Final Expense Leads

[shonceman]

The problem is when people go to their mailbox, and pull out the mail, it is either bills or junk mail. They no longer get personal mail. So the rate of return on F.E. is about 1/2 of 1 % at best on avg.

I got spoiled many years ago when FE mailers were returning at an avg 2-4% (one time I got 96 responses back on 1,000 piece drop!) I watched it gradually go to 1.5% over time, which still seemed ok.

But after moving to Dallas, I was getting less than 1% so I quit mailing & used a "robocall" computer for 3 years until they became illegal. Worked great! (got spoiled again) I lived off those leads for another year after stopping calls.

Since then, I'm cold door-knocking some, & trying to work referrals, etc. Haven't found anything that produces quite as well so far, just working hard. I think about trying DM again, but I've been told by one of the lead houses that North Texas generally gets a poor return due to over saturation, which has been true in my experience.

What would you suggest to somebody trying to make it in this type of environment?

 

[Rearden]

Shift the return-rate risk over to a lead-subsidizing FMO like EFES or Securus in exchange for a fixed-rate per lead.

I got spoiled many years ago when FE mailers were returning at an avg 2-4% (one time I got 96 responses back on 1,000 piece drop!) I watched it gradually go to 1.5% over time, which still seemed ok.

But after moving to Dallas, I was getting less than 1% so I quit mailing & used a "robocall" computer for 3 years until they became illegal. Worked great! (got spoiled again) I lived off those leads for another year after stopping calls.

Since then, I'm cold door-knocking some, & trying to work referrals, etc. Haven't found anything that produces quite as well so far, just working hard. I think about trying DM again, but I've been told by one of the lead houses that North Texas generally gets a poor return due to over saturation, which has been true in my experience.

What would you suggest to somebody trying to make it in this type of environment?

 

[RichMcK]

Rearden is correct.

There is also another option: contact your direct mail provider, ask the return rates for rural areas about an hour away. There is less competition usually and the return is somewhat higher.

 

[PaperHanger]

my upline used to drive from GA to AL every day to run DM leads...and there was probably an AL agent coming to GA because *he* thought it'd be better over here.

the grass is always greener over there...or over here...depending where you're comming from...

but wow, that's a great ROR back in the day...and didn't you used to run debit, or still do? I like to hear about the former days must have been good times!
I always hear that DM is the best way to get seniors....if the returns have gotten so bad, how much worse could they get, and what is the next hot marketing channel? Boomer's with iPhones?

 

[Pete Jubeh]

Has anyone ever did a direct mail campaign after the holidays.
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Is January a good time to direct mail?

 

[shonceman]

my upline used to drive from GA to AL every day to run DM leads...and there was probably an AL agent coming to GA because *he* thought it'd be better over here.

the grass is always greener over there...or over here...depending where you're comming from...

but wow, that's a great ROR back in the day...and didn't you used to run debit, or still do? I like to hear about the former days must have been good times!
I always hear that DM is the best way to get seniors....if the returns have gotten so bad, how much worse could they get, and what is the next hot marketing channel? Boomer's with iPhones?

I did and still do run a debit. When I started out as a captive, I had a small book that I was able to mine for new business, but sometimes did cold canvassing also.

The debit I run now as an independent was built almost entirely from FE prospects who either had no checking account, refused to draft, or were persistently NSF on their drafts. So, my debit isn't even as large as the tiny debit I started out on 20 years ago. On the other hand, it's big enough that it makes me hesitant to go to somebody like EFES, etc., because it seems like they're geared more toward an agent who will work nearly exclusively with them.

I'm really ok just working from my current book of business, and my primary company sends me 3 or 4 orphans every week that need service. I'm just trying to find the best method to bring in new business to supplement my current activity. Working rural leads is a good suggestion. I've got some other ideas, as well, that I'll be trying after New Year. Will share if any of these ideas perform well!

 

[rousemark]

I did and still do run a debit. When I started out as a captive, I had a small book that I was able to mine for new business, but sometimes did cold canvassing also.

The debit I run now as an independent was built almost entirely from FE prospects who either had no checking account, refused to draft, or were persistently NSF on their drafts. So, my debit isn't even as large as the tiny debit I started out on 20 years ago. On the other hand, it's big enough that it makes me hesitant to go to somebody like EFES, etc., because it seems like they're geared more toward an agent who will work nearly exclusively with them.


I'm really ok just working from my current book of business, and my primary company sends me 3 or 4 orphans every week that need service. I'm just trying to find the best method to bring in new business to supplement my current activity. Working rural leads is a good suggestion. I've got some other ideas, as well, that I'll be trying after New Year. Will share if any of these ideas perform well!

What company are you using to build a debit?

 

[shonceman]

What company are you using to build a debit?

Liberty Bankers Life. Do you remember Citizens Security (previously called Integrity National)? They closed down & sold out to NGL (who own Settlers Life). NGL pretty much shut down the debit side altogether, & new FE is through Settlers. One of their big debit players somehow got connected with LBL & runs their home service division now. The former VP from Citizens is now working for him (although he's sem-retired) as an agent liaison.

I don't recruit, but if you get in touch with them, I'll get a little referral bonus if you tell them I sent you! (My full name is Everett Thomas)

 

[TwiLight]

Shift the return-rate risk over to a lead-subsidizing FMO like EFES or Securus in exchange for a fixed-rate per lead.

Dude....Are you having an identity crisis. You keep changing your Avatar.....I like the looks though....LOL.

 

[Rearden]

Dude....Are you having an identity crisis. You keep changing your Avatar.....I like the looks though....LOL.

All this talk about rural FE work is making me think of Deliverance...