Captive Call Center for Supps, Cancer, DVH and Life?

[HoosierLife]

I've got a buddy who is working for captive call center. He just started and in his first full month he sold 37 policies. Half of them supps. The rest a mixture of cancer and DVT and 1 life.

This past week he sold over 40 polices! He's mainly cold calling and he gets live transfer and television T65 leads.

Problem is they're screwing him. He's not even getting commission. They're giving him spiffs. Like $100 for a sup, $25 for cancer etc. He also makes an hourly wage.

I recommended he ask them to put him on 100% straight commission, which he had already asked and they flat out told him NO.

I have recommended the Indy route of course, but being a broke 20 year old, he doesn't think he has what it takes to go Indy. I'm also not sure if he would be as productive in a non-call center environment.

So, with all that said, does anybody know of a similarly structured organization that would actually pay commission instead of spiffs? Even if he took a 10-13% for supps and 50% of street for the other products he would double to triple his income now and with renewals be way up there in just a few years.

He would be willing to move. Prefers to move closer to family in IN, but anywhere in the Midwest would be fine.

Any groups like that out there?

 

[papercutter]

I've got a buddy who is working for captive call center. He just started and in his first full month he sold 37 policies. Half of them supps. The rest a mixture of cancer and DVT and 1 life.

This past week he sold over 40 polices! He's mainly cold calling and he gets live transfer and television T65 leads.

Problem is they're screwing him. He's not even getting commission. They're giving him spiffs. Like $100 for a sup, $25 for cancer etc. He also makes an hourly wage.

I recommended he ask them to put him on 100% straight commission, which he had already asked and they flat out told him NO.

I have recommended the Indy route of course, but being a broke 20 year old, he doesn't think he has what it takes to go Indy. I'm also not sure if he would be as productive in a non-call center environment.

So, with all that said, does anybody know of a similarly structured organization that would actually pay commission instead of spiffs? Even if he took a 10-13% for supps and 50% of street for the other products he would double to triple his income now and with renewals be way up there in just a few years.

He would be willing to move. Prefers to move closer to family in IN, but anywhere in the Midwest would be fine.

Any groups like that out there?

I think Pioneer American has a new call center in Indianapolis. They pay a whopping 40% commish and you are paid directly by the carrier. Of course, they own your business, while you own the chargebacks. Kind of a Heads We Win, Tails You Lose arrangement. On the plus side, you get to hear lots of free motivational podcast speeches from the founders!

 

[HoosierLife]

I think Pioneer American has a new call center in Indianapolis. They pay a whopping 40% commish and you are paid directly by the carrier. Of course, they own your business, while you own the chargebacks. Kind of a Heads We Win, Tails You Lose arrangement. On the plus side, you get to hear lots of free motivational podcast speeches from the founders!

Yeah that's not what I'm looking for here lol.

 

[thomasm]

I have a hunch those apps are coming from the leads, not the cold calling.

Unless he been cold calling a while and has a pipeline. Otherwise, there's not enough hours in the day to generate that many sales "mostly cold calling"

The value is in this business is consistent lead flow.

That's why some agents will drop top contracts and take call center gigs that have leads provided for them.

Don't let him quit the day job until he gets that figured out.

 

[vic120]

No one would get away with that if they were mostly cold call sales,

These are mostly from the TV & Live transfer leads, These are very costly leads that are much easier to convert.

In these places the cards are staked favor the house,

 

[HoosierLife]

I hear you. He's closing 40% of his leads. Now that he's killing it, they're probably feeding him more leads.

I have told him to pay special attention to the leads, how they're developed, what they say etc. The Live Transfers seem very generic. "As you approach your 65th birthday, now is the best time to get the lowest prices blah blah blah, would you like to speak to one of our senior specialist right now?"

Or something to that effect. I don't know what the TV leads are saying. With their volume, there's no doubt they would get them cheaper than an Indy agent, but I still think there has to be an organization that pay real commission with renewals with a similar structure.

 

[vic120]

I hear you. He's closing 40% of his leads. Now that he's killing it, they're probably feeding him more leads.

I have told him to pay special attention to the leads, how they're developed, what they say etc. The Live Transfers seem very generic. "As you approach your 65th birthday, now is the best time to get the lowest prices blah blah blah, would you like to speak to one of our senior specialist right now?"

Or something to that effect. I don't know what the TV leads are saying. With their volume, there's no doubt they would get them cheaper than an Indy agent, but I still think there has to be an organization that pay real commission with renewals with a similar structure.

This place sounds like it takes the approach of spending a lot maybe 2 to 3x fyc and hires with revolving door dime a dozen attitude

The are others where comp will be better but leads wont be as good and not nearly as many, and not much for salary

Either way I doubt there are too many where he would do nearly as good as he would on his own

I had worked in call center environment before going Indy, They sold Maj Med and dabbled in MA, There was bigger rip on NY plans for Maj medical and I made 65 K in my 2nd year, doing 40 to 50 per month

After that they changed direction to crap policies lowered commissions did away with bonuses and hired craigslist a dime a dozen

My income went down and I as many other left as the writing was on the wall

Now this was when Maj Med comp was much higher, Medicare pays much less

I don't know if there are too many place where you can have a great long term carrier working for a broker agency with salary & good leads

 

[Chazm]

Like has already been mentioned, this guy is getting fed pretty good leads it sounds like.
Live tranfer leads that say, "As you approach your 65th birthday, now is the best time to get the lowest prices blah blah blah, would you like to speak to one of our senior specialist right now?"

Are you kidding me?! I would love those! Lol. These are T65's and if they are willing to listen to anyone about their Medicare starting, I would pay top dollar for that. I'm thinking like $35/lead.

Let your friend do real cold calling, which I doubt he's done and watch him do 2-5 apps a month. But I do agree he needs to pay attention of how they get their leads and how many sales are from his own doing, ie cold calling

 

[YouGotMyMoney]

Likely what's happening is he is calling aged leads when he is isn't getting inbound calls, and that's what he means by "cold calling". Be it aged internet, DM or inbound calls from the past that were never closed.

As for compensation, the idea is for the call center owners to get rich not the agents. You want to pay just enough so their happy without wanting to go out on their own.

OR you can churn and burn agents, and have a new training class every week. But this is insurance, new hires are too valuable - too much training and costs (non res licensees) are poured into them just to burn them out.

With the costs of leads and other back end support, $100 for a med supp or $25 for a cancer policy spiff might not be out of the norm.

 

[Chazm]

$100 for a med supp isn't bad at all when the hardest part is already done for you.