Do Lists Work?

[deeddata]

I’m curious to hear any experiences, positive or negative, that P&C agents have had using lists. I’ve seen success stories and also not so successful campaigns.


Full disclaimer, I am a little biased as a compiler of data for the insurance industry. Specifically, our niche is in providing information on families that are nearing the first anniversary of their home.


Some of our clients love us, some of us hate us. My thought is the results of direct mail or telemarketing depends on a host of factors that start with the list but go beyond the list.


For example, great copy is important, but before copy there are IDEAS, so it comes down to an agency’s unique selling proposition. A clear call to action, testimonials, the ability of CSR’s to convert responses, etc etc – I have seen these and many other variables effect the outcome of a direct mail or telemarketing campaign.


Talking to agents day in and day out, I hear from both camps that direct mail never works, and that direct mail is a steady stream of new business. Any thoughts?

 

[oicu812nbama]

internet leads where someone has volunteered their info is better. if your upstate, knock on doors, smile and give them your card. keep in mind, the average person thinks that you personally determine rates and settle claims. so being personal will make you stand out.

 

[VaDwayne]

I’m curious to hear any experiences, positive or negative, that P&C agents have had using lists. I’ve seen success stories and also not so successful campaigns.


Full disclaimer, I am a little biased as a compiler of data for the insurance industry. Specifically, our niche is in providing information on families that are nearing the first anniversary of their home.


Some of our clients love us, some of us hate us. My thought is the results of direct mail or telemarketing depends on a host of factors that start with the list but go beyond the list.


For example, great copy is important, but before copy there are IDEAS, so it comes down to an agency’s unique selling proposition. A clear call to action, testimonials, the ability of CSR’s to convert responses, etc etc – I have seen these and many other variables effect the outcome of a direct mail or telemarketing campaign.


Talking to agents day in and day out, I hear from both camps that direct mail never works, and that direct mail is a steady stream of new business. Any thoughts?

I recently bought a list from USAData and I called 34 people tonight. !0 numbers were no longer working, I spoke with abou 16 people or so, and set 2 appointments.

 

[briko3]

VaDwayne,

Just out of curiosity, what exactly do you say when you call them?

Your help is much appreciated.

 

[djs]

Lists work if you work the list.

The day of internet leads for homeowners is come and gone, unfortunately. Different areas may have different results, but in the bay area, you will have significant competition.

Seriously, I've done a decent amount of direct mail over the last year, using lists of homeowners and their xdates. When I started, I expected a flop (low expectations) but was willing to try it out. It far exceeded my expectations, to the point I've kept doing it. I've tried to improve my system, everytime I make a change, results go down.

As a side point, I've talked to several homeowners who have called me and asked why it appealed to them. The answer is always that my offer is very clear, straightforward, personalized, and says a lot in very few words.

For those who don't know, I generate a quote, based on public record info, and mail it to them. It is tailored to their house, and gives them a price with multiple deductibles to choose from.

I don't just lowball quotes, probably 80% are sold at the price quoted, plus any changes requested by the homeowner (additional coverages, whatever). 10% are sold at a lower premium due to being eligible for additional discounts. 10% have issues, such as major remodeling that isn't in public records, or public records are wrong.

Like I said, lists work if you work the list. They have a bad habit of not selling themselves.

Dan

 

[VaDwayne]

VaDwayne,

Just out of curiosity, what exactly do you say when you call them?

Your help is much appreciated.

I changed my script about half way through and I began to get proples attention. It went like this:

Good afternoon,

My name is Dwayne Armstrong and I am an independent insurance agent here in Waynesboro. If you are like me, I am sure you hate to get phone calls out of the blue, but, can you give me 30 seconds to explain why I am calling?(99% will say yes, and now it's their idea, plus you will peak their interest)

My firm specializes in senior citizens benefits. I would like to do an insurance review with you. It will take about 20 minutes. I have some time next week(the closer the better, like tomorrow), which day would be most convenient for you?

SHUT UP, and don't you dare speak until they give you an answer. If you speak first, YOU WILL NOT GET THE APPOINTMENT!!!!

On the phone, SELL THE APPOINTMENT NOT YOUR PRODUCTS, you have a 1,000,000% chance that you will sell them face to face, then over the phone.

If they ask what type of insurance you are selling, and they will, explain to them that this is why you would like to set down with them.

I have only been selling insurance for 2 weeks, but this is old school phone techniques. I used itf or 20 years in the car business,

REMEMBER, SELL THE APPOINTMENT !!!!!

GOOD LUCK

 

[briko3]

Thanks Dwayne, this is exactly what I need. I just need to know of stuff that works so if I have a bad day, I know it's not the script, just the luck of who I contact.

Thanks!

 

[somarco]

Hard work is good.

Luck is better.

 

[VaDwayne]

Hard work is good.

Luck is better.

That's funny, it seems the harder I work the luckier I get.