Daily Cold Call Stats

[Justin Bilyj]

I like this thread. Since I've been working on my own now for about four years, I've found myself in a "slump" (I worked for 6 yrs prior in a fantastic company as far as camaraderie went, but not enough commissions, so bailed and went out on my own).

I should add that I moved and became engaged, and slowed way down with working. I had a lot less bills, which I think made me get a little lazy, and developed very poor habits (watching tv, going to the casino nearby (yikes)unfortunately, and the longer I stayed away from prospecting, the harder it was to get going again.

I used to get most my biz from CC, and managed to get quite a bit (was making about @25k a quarter with health insurance and cross selling). I'm doing nothing near that now. -___-

With that said, I am getting back into it, writing my goals down and trying to reach them daily. Today, though, I was slow to keep going at it. I did make 20 calls right away at 10pm, the second call gave me a solid appointment, if closed will net me a minimum of $249 ish. That would be a small acci-flex Assurity plan, and I am also hoping to put his wife on critical illness (he doesn't qualify) which would bring another $250ish. I know, I know, it's not a done deal until it's issued. I've done this long enough though to know when I've basically sold the deal on the phone. Lay down deal...

Yesterday I closed two Assurity CI plans face to face, which were from CCs last week (out of about 40 Cold Calls). $101 in premium, between the wife and hubby, it is already in underwriting and a clean app. This appt will bring in $545ish (9 month advance), the rest as earned, then 10%.

Today I also took a break after the first 20, then went back at it for about another 50 or so dials. Not as much luck, but did manage to get some warm interest going. Going to walk and talk into some of the places I called tomorrow where people were receptive, since they are nearby, and introduce myself.

I know the stats, 100 calls should bring in 2 appts...or for every 20 people you talk to 2 appts.

Anyway, hope it's acceptable for me to just jump on in...I love to hear of others' cold calling days. It's Motivational!!!!. I am hoping to get my MOJO back up to making 200 calls every Monday, at the very least. And, the goal is 4 new clients per week. Should be doable.

You are cold calling for this? Are you doing businesses for CI?

 

[Lakshmi]

Yes, primarily cold calling. I do walk and talks too, but not as much.

Yes, I call only businesses. Literally, I look up the yellow book businesses online and start dialing. I love that it's free. I used to spend about $4000 on leads a year when in primarily the health biz, but that was only for a few years, and I gave that up years ago.

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Ideally, I would like to be writing disability first, but the people I talk to are highly annoyed that they now have to pay more for their health insurance and have $12000 OOP for family deductibles. They love the fact that a CI can cover their deductible, AND pay that health insurance premium (among other expenses) for them when/if they end up with a critical illness.

I actually wish Assurity had an Accident plan only (not the acci-flex), with CI combined. But, we do what we can....if the people can afford it I do Life, Disability, and CI...In that order. I have accounts like that with the more well to do families.

But when you have a family making just over the threshold of a subsidy, a $1000 premium and business overhead out the rear end, there's not enough left. I do offer BOE as well when it's affordable and feasible.

ALright, back to the phone I go...

 

[Justin Bilyj]

Yes, primarily cold calling. I do walk and talks too, but not as much.

Yes, I call only businesses. Literally, I look up the yellow book businesses online and start dialing. I love that it's free. I used to spend about $4000 on leads a year when in primarily the health biz, but that was only for a few years, and I gave that up years ago.

----------

Ideally, I would like to be writing disability first, but the people I talk to are highly annoyed that they now have to pay more for their health insurance and have $12000 OOP for family deductibles. They love the fact that a CI can cover their deductible, AND pay that health insurance premium (among other expenses) for them when/if they end up with a critical illness.

I actually wish Assurity had an Accident plan only (not the acci-flex), with CI combined. But, we do what we can....if the people can afford it I do Life, Disability, and CI...In that order. I have accounts like that with the more well to do families.

But when you have a family making just over the threshold of a subsidy, a $1000 premium and business overhead out the rear end, there's not enough left. I do offer BOE as well when it's affordable and feasible.

ALright, back to the phone I go...

