2008 Lead Company Update

[Crabcake Johnny]

Don't know - am friends with 5 agency owners in my chamber and all seem quite happy. They do sell a little online but most of what they do are still people they schedule an appointment with.

I know as long as I have a phone and local businesses I'll always be in business. Almost none of my clients were looking for quotes when I contacted them. They're paying "X" amount now and simply had no clue they could cut that - sometimes in half. HSAs are my lead in.

 

[Crabcake Johnny]

But do you have a system in place to hit hundreds of leads automatically, at pre-determined times? or do you just randomly pick up the phone and call old leads, that you haven not contacted or have made a mental impression to work with you. I dont need an answer, I already know.

Picking up a stack of old Leads, that you have not corresponded with, or touched periodically, thru the buying process,(systematically) your just playing hit and miss.

How could anyone track effectively, hundreds of Leads, or even thousands of leads to get the maximum effectiveness.

The bottom line: The Agent that has the Largest Data Base of prospects) and has a proper online marketing system, will survive. The ones that dont, will still be calling, bitching, complaining, demanding, jumping from one system to the next, quitting, and failing.

Why on Earth, with 1000's of Consumer's online daily researching Health Insurance, would I pick up the phone, and call someone that has not requested information or researching their Health Insurance options and interrupt their day? and hope they respond to my pitch?? or spend hours on a forum trying to figure out what Script Works?

Oh I know you can sell this way, but its far from being effective and actually very depressing for most.

I actually have a dialer now - can import old leads, turn it on and I'm only on the phone when someone answers. Put on a headset and I surf, do emails, etc...while it's dialing.

 

[J.R.]

Effective Marketing, and most dont understand or not willing to learn. I read so many complaints about lead companies and all the negative? The days of worrying about jumping on leads instantly, and immediately going into sales mode is 90% of the problem.

Most Agents, even experienced ones with good phone skills, junk the lead after they try to contact them after 2 phone calls and some horrible written email they send out. or leave a in-effective voice mail, Or some say, stick them in "Constant Contact or Aweber, (Doesnt work anymore, most have permission based list, Internet Leads are not permission based emails to load into the system, the client must receive your initial email and accept any future emails from you, Doesnt work Folks, Boy thats effective marketing for todays online consumer.

So what your telling me is that 5-6% purchase within the first 10 days, what happens to the other 95% of individuals that were researching Health Insurance, (Did you read that!! "Researching their Health Insurance Options. Facts: Online Health Consumer, take 60-90 days average till purchase. Believe it or not, not my facts. So the big question is? How do you reach these 95% individuals effectively. All the call centers, E health, and everyone else can have the 5% I market the other 95% (No competition) The online consumer (most) dont respond to the quick sale in todays online world.

They requested information online, and they expect Valuable information from you online! (Most Agents dont know what the means) , and not some agent calling them going into sales mode. So do you direct them to a credible website of your business? (Most Dont) and take a look a most Health Agents website? Its your Office and your professional presence. Do you have a system in place to market your leads,30 60 90 180-360 days out? ,that provides valuable and consistent and credible information? when its convienient for them? on their Time Frame?.

This market is so easy, if you really understand Online Marketing for Health Insurance Leads, if you keep buying leads, call them 3 times, send out a couple goofy emails, leave a voice mail, and then junk it, Then you dont understand how to effectively work online Internet Leads, I suggest you get on the phone and make cold calls for several hours, to find that 5% that has an immediate problem, that you can take care of right away, jump in your car, get dressed, meet the client, talk about the weather, and the kids, and close the deal, Not saying you cant make an living doing this, but its not an effective system to use in todays market.

When I buy leads, I buy them for a $1.00 yes, a dollar, not hard to figure out that I use Vimo, but I can buy 200-300, Load my system, work the system, and make a killing without ever leaving the house or beating my head against the wall and the neat thing to all this!!!! Prospects Calling or emailing me for help!!!! Its not a Secret or some Magic Solution. Its a System that is simple and effective for marketing and selling to the Modern Online Consumer, Problem is Most have been taught by Old Managers or have been in old Sales positions and only understand Face to Face Selling. Horrible Module for Todays Consumer, and tomorrow consumer will be even more computer savoy. Where will you be in 5 years with your business, Cant imagine what gas will cost then!!

Miller Insurance Agency

Well put. Where did you obtain the facts that 95% of people purchase insurance within 90 days? I don't disagree with the information, although I'm curious about the source.

 

[dmiller90]

Still Dialing for dollars, I dont care how you do it, or what system, your just increasing the number of calls you can physically make, and hoping someone will respond to the "New Plans and Rates from xx company.

Sorry ask any successful marketer, and thats a horrible and over used line to consumers.

Then you get their email address and send the information out? Do you direct them to your Business Website so they can see or read anything of value to them and build instant trust?

