Direct Mail for LTC?

[Phi Kappa Phi]

Every mailing (zip code) produces different response rates. Ten years ago, 4%-5% was normal. Today it's .5%-1.0%. I just finished one that produced 1.25% (to my surprise)

Mailings are not a one-shot deal. It should be a monthly committment, and the amount should be based upon your budget.

Everyone markets differently but for me, approximately 70% of my business comes from response cards.

I plan on doing 2 mailings per week. May I ask what your average premium off a mailer is, and do you cross sell?

 

[Arthur Rudnick]

previously posted by Phi Kappa Phi

I plan on doing 2 mailings per week. May I ask what your average premium off a mailer is, and do you cross sell?

If I mail out 1,000 and receive 10 responses back (1%), I should make 2 sales.
2 sales could be 2, 3 or 4 applicants. My average premium runs about $3,500 ea.
So, on a $500 investment, I'll do about $10,000 in premium.

Keep in mind this is not a 10-day process. From the initial phone call to taking the app could take weeks, months or in some cases longer.