Final Expense Leads Review

[Glen Shelton]

In this video, Eric Kottke talks about his methods for working telemarketed final expense leads from Lead Heroes.

What stands out to me from this clip is that Eric does an excellent job handling rejection. If he is in an appointment or at the door and its not going well he is on to the next one.

In order to succeed when working any type of lead, you must be ready to handle a MASSIVE amount of rejection. Agents get distracted with the leads who said "No" (which will always be the majority) and can miss out on the opportunity of a "Yes" at the next door or appointment.

 

[SPUR CITY]

That's good stuff Glen. I happen to personally know Eric quite well. Solid individual and a solid agent!


Well done!

 

[brkrsrevolution]

Telemarketing leads are great, so long as you can get them, here is why they won't last long term for most agents....

 

[goillini52]

Telemarketing leads are great, so long as you can get them, here is why they won't last long term for most agents....

Why Telemarket Leads won't last long term in final expense market - YouTube

Good stuff Matt. Hey, I don't know if you know it, but your collar's messed up.

 

[brkrsrevolution]

good to know, i will watch out for that on my next videos

 

[goillini52]

good to know, i will watch out for that on my next videos

You mean you're not going to do it over?

 

[Glen Shelton]

Telemarketing leads are great, so long as you can get them, here is why they won't last long term for most agents....

Why Telemarket Leads won't last long term in final expense market - YouTube

Hi Matt

I agree with you that using telemarketed leads exclusively may not be the best long term solution for FE agents who are selling F2F. I actually covered this a little more in depth in my book "How to Qualify, Present, & Sell Final Expense and Medicare Supplements to Seniors".

Telemarketed leads are best when:

- An agent is first getting started (Quick turn around time).
- Mixed with other lead sources (Lowers overall customer acquisition costs).
- Traveling to a new area (More area = More prospects to call).
- Selling over the phone (Removes area limitations).

EDIT: One thing you mentioned in your video was an area having about "25 weeks" worth of leads for an FE agent.

Similar to direct mail, I have found that you can always come back to an area after about 12 weeks (the more time you can put between calling an area again the better). Yes, you run the risk of getting duplicates (similar to when mailing the same area again) but you will also get new prospects who did not answer previously.

 

[brkrsrevolution]

Glen, I 100% agree with you here.....

Telemarketed leads are best when:

- An agent is first getting started (Quick turn around time).
- Mixed with other lead sources (Lowers overall customer acquisition costs).
- Traveling to a new area (More area = More prospects to call).
- Selling over the phone (Removes area limitations)

 

[FinalExpenseDojo.com]

Interesting rendition.

 

[PA Bill]

Interesting rendition.

Rendition? Every time I see that guy's avatar, I feel like breaking out with a rendition of Marty Robbins. "Out in the West Texas town of El Paso, I fell in love with a Mexican girl."