If they cant find anything about "You" or your buisness or anyone that has used your services? Why I should do business with you? (thats the Whole Point)

But your in a market that obviously does not do allot of research on the internet. So if these individuals (business owners and they are not researching health options on the Internet, what makes you think they will communicate thru email? or comfortable with that?

You shoudnt have to be sending anything manually, when you get a lead the lead should be imported into your CRM and thats it, everything else is on autopilot, at pre-determined studied times and the right correct studied verbage.

So I am not sure what emails you are talking about that you are emailing when you sitting waiting for caller 57 to answer? I would hate to think I had to manually enter and email every prospects and track that properly.

No one can convince me if you are working enough people and the number that you should be, could you possibly, email, track and convert, without playing Hit and Miss,, and you wonder why new Agents Fail? Because they are not taught, and if they are they are taught very old ineffective sales techniques.

Off today, wasting time.

 

[Crabcake Johnny]

Are you trying to tell me how I'm not making what I'm actually making? I'm confused.

 

[dmiller90]

I actually have a dialer now - can import old leads, turn it on and I'm only on the phone when someone answers. Put on a headset and I surf, do emails, etc...while it's dialing.

Not trying to argue or put you on the Spot, but you just got done typing you dont sit in front of a computer? What do you call, surfing and doing emails then, I sure would hate to sit with a headset on, and import names, because thats all it is, and hope someone wants my information. Health Savings Accounts are your Lead In? 7% of Average Americans understand and purchase HSA's that have incomes below 85,000.

The Stat that blew me away is that only 2% of Americans that have children under the age of 7 purchase and the big one here (KEEP) Health Savings Accounts.

Just because they want to save money, Doesnt mean Health Savings Accounts are the answer, but once again, old sales tactics, (Problem) High Cost! Solution: TELL them what you think is best for them, and sell them on your solution. Believe me, I dont sit around and track stats, but they are their for a reason.

 

[Crabcake Johnny]

Sounds like you need to stick with what you're doing.

 

[Frank Stastny]

But do you have a system in place to hit hundreds of leads automatically, at pre-determined times? or do you just randomly pick up the phone and call old leads, that you haven not contacted or have made a mental impression to work with you. I dont need an answer, I already know.

Picking up a stack of old Leads, that you have not corresponded with, or touched periodically, thru the buying process,(systematically) your just playing hit and miss.

How could anyone track effectively, hundreds of Leads, or even thousands of leads to get the maximum effectiveness.

The bottom line: The Agent that has the Largest Data Base of prospects) and has a proper online marketing system, will survive. The ones that dont, will still be calling, bitching, complaining, demanding, jumping from one system to the next, quitting, and failing.

Why on Earth, with 1000's of Consumer's online daily researching Health Insurance, would I pick up the phone, and call someone that has not requested information or researching their Health Insurance options and interrupt their day? and hope they respond to my pitch?? or spend hours on a forum trying to figure out what Script Works?

Oh I know you can sell this way, but its far from being effective and actually very depressing for most.

You obviously feel very strong about your opinion. To the point that people who are not doing it your way are "doing it wrong".

When selling health insurance to people under 65 you may very well be partially right, I have never worked that market, but you also probably do not work in the senior market.

I can and do "track effectively, hundreds of Leads, or even thousands of leads to get the maximum effectiveness." Not only do I track them but I also sell them.
It is very common for me to sell to people that I have initially contacted months or even years ago. People's situation is constantly changing.

Is selling insurance to seniors really that different than selling to individuals under 65? I would think that many of the same principles would apply.

 

[dmiller90]

Are you trying to tell me how I'm not making what I'm actually making? I'm confused.

Not at all, I dont care what you make, or how you make it, or when you make it. Just hoping a new person will read this and understand they need a marketing system, and not just hit and miss. You need a solid system, and I really havent read too many on this forum, except for a very small few, a very small few, that has a system of receiving, marketing, and converting in todays Online World, and you dont read alot of their post. Others need to hear that proven successful methods will be the only ones that make it. Not just some half cocked new idea or new system that is working like a charm, too overwhelming for a new Agent, and it teaches them nothing, but another good idea, its got nothing to do with leads, its all about marketing, and

 

[Crabcake Johnny]

Fully agree and your system should be explored by new agents - especially by agents who simply prefer not to prospect.

However, and I honestly forgot your system but I believe it's $10 live transfers. You supply the leads and the service calls and transfers people to you.

Newbies would probably convert 10% of their transfers and if it's $10 per transfer and they want 4 deals a week that's $400 a week of marketing money - plus lead costs - most new agents simply don't have.

Regarding senior agents - there are many on this board who have been in the biz a hell of a lot longer than me who prospect and do not buy leads. We're not all crazy, we're not all wrong.

I frankly am not interested in any system where my clients are not business owners.