A NEW PostCard Idea!!

TDFnCali

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California
I'm sure this has been thought of already & most likely tried already, since a lot of u guys have been doing FE for yrs....but I haven't seen it mentioned so I thought I would.

Has anyone tried to do a postcard targeting seniors WITH insurance already, specifically AARP, Globe Life, Colonial Penn & maybe Sr Life or LH...anything thats easy to replace usually?? I don't think u could get a list of only ppl with insurance, but u could target the same demographic we already do, but with a postcard saying something to the affect of "Have u recently purchased life insurance from AARP, Globe Life, etc?? You maybe paying too much & your payment may not be guaranteed and will increase or your coverage maybe temporary"

Does anyone have any info on this approach?? :biggrin:
 
The majority of people (even broke ones) don't want to go through the hassle of switching for a perceived very small reduction in monthly premium. Yes, I know it's hard to believe, but not everyone is "interested" in saving money...
 
I second that.

The more targeted a mailer, the better. It's almost impossible as far as I know to really hone in on those who would want life insurance now.

People are open to it because of an emotional problem that needs to be fulfilled. If it was possible, I would buy a list of people whose:

-Relative just died within the past month, 6 months, or 12 months. This is a HOT list of people who have seen the emotional turmoil a funeral causes and are more apt to getting peace of mind with a burial policy
-People who just retire from work and lose work insurance.
-People who have just started disability
-People who's life insurance rates have just gone up.

These are all much better lists than mailing 55-80 year olds, mass-mail style. Only problem is it's next to impossible to procure a list like this.

If you're going to create a lead mailer, picture all the people you've sold life insurance to. What did they all have in common? What was their emotional reason for buying a policy? If you can capture the emotion and reason as to why they bought into a direct mail piece -- especially if targeted to a list like the one above -- you'd do fantastic generating much better quality leads than $255 FREE Government Benefits! leads.

The majority of people (even broke ones) don't want to go through the hassle of switching for a perceived very small reduction in monthly premium. Yes, I know it's hard to believe, but not everyone is "interested" in saving money...
 
The majority of people (even broke ones) don't want to go through the hassle of switching for a perceived very small reduction in monthly premium. Yes, I know it's hard to believe, but not everyone is "interested" in saving money...

I turd it. I mean third, I think.

I do not want to come in trying to lower their premium a couple dollars. That sets me up as the Walmart insurance guy. Slashing prices. I prefer to come in as the guy that bringing more value. More bang for the buck. Putting them into a better position. For maybe the same money or maybe for a bit more. But much more value.

Don't be this guy:
walmart_angryface.jpg
 
The majority of people (even broke ones) don't want to go through the hassle of switching for a perceived very small reduction in monthly premium. Yes, I know it's hard to believe, but not everyone is "interested" in saving money...


They do and they don't. You are correct that they will not mail in a reply worded as such to save money. First, it would require action on their part to do so and they didn't get in that spot because they have been proactive.
Second, they have been conditioned to think, "if it sounds too good to be true, it probably is", so they won't respond. It goes in the trash.

However, if you can get in front of them and they do have the AARP, Primerica, CP, LH, Bankers, Old American, etc. and you can show them that they can save money and that you will handle the switching for them, they will change.

So, two things have to happen. You have to get in front of them and then you have to be able to gain their trust once there in order to make the deal.

Of course the hard part is to get in front of them. That's why the generic, little information mailers still work. All a good FE agent needs is an opportunity to speak to them. All thise targeting for this market is just pissing dollars away.

When I first got in FE most of my prospects did not have insurance at all. Now that's changed. Most of the people I see do have insurance now. I prefer that for two reasons. Number 1, they are buyers. Number 2, they most likely have a bank account to pay for their existing policy. What else could you ask for?

You are correct in your premise that they will not change if it requires action on their part. When I fdo a replacement I help them stop the draft at the current company and send in the cancel forms for them. If there is some surrender monies they have coming I help them with the forms and lead them through the steps. I just had one of my clients call me this past Sat. afternoon to tell me got her cash value check from AG in the mail. She was thrilled with the outcome and that she didn't have to anything except sign. I had helped her stop the draft. I had requested the paperwork. I had gone back when she got the paperwork and helped her fill it out and I mailed it for her.

How did I meet this lady in the first place? Regular ole $255 SS mailer.
 
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-Relative just died within the past month, 6 months, or 12 months. This is a HOT list of people who have seen the emotional turmoil a funeral causes and are more apt to getting peace of mind with a burial policy

This list is available but it takes a lot of work.. Just comb the obituaries. I knew a very successful agent that used this as one of his ways to prospect.. he would keep the obituaries from the paper.. Wait about 6 weeks and then call on all the survivors and especially the pallbearers.
 
Great post. Could not have said it better. I do exactly as you describe below.

The other day I called a lead. She was paying $260 a MONTH for a AARP/NyLife TERM policy. It had just went up. She had a large face amt (30K) and had just turned 75. I told her that in 5 yrs she would have thrown all her money away because that policy would end. She still wouldn't give me an appt. Too busy, not sure if she wanted to meet, etc.

Guess where I was at the next morning at 9:30 anyway? You guessed it, on her door step. She didn't want to let me in, I sweet talked her into a "10 minute review with me leaving info".

Ended up writing her a $280/mth foresters FE app because she didn't want to reduce her coverage. She lived in a mobile home but drew a nice pension from the military and was on Tricare so no Med Supp to pay for.

Sometimes it pays not to take no for an answer!

They do and they don't. You are correct that they will not mail in a reply worded as such to save money. First, it would require action on their part to do so and they didn't get in that spot because they have been proactive.
Second, they have been conditioned to think, "if it sounds too good to be true, it probably is", so they won't respond. It goes in the trash.

However, if you can get in front of them and they do have the AARP, Primerica, CP, LH, Bankers, Old American, etc. and you can show them that they can save money and that you will handle the switching for them, they will change.

So, two things have to happen. You have to get in front of them and then you have to be able to gain their trust once there in order to make the deal.

Of course the hard part is to get in front of them. That's why the generic, little information mailers still work. All a good FE agent needs is an opportunity to speak to them. All thise targeting for this market is just pissing dollars away.

When I first got in FE most of my prospects did not have insurance at all. Now that's changed. Most of the people I see do have insurance now. I prefer that for two reasons. Number 1, they are buyers. Number 2, they most likely have a bank account to pay for their existing policy. What else could you ask for?

You are correct in your premise that they will not change if it requires action on their part. When I fdo a replacement I help them stop the draft at the current company and send in the cancel forms for them. If there is some surrender monies they have coming I help them with the forms and lead them through the steps. I just had one of my clients call me this past Sat. afternoon to tell me got her cash value check from AG in the mail. She was thrilled with the outcome and that she didn't have to anything except sign. I had helped her stop the draft. I had requested the paperwork. I had gone back when she got the paperwork and helped her fill it out and I mailed it for her.

How did I meet this lady in the first place? Regular ole $255 SS mailer.
 
Good job, that's closing a deal where lots of other agents would have missed the sale. Separates winners from the losers.:)
 
The majority of people (even broke ones) don't want to go through the hassle of switching for a perceived very small reduction in monthly premium. Yes, I know it's hard to believe, but not everyone is "interested" in saving money...


You might be onto something...
 

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