Cold Calling!

[Josh]

Where do you recommend to get the Press 1 leads?

I recommend never getting them. They're completely and totally illegal in the b2c world.

 

[senior-advisor-indiana]

I agree with JDeasy. Over the last 19 months I average a 670% ROI on direct mail leads.

That's not too bad for the average agent....

 

[jdoz]

When you are calling on FE you lose a LOT of people right at the start because you make it sound like it is tied to funeral expenses. A lot of people who buy FE already have their funerals prepaid or they have insurance through their employment that they "think" covers their funeral so they shut their mind down as soon as you say that.
I say that it is an easy to qualify for insurance plan that will not only provide a death benefit for pennies on the dollar but also pays in addition to the other insurance they already have. Many families like to use this plan (if you qualify) to leave money to children or grandchildren or simply to cover funeral, cemetery or other final expenses. A third benefit of this plan Mrs. Smith is that it builds cash value which you can access while you are living to use as your emergancy fund.

You would be amazed at how many (lower income) people are more attracted to the cash value features than the funeral funding.
I used to not understand why people would pay $30 per month into an insurance policy when they really want a savings account. But to them there are a lot of reasons. They know they won't save the money otherwise, they can't say no to needy kids, they have garnishments, etc.
Anyway what works for me is to find out what features of the policy would be most appealing to them before I go down the wrong road.

I quoted this from a thread in the life insurance forum that was a couple of years old and I really wish I would have seen this sooner.
I started cold calling yesterday and after talking to about 50 people and burning through close to 200 numbers, it seems that Newbie is right on the money. When I say "blah blah blah...the reason I am calling is to speak with you about saving money every year on your FINAL EXPENSE plans (arrangements, whatever) they immediately say something to the effect "thanks anyway dearie but I already have all of that taken care of..." then CLICK.
I really think that what Newbie has said is the absolute shiz-nit as far as what to say and what not to, and plan on totally re-doing my script as of right now!
THANK YOU Mr. NEWBIE!