrect data
Consequence: massive flagging from the first calls.
Mistake #2: The Aggressive Script
"Hello, I'm calling about your car insurance. You're paying too much, I can save you 40%!"
This type of approach:
- Generates immediate hang-ups
- Triggers "aggressive spam" reports
- Destroys your phone reputation in days
Mistake #3: Volume at All Costs
The "more I call, more I sell" logic is counterproductive:
- 80-100 calls/day = number burned in 2 weeks
- Exchange quality plummeting
- Customer acquisition cost exploding
The Winning Strategy for Brokers
1. Qualify Before Calling
Invest in qualification rather than volume:
| Lead Source | Conversion Rate | Spam Risk |
|---|---|---|
| Inbound request (website) | 15-25% | Very low |
| Customer referral | 20-30% | Almost none |
| Trade show/event | 10-15% | Low |
| Qualified purchased file | 2-5% | Moderate |
| Generic purchased file | 0.5-1% | Very high |
2. Adopt a Consultative Script
Transform your approach:
❌ Before:
"Hello, I'm John from InsurePlus, do you have 5 minutes to talk about your insurance?"
✅ After:
"Hello Mr. Smith, John Martin from InsureAdvice agency. You requested information on our website last week about home insurance. I'm following up — is this still relevant?"
The difference:
- Prospect's first + last name = personalization
- Reference to prospect's action = legitimacy
- Open question = respect for choice
3. Respect the Rest Cycle
For each prospecting number:
- Maximum 30-35 calls/day
- 48-hour rest every 3 days of use
- 1 week rest per month
See our call center case study for implementation details.
4. Separate Your Lines by Use
| Use | Number Type | Protection |
|---|---|---|
| Cold prospecting | Rotating number pool | Disposable if burned |
| Warm prospect follow-up | 1-2 dedicated numbers | Daily monitoring |
| Existing customers | Main number | Never prospecting |
| After-sales service | Landline | Maximum protection |
5. Check Bloctel Systematically
Before each campaign:
- Export your list of numbers to call
- Check on bloctel.gouv.fr (about €1/1000 numbers)
- Remove registered numbers from your list
- Document the verification (proof in case of audit)
Essential Tools
For Compliance
- Bloctel Pro: mandatory verification
- CRM with call history: traceability
- Consent recording: GDPR proof
For Reputation
- Verification tools: check our top 10 tools
- Daily monitoring: alert on degradation
- Automated rotation: some CRMs offer this
Special Case: CPF Training Marketing
⚠️ Maximum Caution: CPF training marketing is the most scrutinized sector.
- Record fines from DGCCRF (up to €375,000)
- Almost systematic consumer reports
- Numbers burned within hours
If you offer CPF-eligible training:
- Never cold call on this topic
- Work only with inbound requests
- Document each explicit consent
Metrics to Monitor
Set up a weekly dashboard:
| Indicator | Alert Threshold | Action |
|---|---|---|
| Pickup rate | < 10% | Check number reputation |
| Average call duration | < 30 sec | Review script |
| Flagging rate | > 1% | Immediate number pause |
| Conversion | < 2% | Requalify leads |
Insurance-Specific FAQ
Can I call a prospect who did an online simulation?
Yes, if your simulation form includes a clear mention authorizing callback. Keep proof of consent.
Can an existing customer be called without restrictions?
Yes for managing their contract. No to offer new products — unless you have their explicit consent.
Are brokers subject to Bloctel?
Yes, without exception. Broker status gives no exemption from phone marketing rules.
What if a prospect threatens to report?
- Apologize politely
- Note the number in your "do not call" list
- Never call this number again
- Document the exchange
For practical advice, check out the 5 mistakes to avoid and discover how a call center reduced its flagging by 80%.
Conclusion
The insurance broker profession is evolving. "Old school" prospecting methods (volume, aggressiveness, questionable files) have become counterproductive and risky.
The new winning equation:
Lead Quality × Consultative Script × Rule Compliance = Sustainable Growth
Brokers who understand this maintain 10-15% conversion rates while competitors struggle to reach 1%.
Protect your business: check your numbers' reputation before it's too late.
