FE TV Commercials

[jdeasy]

Let me

I'd start with a conversation.

give

I'd start with a conversation.

let me give some unsolicited advice. Advice I was given many years ago and didn't always heed; don't *** with happy!

 

[JRoot]

People - The issue here is about risk. Who is taking ALL the risks

It cost us hundreds of thousands of dollars in R&D until we got the price down to an acceptable level for agents. We have our own studio, actors, scripts, tech and buy the media ourselves. Since inception we've lost money on every single call we've generated and still do, but we make it back on the backend with our agency overrides to make this work. We rely on our agents to make sales to keep this program going. So are agent's really taking all the risk?

$1,000 premium @ 110% = $1,100. At the unicorn level of 90% retention = $990. Advance at 75% = $742.50 cash - $307 CPA (at 33% close) = $435 cash flow not bad.

Your results are different than ours. Our average premium is $1150-$1200+ every month on TV leads. Agents 3 months in averaging over $10k/mo and are at 115%-120% contracts. Not to mention custom telesales processes with several carriers to give our agents even more of an edge... like Mutual of Omaha "text to sign" so no-email or computer required.

Also you can't factor in 90% retention when doing an immediate cash flow analysis. If doing an annual cash flow projection, for sure.

2) Does Digital BGA offer contracts with high first year commissions for experienced independent agents?

With proof of production, yes we do. Agencies too.

There was a guy on here 5 or 6 months ago with digital but was leaving to go f2f.He said he was doing $20k plus a month of business in the top 10% but after cost of leads and persistency he was only netting $4-$6K a month . He said he couldn't survive with a family at that wage.

Not sure who this is, but not everyone is cut out for telesales. This definitely isn't the norm for those doing $20k+/mo.

That sounds awful that you pay even if they hang up immediately or there is no sound.

What's not being said is the lead shows up in your CRM immediately to call back with the name from the caller ID. Agents make sales on those consistently.

Also, closing rates went up after we took away the buffer because there's no safety net and agents tried their best of every call from the very start. We also did this in live transfers and the same thing happened - sales rates went up.

Sr Life continues to hold the price of their TV leads at $34 each

Clarify for us your TV leads Greg. My understanding is that when a TV lead comes in at Senior Life the agent doesn't get that call directly. They get access to that lead minutes after to call back. So it's a TV Callback lead, right?

I'm just looking for TV leads from as many sources as I can to work and compare

If one does pop up, the volume will be scooped up by the big call centers - they can't get enough of these. We've been approached by many to sell them our leads but it's not our model.

 

[theinsuranceman]

theinsuranceman said: ↑
Sr Life continues to hold the price of their TV leads at $34 each.

Clarify for us your TV leads Greg. My understanding is that when a TV lead comes in at Senior Life the agent doesn't get that call directly. They get access to that lead minutes after to call back. So it's a TV Callback lead, right?

First , the agent downloads the leadstheway app to their smart phone. App is from Sr Life.
Then....

Ms. Jones sees the TV commercial and calls the 800# at the bottom of the TV screen. Her call is answered by one of the operators. The operator gets Ms. Jones's name, b' date, address, zip, email address, etc.

Then the operator asks Ms. Jones if she has time to speak with a licensed agent. If Ms. Jones says yes, and let's say she's calling from OH, then all agents that are licensed and appointed in OH will receive a notification that a live transfer is available on their smart phone from the leadstheway app. The first one to buy it gets it immediately transferred to them and the lead notification immediately disappears. Leads go only to one agent. Agents must have a credit or debit card on file to use this app.

However, when the operator asks Ms. Jones if she has time to speak with a licensed agent, she usually is already procrastinating by saying something like "I don't have time right now but make sure they call me back". Then they both hang up. When they both hang up, all agents licensed and appointed in OH receive a notification on their phone. This type of notification lets these agents know a lead just came in but it's not a live transfer, it's a call back. Once again the first agent to purchase this type of leads is the only one to get it.

The agent who purchases this lead will call Ms. Jones right back. This lead is less than 3 min. old. Still red hot. And even though Ms. Jones told the operator she didn't have time to speak to a licensed agent, when the agent calls her back you'll find she can spend 30 min to an hour on the phone after all.

These call back leads sometimes will sit for a few hours, maybe even a few days, before an agent purchases it. The lead notifications are in a list till purchased at which time they disappear. The leads at the top of the list are the leads closest to the agent, using GPS. As you go down the list the leads are further and further away. Each lead notification will also have the # of miles away from the agent that lead is, using GPS. That feature is for field agents to grab if that lead is in area that they are working DM leads for ex. Even if an agent purchases a call back lead 3 days old that's still red hot. Field agents would kill for DM leads just 3 days old.

The reason the operator gets the caller's info before transferring the caller to an agent is so if the call gets dropped the agent can call Ms. Jones right back and still has all her pertinent info she gave the operator.

These notifications are for TV leads, FB leads, online quote request leads, Multui source leads (people who were turned down by another carrier but are now applying with Sr Life. Ages 0-85 cannot be turned down with Sr Life, even if in the hospital in a coma, incarcerated, in a nursing home with alzheimers, etc. And all forms of payment are accepted for the initial payment except cash).

The SLICE app that's been downloaded to the ipad will do a script check, verify account accuracy, and even let you know if the money is in the account.....doesn't matter if the agent is on the phone or face 2 face while agent is still in conversation with Ms. Jones. That way any surprises can be handles immediately, rather than a day or 2 later.

Hope that answers your questions.