Whats your intro like for the small businesses?

 

[Lakshmi]

Hi this is ____ with ______. I'm the area rep for this county. How are you?
______Great!! The reason I'm calling is we've recently been able to help small business owners out with financial protection that will pay them cash up to XXXX (whatever here), in the event of a critical illness or disability...Do you have any coverage like that? How about life insurance?____How about health insurance?______(doesn't matter what they say here bc with or without any of it but it will depend on what you say and then do if you get in the door).

Ok, I will be very brief with you and if you like what I have to say we will get you some more information, if not, I will remove you from our calling list and you will not be bothered in the future, fair enough? _____

Again, our programs are designed for small business owners, like ourselves. We have simplified underwriting, which means no medical exams and urine samples, there are no waiting periods, no income verification in most cases. And, we even offer a way to get 100% of your premiums back. If you were to suffer a heart attack, stroke, cancer (the ones I sell cover a lot more than just those though). Could your business use an extra $50,000 to $100,000 ??? Ok, what if you had an accident and couldn't work? Would an extra (whatever your plans cover here---I go with what the person would most likely make each month minus 40%)?

Ok, great!!! (Then here I go into qualifying the prospect with all the necessary questions).

Wonderful, Great, Fantastic (whatever you like here). Based on the information you gave me here, we can certainly improve your situation a great deal; what I need to do is set up a time to meet that works for you and your wife, etc....what's best? ______ I give two options here...

I think you get the gist now. Basic old traditional script just modified.

After it's pinned down, I briefly tell them what to expect when I get there...I won't take up much of your time,.....fill in the blanks here....If we find a plan that works for you and is affordable we can fill out some paper work to make sure you qualify, and submit an application. Fair enough?

This is basically what I go with but I generally have this for a stubborn/leary prospect. Usually I try to open a natural dialogue with them, discussing their health insurance and deductibles, etc to find the wholes and gaps they have in their portfolio, etc.

I also work to get a good amount of comfort and rapport on the phone so we're almost all set to go when I get there.

Of course, I always at the end thank them for their time and tell them I look forward to helping them with all of their financial protection needs.

I have to fly, hubby's waiting on me to go to dinner. Pardon if there are typos...in a hurry.

Hope this is understandable.

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I actually found this here from a guy who sells Assurity too. Although it's more similar to my old health insurance script... I modify these things to suit my needs, but it's almost always the same ingredients.

Who am I, What I do, AND most importantly how can I help my clients (what's in it for them).

There truly is a need for gap insurance, more so now than ever. Many people need help covering deductibles, and many self employed people would like to be able to protect their incomes. It's a win win when you get the right people on the phone.

 

[Justin Bilyj]

Hi this is ____ with ______. I'm the area rep for this county. How are you?
______Great!! The reason I'm calling is we've recently been able to help small business owners out with financial protection that will pay them cash up to XXXX (whatever here), in the event of a critical illness or disability...Do you have any coverage like that? How about life insurance?____How about health insurance?______(doesn't matter what they say here bc with or without any of it but it will depend on what you say and then do if you get in the door).

Ok, I will be very brief with you and if you like what I have to say we will get you some more information, if not, I will remove you from our calling list and you will not be bothered in the future, fair enough? _____

Again, our programs are designed for small business owners, like ourselves. We have simplified underwriting, which means no medical exams and urine samples, there are no waiting periods, no income verification in most cases. And, we even offer a way to get 100% of your premiums back. If you were to suffer a heart attack, stroke, cancer (the ones I sell cover a lot more than just those though). Could your business use an extra $50,000 to $100,000 ??? Ok, what if you had an accident and couldn't work? Would an extra (whatever your plans cover here---I go with what the person would most likely make each month minus 40%)?

Ok, great!!! (Then here I go into qualifying the prospect with all the necessary questions).

Wonderful, Great, Fantastic (whatever you like here). Based on the information you gave me here, we can certainly improve your situation a great deal; what I need to do is set up a time to meet that works for you and your wife, etc....what's best? ______ I give two options here...

I think you get the gist now. Basic old traditional script just modified.

