Door knocking aged leads?

[rousemark]

I know you're talking DM leads, but as far as changed addresses...I just got a call from someone that was referred to me from a referral from a cold door knock a few years ago.

I was working a targeted data list and the person I was looking for didn't live there anymore. The lady that did live there had been there a couple of months. She thought it was cool that guys still knocked doors, she didn't know that was still done. To make a long story short, I replaced her Med Supp. I've had 3 people call me that she referred to me. Automatic sales. 4 clients and 8 policies off a wrong address. Now I'll be writing at least one more policy on a new client that was a referral from a referral.

Moral of the story....wrong addresses can be good.

All a person needs is someone who will talk to them.. A salesman will turn the conversation to opportunity.

 

[goillini52]

All a person needs is someone who will talk to them.. A salesman will turn the conversation to opportunity.

And that's why I DO consider names off of a "targeted data list" to be leads, in spite of what anybody else thinks. It's somebody that I want to talk to.

 

[NSRH]

This is a good method for a new agent to train for cheap.

If youre not a new agent and just tight on cash, this is a temporary fix.

You need to get on a REAL lead system, and work it correctly and consistently. Door knocking aged leads is a horrible experience, you'll get burnt out, and you'll end up blaming your upline for your failure (most do).

Find a proven mentor, learn to sell, and spend money money on marketing. If anyone tells you anything different, and you listen, you deserve whats coming your way.

Good luck

 

[Willie2358]

This is a good method for a new agent to train for cheap.

If youre not a new agent and just tight on cash, this is a temporary fix.

You need to get on a REAL lead system, and work it correctly and consistently. Door knocking aged leads is a horrible experience, you'll get burnt out, and you'll end up blaming your upline for your failure (most do).

Find a proven mentor, learn to sell, and spend money money on marketing. If anyone tells you anything different, and you listen, you deserve whats coming your way.

Good luck

New agent here and thanks for your input I am not opposed to spending money to make money. What I am limited on how ever is time as I am an IT contractor and work days I'm off by 3:30pm and ideally would like to run an appointment or two after work daily. I was looking for a Saturday routine my ideal currently is to dial hot lead sessions early morning say 8-10 am to set my week then door knock my old leads that way I can present the card to them and tell them I have some info I was just in the area and thought I'd stop by.

 

[KRobby]

Excellent point ... also Benedict didn't seem to put much importance on the age of a lead. When I listen to his talk on door knocking, it is evident that he will keep after a lead for years. Even if he gets in to make a presentation, if the lead didn't buy that day, he puts it in another folder to "ferment" for a few years and then he'll go back again, because something may have changed that would now make the lead more receptive to buying life insurance.

Doug Massi says that he will buy up any unworked DM lead in his area regardless of age. He does not let the age of the lead be a deterrent when it comes to direct mail leads.

I had my best month so far in September, and half of what I wrote was from aged leads, some of which were not from my own mailings. I have so many unworked aged leads that I could probably shut my direct mail down for two months or more and not run out of doors to knock. It probably would not affect my production as many of the leads rolling in from fresh mail are duplicated, some more than once, in my aged lead file I carry with me in my car. An agent should focus on the "lead" portion and not the "aged" portion of an "aged lead."

One thing I would do is this: If you have an aged lead that says "2017 Benefit Information" or even older (I recently sold a policy to a 2016 DM lead I had bought from @Rearden almost two years ago) I take a black sharpie and redact that from the lead. So when I show them the lead card, they see "for Pennsylvania Citizens" but not the fact that it was mailed a year or two ago.

The goal, as Benedict's line shared by krobby underscores, is not to give them a quote at the door so they can porch you and let you think "well I tried." The goal is to get in the door and give a final expense life insurance presentation.

Nice, I've been meaning to ask how you did on those aged leads. I was skeptical that they were trash until he said they were free, so there was no reason to lie that they were mostly unworked. Mr. Duford also has a video floating around talking about the value of unworked aged leads. I'm not following what you mean with the black sharpie. Do you mean just cross out the date?

 

[DayTimer]

I'm not following what you mean with the black sharpie. Do you mean just cross out the date?

 

[goillini52]

View attachment 4771

DT learned how to redact from the DOJ.

 

[KRobby]

View attachment 4771

haha that's great. Nobody says anything about what's crossed out?
I heard something long ago about making a copy of the lead and covering up the date so that it's blocked out.

 

[DayTimer]

haha that's great. Nobody says anything about what's crossed out?
I heard something long ago about making a copy of the lead and covering up the date so that it's blocked out.

I haven't had anyone ask yet ... but if they do I figure I'll just say that "that was the name of the agent who was supposed to get this information out to you, but since he didn't, they asked me to make sure to take care of you. Where can we sit down for a quick minute?"