First Phone Call

[noah]

What did agents do before there was telemarketing ?
What did agents do before mailers ?
What did agents do before TV advertising ?

How did agents get leads at that time ?

Please help me understand ?

Thanks

 

[moonlightandmargaritas]

What did agents do before there was telemarketing ?
What did agents do before mailers ?
What did agents do before TV advertising ?

How did agents get leads at that time ?

Wikipedia says that first U.S. Postal service was in 1692. Were there agents before that?

I think it's safe to say that before most of the methods you listed above, successful agents were masters of the referral.

 

[Newby]

Everyone will tell you all kind of things won't work. They may not be as efficient but doorknocking does work.

If that's the only way you have of generating leads, keep going.

 

[noah]

Some agents are not willing to get out there in the trenches and work,create activity. They want others to create activity. I go by whatever works for you.

Check out this post by OnefastPony.....

He created quite a long thread on the subject.

And where are you knocking? Rural? Urban? Using a Senior list (50-85).[/quote]

I have been knocking lower middle income black neighborhoods. I have not used any leads with the exception of yesterday.

There is a LH agent that is working with me at the United Healthcare call center and she was complaining that her manager gave her 20 leads and charged her $590. She then went to show me the print out of her leads listing them in order on two sheets of paper.

She is very frustrated with LH and is not getting any training. I mentioned that the best thing for her to do is to work her leads and make sales in order to pay off her lead balance and then if she wasn't happy to look elsewhere. I then said jokingly to her that I would work some of the leads if she wanted me to. She asked what was in it for her, so I gave her 50 bucks for a list of 28 leads. I did work that list yesterday and made two sales, a husband and wife.

But, that is the only time I've used leads. The rest of the sales were from parking on a street in a neighborhood and just knocking on the doors. I've gotten pretty decent results and most people are not rude and will just say if they are not interested.

In regards to my opening line when door knocking I say "Hello, I'm Chris and I help people with affordable life insurance to take care of your final expenses so that you are not a burden on your family. Is that something I can come in and talk to you about today?"

What I love about this is I can read the suspects body language and try to gauge their interest. If they say they are interested but just can't speak right now I then break out the tablet and right their information down.

When I was working the LH lead list yesterday I changed my approach to this, "Hi, Mr/Mrs prospect, My name is Chris and the insurance company asked that I come see you today. It seems that you had requested some information regarding some programs to pay for your final expenses and I wanted to come in and go over those with you.

Out of the leads from yesterday I knocked on 6 doors, spoke to all 6. Was invited inside on three of the knocks. Sold the last home, husband and wife. The other two I've got one appointment for Tuesday and the other one once my appointment with Kemper goes through.

 

[goillini52]

I was out just trying to find a live one,you never know unless you give it a shot.

Nothing wrong with what you're doing...it's actually the right thing...it's called activity!!! Rather than sitting on your ass doing nothing, you're doing something...and you will find business. If you don't have money for "a marketing plan", then you cold call on the phone or knock on doors.

 

[noah]

It's what I like to do.After the Navy,selling polaroid cameras,my dad was as an aluminum siding salesman in the new England area back in the 50's,moved to the south in the 60's and trained me how to knock doors when I was in junior high school.
He never took a lead.
Today he is 83 and has done very well for himself,he retired in his late 50's with a big bank account and no debt.
I've spent the last 27 years in the home improvement business and created my own leads,mostly right off the street.
I'm giving it a shot in this business. To me,it's the same thing,find someone with a need,sit them down,do my thing.
This Forum has shed new light on me. I was burned out to the core in my former business,and have connected with some great ideas,great people so far.
We will see how it goes.
Thanks guys !

 

[moonlightandmargaritas]

...it's actually the right thing...it's called activity!!!

Agents should never confuse "activity" with RESULTS (unless they want to be broke and working at Wal-Mart). Take your "activity" down to the store and ask how much in groceries you can trade it for.

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I've spent the last 27 years in the home improvement business and created my own leads,mostly right off the street.
I'm giving it a shot in this business. To me,it's the same thing,find someone with a need,sit them down,do my thing.

Home improvement is tangible, insurance is intangible. NOT analogous.

 

[noah]

On this Forum look up "Door To Door Survey ". There are 34 pages of comments on that particular thread by some of the sharpest,most professional,experienced agents on the Forum. Take a look at the activity that thread created.
I got the idea of getting into this business from a buddy of mine who sold home improvement,insurance down here in Florida. He started as a debit agent back in the 70's and did plenty of knocking.
Right now he's a broker/ agent and number 10 in production at a huge FMO in Atlanta selling Annuities with Allianz.
Guys that are winners in any business have a "do whatever it takes attitude", and you can bet that lots of top producers on this Forum got their start knocking doors as debit agents.
Again,check out the above mentioned thread.
Not trying to get into a pissing contest on this one.

 

[goillini52]

Agents should never confuse "activity" with RESULTS (unless they want to be broke and working at Wal-Mart). Take your "activity" down to the store and ask how much in groceries you can trade it for.

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Home improvement is tangible, insurance is intangible. NOT analogous.

So who's confusing activity with results? You can't get results without activity.

 

[jdeasy]

Geez John, I started with Prudential (running a debit) in 1991. The guarantee was $525 a week. Is that more than $20,000 annually?

I said "most", not all. I know you sell insurance for a living. I also know of several that do not sell insurance that post here. I'm speculating on the "most" part but I am willing to wager on it and I'm not a gambling man.