Direct Mail FE Targets?

[quamz0]

From my research I found that the best criteria to mail for would be:

Age: 50-80
Income: 15 - 50k

Am I correct? Am I completely wrong? I would like to hear from some guys with DM experience and what they found to have the best ROI and why?

 

[SportsNut]

What about those people who are going to die with incomes from 0 to 14,999...? These folks may need the policy the most since they would be the least likely to have any nestegg saved for funeral costs. I wouldn't want to have to return the comm dollars earned on this segment of FE propects. In fact I would venture to say that you will sell many times over the insurance in the lower bracket mentioned than the 40-50K income range, so if you were going to limit the mailing in any respect I would do so by lopping off the top range, not the bottom end.

 

[Rearden]

I prefer late 50s to mid 70s, no more than $50k income.

Preferably working class black neighborhoods, or Rural America.

 

[coloradoseniormarket]

I prefer late 50s to mid 70s, no more than $50k income.

Preferably working class black neighborhoods, or Rural America.

Trailor parks - the nicer ones are pretty good also.

 

[DataScott]

I work for a Direct Marketing Company, we provide FE Leads for Agents across the county...

We select Ages 48-75 in the lower to mid income ranges, depending on your area.

 

[donamese]

What about those people who are going to die with incomes from 0 to 14,999...? These folks may need the policy the most since they would be the least likely to have any nestegg saved for funeral costs. I wouldn't want to have to return the comm dollars earned on this segment of FE propects. In fact I would venture to say that you will sell many times over the insurance in the lower bracket mentioned than the 40-50K income range, so if you were going to limit the mailing in any respect I would do so by lopping off the top range, not the bottom end.

SN is correct, and while these may be the reported income, they may have more elsewhere that doesn't show. To reduce visits to those who can't afford or qualify, I always call initially and try to ask some questions for an initial pre-qualification.

 

[SirKnight31]

I prefer late 50s to mid 70s, no more than $50k income.

Preferably working class black neighborhoods, or Rural America.

Rearden- I don't work many rural areas but the working class black neighborhoods work. They are conscious that they need insurance and have the lifestyle to keep it in force.

0-14999, I always get chargebacks with that group.

 

[jdeasy]

I don't use any income filters on the bottom side. $50,000 for the top.

Mail ages 50 to 85.

This is what EFES does for me now and what I did with my own mailers.

Basically the only people that are not your target market are the over $50,000 incomes. You can sell some of those but not enough to warrent spending money on an FE mailer. Those are a good target for med sups.

As for calling ahead, I do no pre qualifying. The only thing I discuss on the phone is the appointment. "The more you tell, the less you sell".

The majority of my clents are in the under $12,000/yr range.

 

[HoosierLife]

How can they afford anything at that income range?? If you were to door knock/cold call would you still take the filters all the way to $0 income?

 

[jdeasy]

How can they afford anything at that income range?? If you were to door knock/cold call would you still take the filters all the way to $0 income?

They can't afford to not have a policy in that income range. Doorknocking or calling EFES doesn't have a bottom income filter.

LH doesn't either even though they will tell you differently. When I ran their leads more than half were on medicaid. That's when the level for medicaid was about $700/mo. That was also back whjen I could put those people in a dual MA plan and get $450 deposited in a couple of days.

Can't do that now.