- 263
Holy crap!
40 leads PER DAY????????? I'd KILL for that kinda meat! Thats a nice income. I could handle that for a minute.
Holy crap!
40 leads PER DAY????????? I'd KILL for that kinda meat! Thats a nice income. I could handle that for a minute.
- 1,908
Let me tell you about Jerry Dickstein:
He was a recruiter for a company named Doston Benefield, here in Tucker, Ga. He was with the company for a decade, and his "closing" percentage was HORRIBLE.
I worked there for 8 months, struggled, and left.
Many years later, I had to contact Dotson Benefield (the guy who owned the company), and asked him why Jerry was with the company for so long, when others, like me, were fired.
To make the story short, Jerry made only two sales a year: One was to the company Cooper Carry and Associates, one of the top contractors in the city of Atlanta, and still going strong today. The other was to Alston & Bird, a big firm in downtown Atlanta, who only hires six figure producers.
Those two accounts paid the bills at Dotson Benefield. The rest of the sales were simply gravy.
So, to answer your question. Closing Ratios really don't equate to dollars. It's what you are closing, volume, and quality.
If I close 8 out of 10 individual health clients, and #1 closes 6 out of 10 Long Term Care and Life clients, my ratio is higher, but his income, and residual income is higher.
There are alot of health applicants I DON'T want to close, because I know they will drop.
He was a recruiter for a company named Doston Benefield, here in Tucker, Ga. He was with the company for a decade, and his "closing" percentage was HORRIBLE.
I worked there for 8 months, struggled, and left.
Many years later, I had to contact Dotson Benefield (the guy who owned the company), and asked him why Jerry was with the company for so long, when others, like me, were fired.
To make the story short, Jerry made only two sales a year: One was to the company Cooper Carry and Associates, one of the top contractors in the city of Atlanta, and still going strong today. The other was to Alston & Bird, a big firm in downtown Atlanta, who only hires six figure producers.
Those two accounts paid the bills at Dotson Benefield. The rest of the sales were simply gravy.
So, to answer your question. Closing Ratios really don't equate to dollars. It's what you are closing, volume, and quality.
If I close 8 out of 10 individual health clients, and #1 closes 6 out of 10 Long Term Care and Life clients, my ratio is higher, but his income, and residual income is higher.
There are alot of health applicants I DON'T want to close, because I know they will drop.
- Thread starter
- #33
G
Guest
Guest
Let's not blur things up here to voice an opinion.
I think we all understood that we were talking about health insurance marketed to individuals.
On topic, you can't say you'll write one plan a month and survive.
Closing ratio matters.
The more you write, then potentially the more you'll keep.
And hey, I'll take 6 months worth of commission, rather than zero. And the rest who stay on the books, stays, it still makes you money.
- Thread starter
- #35
G
Guest
Guest
- 9,744
"When you go from one job to two in the chicken business in Arkansas, you got a one hundred percent increase. But you still only got two jobs."
- H. Ross Perot
- Thread starter
- #38
G
Guest
Guest
Is there a reason that many people feel the need to be right even if it's possibly illogical?
If I buy 20 leads each for 5 agents with an intention of keeping 3 after the 20 lead test.
3 sell 7 or more
1 sells zero
1 sells 3
Who would you keep?
Doesn't that effect the ROI?
Wouldn't the 7 or more sales bring a better return based on premium averages and retention.
And don't add the crap about 'salesman' vs. 'consultants' and 'closers' vs. 'advisors.
Straight up, side by side, if you trained them, and they had those results, who would you hire?
Who would be valuable to your agency?
If you close more, you make more, and increase the ROI.
If I buy 20 leads each for 5 agents with an intention of keeping 3 after the 20 lead test.
3 sell 7 or more
1 sells zero
1 sells 3
Who would you keep?
Doesn't that effect the ROI?
Wouldn't the 7 or more sales bring a better return based on premium averages and retention.
And don't add the crap about 'salesman' vs. 'consultants' and 'closers' vs. 'advisors.
Straight up, side by side, if you trained them, and they had those results, who would you hire?
Who would be valuable to your agency?
If you close more, you make more, and increase the ROI.
- 14,808
True - also, who wouldn't take increased closing and worse/placement persistency?
Who makes more:
Close 4 and keep 4
Close 6 and keep 5
Close 10 and keep 6
Obviously the agent who closed 10 kept 6 had the worse placement yet also made the most money.
We also talk about about pressuring people. But what if you're pressure them into the right plan? If they lapse they lapse - that's their choice. If they're on the books 5 months that five months of coverage they have and 5 months of commission you keep.
This, of course, is a devil's advocate post since I don't employ these methods. However, I only equate unethical behavior with agents who write junk plans.
Who makes more:
Close 4 and keep 4
Close 6 and keep 5
Close 10 and keep 6
Obviously the agent who closed 10 kept 6 had the worse placement yet also made the most money.
We also talk about about pressuring people. But what if you're pressure them into the right plan? If they lapse they lapse - that's their choice. If they're on the books 5 months that five months of coverage they have and 5 months of commission you keep.
This, of course, is a devil's advocate post since I don't employ these methods. However, I only equate unethical behavior with agents who write junk plans.
- Thread starter
- #40
G
Guest
Guest
I agree, I'm speaking about those that do things correctly on here. And we, being more successful and experienced than some, should share our knowledge and integrity with those starting out or struggling because it seems we have common ground.
Worry about the clients and you never have to worry about the money!
R.Liano 2008
