- 8,448
Hello All,
We're trying to replace our loss of health insurance revenue by marketing other products, with one of them being Final Expense.
Our agency is participating in a pilot program where an insurance company sends us cards that prospects have filled out saying that they're interested in Final Expense insurance.
In order to receive the leads we had to agree to: 1.) Only present the Life Ins company that furnished the lead. 2.) Go and see the person without calling first.
I told my manager that I'd take 6 of the prospects, prepare quotes and go see them. Here are my results...
#1) Trailer Park. The prospect wanted to look at getting life insurance later. Says she really needs a MedSupp now because she was just approved for Medicare disability. I gave her the MedSupp price, at which she balked and said she'd shop around.
#2) High-Rise Low Income Bldg. The guy wouldn't talk to me unless I agreed to take him to the Veterans Administration clinic first. As a veteran myself, I was tempted to help him, but I don't own a wheelchair fitted van.
#3) An adjacent High-Rise Low Income Bldg. The prospect's apartment door was wide open. She was laid back on a couch, about 45 years old, wearing a see-through ragged T-Shirt. Couldn't see what else she had on because fat rolls were spilled over on her legs. Three guys had chairs pulled up to the couch talking to her. She wanted Final Expense but was "too busy" with her company at the time. I left the information/illustration with her and went on my way.
#4) Actually a promising one! Lady in a middle-class neighborhood. Age 77. Talked to her briefly at her door, left quote/packet and will stop back by this week. (I forgot to get her phone number and, unlike the others, she didn't write it on her card.)
#5) Gang-Banger/Drug-Dealer Row Apartments in the middle of the forest with only one way in and one way out. Was relieved that the babysitter who answered the door said that the prospect was at work. Left quickly...will never follow-up.
#6) I broke the agreement and called this one because she lives 30 miles away. Considering the track record with these F.E. leads, I wasn't about to drive that far without pre-qualifying her. Good thing I did! Age 56, female, smoker, just had a stroke 2 months ago. Daughter now scared and wants to get life insurance on the mom.
These were all leads from a suburb of Chicago. You'd expect them to be pretty good... But, would a person of pretty high integrity actually put their name, phone, DOB, address on card and drop it in the U.S. mail for anyone and everyone to see? I wouldn't do this. Could it be that this method generates leads that are of the lowest quality? Any feedback or constructive advice?
-Allen in Chicagoland
We're trying to replace our loss of health insurance revenue by marketing other products, with one of them being Final Expense.
Our agency is participating in a pilot program where an insurance company sends us cards that prospects have filled out saying that they're interested in Final Expense insurance.
In order to receive the leads we had to agree to: 1.) Only present the Life Ins company that furnished the lead. 2.) Go and see the person without calling first.
I told my manager that I'd take 6 of the prospects, prepare quotes and go see them. Here are my results...
#1) Trailer Park. The prospect wanted to look at getting life insurance later. Says she really needs a MedSupp now because she was just approved for Medicare disability. I gave her the MedSupp price, at which she balked and said she'd shop around.
#2) High-Rise Low Income Bldg. The guy wouldn't talk to me unless I agreed to take him to the Veterans Administration clinic first. As a veteran myself, I was tempted to help him, but I don't own a wheelchair fitted van.
#3) An adjacent High-Rise Low Income Bldg. The prospect's apartment door was wide open. She was laid back on a couch, about 45 years old, wearing a see-through ragged T-Shirt. Couldn't see what else she had on because fat rolls were spilled over on her legs. Three guys had chairs pulled up to the couch talking to her. She wanted Final Expense but was "too busy" with her company at the time. I left the information/illustration with her and went on my way.
#4) Actually a promising one! Lady in a middle-class neighborhood. Age 77. Talked to her briefly at her door, left quote/packet and will stop back by this week. (I forgot to get her phone number and, unlike the others, she didn't write it on her card.)
#5) Gang-Banger/Drug-Dealer Row Apartments in the middle of the forest with only one way in and one way out. Was relieved that the babysitter who answered the door said that the prospect was at work. Left quickly...will never follow-up.
#6) I broke the agreement and called this one because she lives 30 miles away. Considering the track record with these F.E. leads, I wasn't about to drive that far without pre-qualifying her. Good thing I did! Age 56, female, smoker, just had a stroke 2 months ago. Daughter now scared and wants to get life insurance on the mom.
These were all leads from a suburb of Chicago. You'd expect them to be pretty good... But, would a person of pretty high integrity actually put their name, phone, DOB, address on card and drop it in the U.S. mail for anyone and everyone to see? I wouldn't do this. Could it be that this method generates leads that are of the lowest quality? Any feedback or constructive advice?
-Allen in Chicagoland