 

[BarryNY]

theinsuranceman said: ↑
Sr Life continues to hold the price of their TV leads at $34 each.

Ms. Jones sees the TV commercial and calls the 800# at the bottom of the TV screen.

However, when the operator asks Ms. Jones if she has time to speak with a licensed agent, she usually is already procrastinating by saying something like "I don't have time right now...

I don't get it...why would anyone WHO MADE THE CALL IN...say "I don't have time right now"?
It almost sounds like this is the answer from someone who was contacted by outbound marketer...

Please explain the logic on this happening on an inbound call...thanks.

 

[theinsuranceman]

I don't get it...why would anyone WHO MADE THE CALL IN...say "I don't have time right now"?
It almost sounds like this is the answer from someone who was contacted by outbound marketer...

Please explain the logic on this happening on an inbound call...thanks.

Heck, I don't know. It's the FE market. Nice people for the most part, but terrible procrastinators when it comes to taking care of business. Just look at how they take care of their surroundings, their living conditions' cleanliness, their bills (think insurance persistency), etc.

The same procrastination is also in place for face 2 face sales too. Why would anyone who mailed the FE card in tell the agent I didn't send that card in, I'm busy today because I have one doctor appointment, not answer the door, etc. Or even, after a world class presentation say "it sounds pretty good, I like the price, I know I need it, but I need a few weeks to think about it"...lol.

I think a % of the prospects who made the call in were thinking they'd have something mailed to them. Just like a % of the prospects who mail the card in are thinking they'll have something mailed to them. Every field agent has heard, if door knocking, "I didn't know someone would come by, I thought ya'll were going to mail me something".

 

[BarryNY]

Heck, I don't know. It's the FE market. Nice people for the most part, but terrible procrastinators when it comes to taking care of business. Just look at how they take care of their surroundings, their living conditions' cleanliness, their bills (think insurance persistency), etc.

The same procrastination is also in place for face 2 face sales too. Why would anyone who mailed the FE card in tell the agent I didn't send that card in, I'm busy today because I have one doctor appointment, not answer the door, etc. Or even, after a world class presentation say "it sounds pretty good, I like the price, I know I need it, but I need a few weeks to think about it"...lol.

I think a % of the prospects who made the call in were thinking they'd have something mailed to them. Just like a % of the prospects who mail the card in are thinking they'll have something mailed to them. Every field agent has heard, if door knocking, "I didn't know someone would come by, I thought ya'll were going to mail me something".

Mailing in a card - could be weeks before they are knocked - not the same thing.
Calling and thinking all they need to do was give an address to get information - yes that's a possibility...

 

[rousemark]

I don't get it...why would anyone WHO MADE THE CALL IN...say "I don't have time right now"?
It almost sounds like this is the answer from someone who was contacted by outbound marketer...

Please explain the logic on this happening on an inbound call...thanks.

Becasue they don.t want to be "sold"

 

[jdeasy]

Mailing in a card - could be weeks before they are knocked - not the same thing.
Calling and thinking all they need to do was give an address to get information - yes that's a possibility...

"The only one making any money (selling you a $65 inbound call no buffer) at a contract rate of 110% is the agency selling you that lead... No risk - all profit..."


Ha!!

Barry speaking truth to power!!

I love it!!

But be warned, power doesn't like it when truth is spoken. Especially in public.

 

[JRoot]

"The only one making any money (selling you a $65 inbound call no buffer) at a contract rate of 110% is the agency selling you that lead... No risk - all profit..."


Ha!!

Barry speaking truth to power!!

I love it!!

But be warned, power doesn't like it when truth is spoken. Especially in public.

This has been great awareness of our platform. Appreciate the engagement guys.

JD - Guess you didn't read my comment above addressing this. I'll add that not one agent has lost money taking these high intent call ins - we see all the sales data connected to each call. That's how we continue to improve the platform. However, DigitalBGA has lost money on every single call generated so far and we make it back on the override. That's a true partnership where we rely on agents to perform and agents rely on us to perform.

Not to mention average premium is 50% more with our TV leads than f2f sales with no windshield time and working from anywhere with an internet connection.

Barry takes jabs at us from the sidelines because of his currently shut down TV Lead platform built on a house of cards. Sourcing 100% from 3rd parties who profit off calls being sold to his agents and not policies being sold is destined for failure. If it comes back again, it won't be for long. The rug will be pulled again.

JD - You've been outspoken against telesales. One day you'll step down from that soapbox and embrace the change that's happening. There's plenty of room for all of us.

 

[jdeasy]

This has been great awareness of our platform. Appreciate the engagement guys.

JD - Guess you didn't read my comment above addressing this. I'll add that not one agent has lost money taking these high intent call ins - we see all the sales data connected to each call. That's how we continue to improve the platform. However, DigitalBGA has lost money on every single call generated so far and we make it back on the override. That's a true partnership where we rely on agents to perform and agents rely on us to perform.

Not to mention average premium is 50% more with our TV leads than f2f sales with no windshield time and working from anywhere with an internet connection.

Barry takes jabs at us from the sidelines because of his currently shut down TV Lead platform built on a house of cards. Sourcing 100% from 3rd parties who profit off calls being sold to his agents and not policies being sold is destined for failure. If it comes back again, it won't be for long. The rug will be pulled again.

JD - You've been outspoken against telesales. One day you'll step down from that soapbox and embrace the change that's happening. There's plenty of room for all of us.

Not on any soapbox but thanks for the insult anyway. Shows you haven't paid attention to what I actually say about telesales and even your organization.