Do you work your book of business?

[WinoBlues]

Another suggestion, is to really work your annual reviews. Send an email asking about life changes, additional debt, and "how much longer do you want your coverage to last"... which is a great question to get the conversation started about additional coverage.

Ive thought about sending the "how much longer do you want your coverage to last?" question as an email to all my term clients. Say that I will compare their answer to their current policy to ensure their coverage is up to date.

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Labels are how I stay "organized" in Gmail/Contacts, along with some folders.

But when sorting to find certain filters, such as "Term Policy" or "Term Client", you can easily do that by using Labels within your google Contacts. And you can add more than 1 label to a contact, so a 20 year term from MoO could have the labels:
"Term Policy"
"California"
"20 year Term Policy"
"Mutual of Omaha Client"
"Married"
"Male"
"Actively Employed"
"Owns Multiple Policies"
etc.

Its not perfect, but it works pretty well and its really easy to make new labels or add a label to a contact. And it lets you easily filter and do targeted emails.

Term = inventory
Term contracts are money.
Same with child riders.

So I received a UL annual report on a deal I did 20 years ago. Over the years I have called, emailed and text reviews. The last few years I have been trying to convert or rewrite the $275,000 20 year term. Generally it is always next year. Except the last two years i did not contract, because covid and Yada Yada Yada. So his term termed out on the 11th. He lost a kidney to cancer 4 years ago. His wife needs the insurance. The company will allow me to back date to the 10th. I send them an email with the options. Full conversion $1,100 $50,000 is $200. So the minimum I make is $2,400 for a text. No underwriting. Lead cost $0.

Labels- Smart.

I tag emails and text now to help future searches.

Thanks for the labels info. I will call you to get all that information in English.

 

[WinoBlues]

Ensuring coverage is still adequate, personal info is correct, Beneficiary is still correct, etc are all part of the annual review process that agents should ideally be providing to clients.

Tomorrow I will post the brm I used to mail. I think your email template idea is a good way to modernize it. But snail mail to some of my seniors may be better for them.

I learn so much from this forum.

Thanks

 

[WinoBlues]

PS...

Term - when I first started building my book I collected orphan term. I converted or rewrote a lot of term. Then I learned about FE and all those orphans. Super easy to AOR or wedge out the salesmen.

You can build a book pretty quick with orphans. But if you don't work it they are still orphans.

 

[shonceman]

I learn so much from this forum.

This is exactly the kind of thread I joined the forums for. This has been a great conversation! Now I'm thinking about whether email would be effective with my particular clientele. And even though I was aware of labels for Google contacts, I've only used them for a group of personal contacts that I frequently email. I've never thought about labeling client contacts in the way @scagnt83 describes. Great stuff!

 

[Travis Price]

Do you keep your no sale leads?

Easy, fast generation tool:

Email
Subject: #NAME, quick question

Do you still need help with life insurance?

Send.

I stole that straight out of SHIFT.

 

[scagnt83]

Google Contact Tags sync with some of the CRMs out there that sync with your email, especially the ones that piggyback and integrate with Google Workspace. So it could potentially enhance the use of a 3rd party CRM as well.

 

[scagnt83]

Do you keep your no sale leads?

Easy, fast generation tool:

Email
Subject: #NAME, quick question

Do you still need help with life insurance?

Send.

I stole that straight out of SHIFT.

Lots of studies have shown that the majority of life insurance prospects have a buying cycle of 3-9 months. Some take in the 12-15 month range.

So that is an excellent strategy to implement.

(annuities are very similar in the time frame for the buying cycle, especially indexed annuities)

 

[scagnt83]

Labels- Smart.

I tag emails and text now to help future searches.

Thanks for the labels info. I will call you to get all that information in English.

Call me and I will talk you through it.

For the benefit of public discussion, here is a screenshot of how it looks in Google Contacts. The red arrow I added points to the place to add Tags or create a new Tag.

Now when you draft an email, you can type in "Clients", instead of a single email address. Then you will see the "Clients" Label from Contacts. Clicking on it will enter all of your Contacts labelled as Clients into the address field of your email. Then you can easily send out your targeted email templets to whatever group you want in just a few seconds. (obviously use BCC line to send out mass emails to clients)

 

[Tahoe Ray]

Do you keep your no sale leads?

Easy, fast generation tool:

Email
Subject: #NAME, quick question

Do you still need help with life insurance?

Send.

I stole that straight out of SHIFT.

I do that with non-responders, not lost sales (which is where they go somewhere else, get declined, decide that they don't want coverage, etc.).

 

[Travis Price]

I do that with non-responders, not lost sales (which is where they go somewhere else, get declined, decide that they don't want coverage, etc.).

So, to each their own.. I do it with my leads, and even if they go somewhere else or don't want coverage.

They either don't respond, tell you no (which I then remove them from my list) or say let's chat..

Ymmv. Who am I to tell you what to do? (Meant jestfully)

I sent it to 16 people. Just as a test. Result in less than 24 hours? 20% response rate. Take that for what it's worth.