After it's pinned down, I briefly tell them what to expect when I get there...I won't take up much of your time,.....fill in the blanks here....If we find a plan that works for you and is affordable we can fill out some paper work to make sure you qualify, and submit an application. Fair enough?

This is basically what I go with but I generally have this for a stubborn/leary prospect. Usually I try to open a natural dialogue with them, discussing their health insurance and deductibles, etc to find the wholes and gaps they have in their portfolio, etc.

I also work to get a good amount of comfort and rapport on the phone so we're almost all set to go when I get there.

Of course, I always at the end thank them for their time and tell them I look forward to helping them with all of their financial protection needs.

I have to fly, hubby's waiting on me to go to dinner. Pardon if there are typos...in a hurry.

Hope this is understandable.

----------

I actually found this here from a guy who sells Assurity too. Although it's more similar to my old health insurance script... I modify these things to suit my needs, but it's almost always the same ingredients.

Who am I, What I do, AND most importantly how can I help my clients (what's in it for them).

There truly is a need for gap insurance, more so now than ever. Many people need help covering deductibles, and many self employed people would like to be able to protect their incomes. It's a win win when you get the right people on the phone.

Great post for a newby here. Keep it up!

 

[Lakshmi]

Thank you!! I'm here to learn. I have had the best success with that script so far. Even over straight walk and talks.

It's still so new to me to be cold calling strictly CI and DI to get in the door. I worked health insurance to get in the door all the way up to 03/31

It's like going from a two wheel bike to a one wheel bike. My phone pitch was down for health insurance to the point I could do it in my sleep.

That's why I'm here I suppose. To hopefully gain more knowledge on how to prospect outside of what I am wired to do.

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Starting cold calling right at 9am. Doing that until 11 or 12, then lunch, then hitting the pavement to stop at businesses where I found warm leads yesterday.

 

[EugeneM]

Too many pages on this thread - forgive me if I am wrong -

You doing group health/ supplemental products?

If you are dealing with the 50+ employee arena you might to check out miedge.

They provide lists of 5500 forms in CSV format which you can use for calling for these types of products.

Gives you everything. effective dates, all lines of business, carrier/broker info, commission amount, Plan Admin's name and direct contact - its fricking sweet. I have a subscription for California. I attached an example.

 

[Jewelsy]

I have always got an average of one appointment out of every ten cold calls made. Health or Life.

 

[morefice]

I work at an insurance marketing company and while I don't actually walk, I do think it is important for those that do... to wear a name tag... with their name and insurance company name... I think it makes someone look more official and credible. I also think its important to wear that same name tag when you are out a lunch... running errands, etc. It is a great conversation starter.

When you are in the insurance business, especially life, its important to let everyone you know... know what you do... especially at places like your place of worship, gym, children's school, etc. The name tag is a great way to tell people what you do... without feeling like you are in constant sell mode.

You can get custom name tags ... with color for around $10 from most of the chain office supply stores.

 

[Jewelsy]

I'm not sure if the name tag idea would work for me. If I saw someone with a name tag, I would think they were either in some kind of group seminar, or they are out to sell someone something. It would kind of turn me off to them actually. It may work for some others though. I believe in approaching people when out walking and talking, in a very down to earth manner. Instead of a salesy approach, I chat with them first about their shop or whatever it is they're doing there. Find something in common quickly, get them to like you right away, be genuine and sincere . Let them feel like you can relate to their situation or that you understand where they are coming from. I have never liked the direct sales approach or quick talking salesman. That way doesn't work. They have to have a sense of trust for you, then talk to them about their ins needs or whatever. Even when I make cold calls, I use this approach, unless I'm reading the person, and I can tell a different approach would be better. Now when you go out on appointments, especially affluent clients, every effort of professionalism must be taken. But just walking and talking business, I prefer not to come in their shop appearing to sell them something. When it comes to marketing my business to friends, church members, etc. I only bring it up if I am talking one on one with someone and it seems appropriate at the time. The time to get more pushy, is when you are closing the sale. That's just the way I do it and I get a lot of appointments from cold calls and then close them too. You are selling yourself.