Digital Master Mind. Anyone doing this?

[HoosierLife]

I don't understand your logic. His intro page says he wrote $1,000,000 in FE premium (I assume it's AP and not monthly premium). His page then says he wrote this much with the 30,000 leads his web site generated.

He makes no mention of his agents being a part of anything. Where did you get that part from?

Um...they know each other.

 

[Tahoe Ray]

Incorrect. When I do FE tele-sales I don't chase leads either. It's a 20-45 min conversation if they are a buyer. It's a 1-5 min conversation if it appears to be a non buyer.

Just 4 sales ($50 x 12 = 600 x 4) = $2400 AP. 2400 AP divided by 20 leads =$120 PPL.
OR....600 AP (only one sale) divided by 20 leads = $30 PPL. So it appears he makes only one sale per 20 leads.

Something is amiss with his numbers the way his intro page was worded.

I'm not going to get into a bunch of specifics but you can show up at this conference if you want to find out.

You're assuming that he personally contacts all of his leads.

I can guarantee that Anthony wastes zero time on his leads and almost everyone he talks to directly is a buyer.

 

[WinoBlues]

I am confused.

Why does the PPL matter more than the ""... $1,000,000 in final expense premium over the phone in 2019 as an independent agent on his own pen and carries over 90% 13 month persistency on his telesales business.""?

I have got to think his net income was still pretty high.

 

[theinsuranceman]

Um...they know each other.

I can see that.

 

[theinsuranceman]

I am confused.

Why does the PPL matter more than the ""... $1,000,000 in final expense premium over the phone in 2019 as an independent agent on his own pen and carries over 90% 13 month persistency on his telesales business.""?

I have got to think his net income was still pretty high.

I agree with that.

 

[theinsuranceman]

I'm not going to get into a bunch of specifics but you can show up at this conference if you want to find out.

You're assuming that he personally contacts all of his leads.

I can guarantee that Anthony wastes zero time on his leads and almost everyone he talks to directly is a buyer.

Now I understand, I think. He has maybe 10 fronters each working leads over the phone, doing presentations, etc. These fronters then eliminate the non buyers and toss the buyers to him so he can wrap up the deal.

That would explain why you say "I'm assuming he personally contacts all of his leads" in bold above. It's his fronters, not him, that are contacting the leads first, then feeding him the buyers.

That would also explain "almost everyone he talks to directly is a buyer" is in bold above. The fronters are eliminating the non buyers.

This all works for me and sounds smart. But his intro page made it sound like he did all the presentations himself to write that 1 M. I guess it was worded that way to encourage more $750 tickets to be sold?

 

[HoosierLife]

When I was in the field, I bought 30 DM leads and an assortment of cheap stuff every week. I had an appointment setter too.

I'd write $150-$200k a year.

Do the math. My PPL and closing ratio were horrible.

But I worked 10-4, 3 days a week.

Now, Anthony is a workhorse, but at a certain point, who cares.

You can squeeze every last drop of premium out of your leads OR you can buy/automate your way to the income and family/life balance you're lookout for.

 

[Tahoe Ray]

Now I understand, I think. He has maybe 10 fronters each working leads over the phone, doing presentations, etc. These fronters then eliminate the non buyers and toss the buyers to him so he can wrap up the deal.

That would explain why you say "I'm assuming he personally contacts all of his leads" in bold above. It's his fronters, not him, that are contacting the leads first, then feeding him the buyers.

That would also explain "almost everyone he talks to directly is a buyer" is in bold above. The fronters are eliminating the non buyers.

This all works for me and sounds smart. But his intro page made it sound like he did all the presentations himself to write that 1 M. I guess it was worded that way to encourage more $750 tickets to be sold?

Your assumptions are incorrect.

I'm not going to go into this any further and if you ever go to one of these events, you'll see that the cost of the ticket isn't some giant profit center.

He presents, he writes 1m. He has just figured out a way to get those buyers to him online more effectively. There aren't "fronters". There are people in his agency working leads that haven't completed the process who still get worked and written, just not by him.

His actual numbers are even better than what's being advertised (as an agency).

 

[cmutual]

Thanks Ray

Hey Greg,


Anthony Martin here. A buddy of mine emailed me about this thread so I thought I'd chime in to provide some clarity.

While normally I would never take time to post on this forum, since your comments have expressed concern about the authenticity & credibility behind this conference, I thought I'd offer an explanation to put your speculation to rest.

For reference, I don't earn any money speaking at Jeff's conference. I chose to participate as a speaker this year, as I did last year, simply because I wanted to give back. I'm incredibly grateful for the opportunity bestowed upon me, so I make a point of doing certain things to help others who wish to do the same.

This whole online marketing thing has radically changed my life, and I genuinely want the same for others. In other channels, I've been very open and specific about my success because I was hoping to motivate others about what is possible.

Whether you or anyone else goes to this conference is irrelevant to me. I'm not paying for any of it so the attendance level has no impact on my life. I'm going to have fun with friends no matter what. I do hope I can equip some people though.

