Final Expense Telesales Tips - The Reboot!

[NSRH]

What I think I'm trying to get hold of for myself is how to make the transition from a high personal touch, F2F model to a remote model that's not necessarily leads based. I have nothing against selling from leads. I started out that way, and still buy a few here and there when a vendor has a sale going on. But I haven't really been a leads based agent for a number of years.

I have a pretty large book of business that normally keeps me fairly busy. Seems like that's where I should focus my efforts, even though I might not be able see people in person like I'm used to. (I think @WinoBlues has been basically working his book by phone for years now, so I've especially appreciated his contributions to this discussion.)

I'm used to handling a case or two per month by phone because I have clients spread across several states now (I'm licensed in 7). But it's never been a preferred medium for me. If somebody's within driving distance, I'd rather go see them. Since that's off the table for now, I'm trying to retool. I'm soaking up tips and info from everybody, whether it's a huge agency like @NSRH, or somebody like @Rearden (BTW - the interview with @Thad.Sipple was really terrific!) or a solo Indy agent like WinoB. I've gleaned a lot from all you guys over the last few days.

I've still got a couple more training vids and podcasts I want to listen to. But I'm coming quickly to the point where all the notes I've been taking are beginning to gel into a system that will work for me.

Seriously, if there is anything I can do to help, let me know.

My email is ramiz{@}northstaria . com

 

[shonceman]

Seriously, if there is anything I can do to help, let me know.

My email is ramiz{@}northstaria . com

Thanks, Ramiz! You're a gentleman and scholar!

 

[shonceman]

I literally only sell one product.

That is something I would have loved to have done but never did.

I just wanted to revisit this point for a minute. I think it's incredibly wise in a call center setting to keep things as simple as possible. Probably wise as well for agents switching to leads based telesales, especially if you're mainly doing outbound calls.

Thad Sipple (in D. Duford's interview) was talking about conversion rates between 5-12%. That means buying a truckload of leads! He was suggesting 100 per week, and spending 6.5 hours per day Mon-Fri to reach as many as possible. The last thing you want to do when you're trying to grind it out that way is get bogged down by multiple processes for the different carriers.

I would think that system would run best with a one product solution, or at the most 2. "Git 'r done" and get to the next call. Since the rest of us don't have a proprietary product like Ramiz, maybe pick one like LBL or Prosperity that works with voice sig and can place the majority of cases. Maybe a backup GI, if there were one that would work with voice sig. (I don't know of any that will currently.)

 

[DayTimer]

Sorry, feeling grouchy.

No problem, wino. The coronavirus has us all on edge.

 

[NSRH]

Final Expense Telesales Tip:

The most expensive script is the FREE one.

You will pay dearly.

 

[NSRH]

I just wanted to revisit this point for a minute. I think it's incredibly wise in a call center setting to keep things as simple as possible. Probably wise as well for agents switching to leads based telesales, especially if you're mainly doing outbound calls.

Thad Sipple (in D. Duford's interview) was talking about conversion rates between 5-12%. That means buying a truckload of leads! He was suggesting 100 per week, and spending 6.5 hours per day Mon-Fri to reach as many as possible. The last thing you want to do when you're trying to grind it out that way is get bogged down by multiple processes for the different carriers.

I would think that system would run best with a one product solution, or at the most 2. "Git 'r done" and get to the next call. Since the rest of us don't have a proprietary product like Ramiz, maybe pick one like LBL or Prosperity that works with voice sig and can place the majority of cases. Maybe a backup GI, if there were one that would work with voice sig. (I don't know of any that will currently.)

Your closing ratio doesn't have to be that low. I'm running between 18 and 22% because I have prequalifiers who are my gatekeepers.

If it wasn't for them, we'd spend a lot of time with people who wouldn't qualify or were confused.

Overall the closing ratio is lower, but a prequalifier helps maximize your time, especially with outbound calls.

 

[shonceman]

Your closing ratio doesn't have to be that low. I'm running between 18 and 22% because I have prequalifiers who are my gatekeepers.

If it wasn't for them, we'd spend a lot of time with people who wouldn't qualify or were confused.

Overall the closing ratio is lower, but a prequalifier helps maximize your time, especially with outbound calls.

He didn't really use the term closing ratio, but rather conversion ratio. Of course for an agent working alone, doing calls from his office at home, they're the exact same thing. If you have a prequalifier, naturally the closing ratio would be higher. But for conversion ratio on total number of leads worked, you would need to include all those leads that are screened out by the prequalifier. So, looking at it from that perspective, what would you estimate your conversion ratio to be?

 

[shonceman]

Final Expense Telesales Tip:

The most expensive script is the FREE one.

You will pay dearly.

I think I know what you're getting at. But would you mind expanding on that thought just a bit?

 

[theinsuranceman]

Final Expense Telesales Tip:

The most expensive script is the FREE one.

You will pay dearly.

But isn't your script free for your agents?

 

[NSRH]

He didn't really use the term closing ratio, but rather conversion ratio. Of course for an agent working alone, doing calls from his office at home, they're the exact same thing. If you have a prequalifier, naturally the closing ratio would be higher. But for conversion ratio on total number of leads worked, you would need to include all those leads that are screened out by the prequalifier. So, looking at it from that perspective, what would you estimate your conversion ratio to be?

Yes total conversion can be very low based upon lead type.

My total conversion on TV leads is around 12%, but remember I only sell one product.

My total conversion on FB leads is around 6% but again, one product.

The agents I work with however only talk to qualified prospects, so their closing is much much higher.