Aged direct mail leads to buy?

[WinoBlues]

Personally, I don't believe in replacements, especially the way most FE guys seem to go about it. But that's a discussion for another thread. (Maybe I'll start one when I feel like starting some trouble! LOL!)

Yup!

Back in my MetLife days, I learned about somebody that was just calling through the phone book doing a yes-no survey asking whether they owned a life insurance policy

Dialing for dollars night. Been there, done that. John Hancock. All of us in cubicles, business casual, hoping to win a pizza.

That person said he only wanted to talk to people who had already demonstrated a belief in life insurance. He wasn't necessarily replacing, just looking for ways to improve their situation. Sadly, most had never again heard from the original writing agent,

That is who I want to talk to. And prefer that they were referred to me and or called me for the help.

His theory stuck with me, and has affected the way I've approached the aged leads.

We learned that theory also. This was before there were leads to buy. We called it prospecting.

and many welcomed the chance to have somebody go over their program with them.

Those are my target. Salesmen's customers that want an agent. Someone to be 'their guy'.

 

[shonceman]

Dialing for dollars night.

After my telemarketing "robocall" computer was made illegal, I started dialing for dollars the old fashioned way, but using pre-scrubbed lists that I got from @Josh . You know, it still works! I only stopped doing that because I was getting back into debit so heavily, which meant I was in the office a lot less. Door knocking still works, too!

Those are my target. Salesmen's customers that want an agent. Someone to be 'their guy'.

Most captive companies hire agents on the revolving door plan. One of my sales points to a new client is that since I own my agency, I'm committed to be there for them for the long term. Like you, I've got clients who bought from me when we were young. Now we're getting old, and I'm still their guy. I'm also their grandchildren's guy!

 

[LostDollar]

Personally, I don't believe in replacements, especially the way most FE guys seem to go about it. But that's a discussion for another thread. (Maybe I'll start one when I feel like starting some trouble! LOL!)

Back in my MetLife days, I learned about somebody that was just calling through the phone book doing a yes-no survey asking whether they owned a life insurance policy (outside of work). Then they would call back only the yes's to set up a review. That person said he only wanted to talk to people who had already demonstrated a belief in life insurance. He wasn't necessarily replacing, just looking for ways to improve their situation. Sadly, most had never again heard from the original writing agent, and many welcomed the chance to have somebody go over their program with them. I never personally tried that, but it always sounded interesting. His theory stuck with me, and has affected the way I've approached the aged leads.

Something over 30 years ago, since I had moved away from my college town, the writing agent for one of my policies transferred AOR status to a local agency so I would have a local agent to visit with. That first agent, and I think his first replacement, have died. I have not been entirely happy with my once or twice times trying to use the current AOR.

Even though it was out of town, I know I would have been far better served with the original agent, and there is an even chance the successors in his agency would have given me better help than I have gotten in the last 3 years when I needed some.

 

[WinoBlues]

Now we're getting old, and I'm still their guy. I'm also their grandchildren's guy!

Yeah, I fully expect to be the family agent. That includes the kids, their spouses, their kids and inlaws.

 

[rousemark]

Profit per hour, the true metric of success or lack there of.

Not if you are not happy using the method that brings the most PPH.

 

[LostDollar]

Yes. It seems to be ok, as long as you're masked.

I don't doorknock as much as I used to, anyway. But about mid-summer, I found I had over 100 magnetic football schedules leftover from giving them to my regular clients, so I spent several days cold canvassing just to give them away and see what happened .

If you caught me in a weak moment, I would almost be willing to pay to be a "home office trainee" on the porch and watch a few of those presentations!

 

[theinsuranceman]

Not if you are not happy using the method that brings the most PPH.

If that's the case then you are in the wrong industry.

 

[rousemark]

If that's the case then you are in the wrong industry.

Not necessarily so. There are lots of ways to make an excellent living in this business without buying ton a of leads and pumpin the phone all day long. Also, many markets other than low income FE but that seems to be focus of this forum. However, Final Expense is much broader than discussed in general here.

 

[WinoBlues]

If that's the case then you are in the wrong industry.

Per who?

Does that person matter to me or my lifestyle?

 

[DayTimer]

"The No. 1 issue in our campaign is we didn't canvass," said Rep. T.J. Cox, a Democrat who represents the San Joaquin Valley and lost to David Valadao, the Republican he unseated in 2018. "We didn't do the door-to-door."

He who knocks, wins.