Now that we got that out of the way, let me clear up the first thing.

Yes I did personally write over a million dollars in FE AP 100% over the phone in 2019. I did this without the assistance of any other human being.

Now, I don't expect you or anyone to believe that, but that's the truth.

Quite frankly, I wouldn't believe that if I heard someone else say it. I realize it's such an astounding figure for personal FE production that is sounds fake. I don't blame anyone for thinking that.

But it is the truth and here is how it's possible.

You and every other FE agent work leads. I do not. I work application requests. The only people I talked to in 2019 were folks who raised their hand and said, "I want to apply".

I did not have a sales presentation or any kind of sales dialogue. I was simply an order taker much like a cashier rings up your groceries when you go to the grocery store.

I'm not amazing at telesales or sales in general. There was a time years ago when I worked leads and I was really good at selling FE via phone, but those days are long gone. For the last 2 years, I've worked only application requests, so at this point my sales skills would be very very rusty.

When people go to my site they can put in their name, phone and email to see quotes from multiple FE carriers. After seeing those rates, they can hit a button to apply. Those folks have seen the product and rates and just want to apply. Those are the folks I talk to.

My site does all the work for me.

This is literally what I say:

"Hi can I speak with [customer name]? Hi [name] this is Anthony with Choice Mutual. I'm calling you because you submitted an inquiry on our website to apply for some final expense insurance with [carrier they chose]. Did I catch you at a good time? (I'd never ask that if I worked leads)… Great well do you have any questions you want to ask me?"

Most people ask about waiting periods or rates being fixed etc. After I answer their questions, I do a risk assessment and take the app.

I'm usually in an app within 5 mins.

See how stupid easy that is? It's so easy a freakin monkey could do it.

This is not possible with leads. However, when you're talking to applications, you can do that very easily especially with my site. It's January 3 and I'm already at 20k after working 2 days. That isn't possible working leads.

To address your PPL thing…

You're assuming a lot here. The 30K lead figure is just how many leads my site generated as a whole since it's a metric of success. If I counted my callins, that number would go way up. You have to remember the conference is about digital marketing so most folks are marketing online or want to be. Numbers matter and generating 30k leads online is a rather big deal. It's a metric that lends credibility to the speaker which is why it's mentioned in my speaker bio.

I didn't work all those leads. No one person ever could. That said, I never called, even one time, roughly 20K of them. In fact, I only talked to a fraction of the application requests.

It's important to note that all my leads are free. My acquisition cost is $0. I don't pay for any them. Customers find me via Google searches. Google lists my site at the top for most things (or near the top) because I do the best job at satisfying their search intent.

Because my leads are free, I had the luxury of picking and choosing which ones I called or didn't call. In this environment, PPL does not matter.

PPL primarily matters to agents and agencies who have an acquisition cost. For them, it's an important metric to track. Back in the day when I worked leads and had an acquisition cost, I tracked PPL too.

When I have enough agents to work all my leads, then I'll track PPL too. Until then, it's not a metric that will mean anything.

In Q4 of last year I hired some agents. Given my over abundance of leads, it only made sense to.

Those agents work the quote request leads and some app requests. At no point in 2019 or now did any of them or anyone else work leads and funnel them to me so I can write it up.

As I continue to hire and train agents, my personal production will steadily dwindle until eventually it's 0. I'll never write 1 million again because while being a self-made millionaire selling FE via phone from a comfortable office is really cool, making a million dollars in net profit per month is much cooler and that can only be done via a business which is why I'm hiring and training.

Again, last years one million figure is all personal (no agency production).

Hope this clears this up for you or anyone else who may doubt the validity of the comments made.

I'll end with this.

Since I've known them, Jeff Root and the people around him like Nic West and Jason Fisher have all been extremely honest and stand up guys. They've delivered on everything they said they would. They've never lied or embellished or told me any half-truths. I've gotten nothing but great friendships and straight shooting from these guys. Oh and btw, I'm not contracted under them. None of them earn any money off me or my agency.

While I can easily respond to personal scrutiny, I cannot comment about the bio's of the other speakers. That said, I'd bet my website (which is worth millions and millions of dollars) that every single thing said about those other speakers is perfectly accurate and not in any way twisted to get you or someone else to buy a ticket.

Hope to meet you there if you come. If not, maybe another time.

I hope 2020 is your best one yet!

 

[jboussea]

Incorrect. When I do FE tele-sales I don't chase leads either. It's a 20-45 min conversation if they are a buyer. It's a 1-5 min conversation if it appears to be a non buyer.

Just 4 sales ($50 x 12 = 600 x 4) = $2400 AP. 2400 AP divided by 20 leads =$120 PPL.
OR....600 AP (only one sale) divided by 20 leads = $30 PPL. So it appears he makes only one sale per 20 leads.

Something is amiss with his numbers the way his intro page was worded.

I was going to answer this but .. check out A. Martin's reply above... the "app request" is what I was referring to..