For Agents who Use Telemarketers...

[Guest]

So for all of you P&C pros and vets out there... I am reading a great book right now called "Power Position Your Agency". It is a great book and has some great tips. The first half is focused mainly on hiring a telemarketer to help you bring in your appointments.

This book is great, but it was written in 1999 and a lot has changed in the last 13 years. I'm curious for those of you who have telemarketers.... Do you have them focus on setting appointments with prospects to come to your office? Do you set an appointment to go to their home/office? Do you just have them quote over the phone? What is the most effective method you've found to use your telemarketer?

It seems like these days it would be hard to get people to come to the office for appointments, most people want things done over the phone/email, etc.

My agency is currently 1008 PIF. It is me and I have a PT secretary. I think she could be a very good telemarketer, but I'm wanting feedback to find out how others have found success with them.

 

[Bertolinoins]

I have a full time telemarketer contacting commercial property owners. We focus on live transfers to our agents and/or we follow up via email. We have had a lot of success with that and scheduling in person meetings for larger workers comp accounts. She averages 200 calls per day = 16 leads = 1/2 sales. Avg premium is $6200 but that is weighted by a few large accounts per year. I caution you that managing telemarketers is frustrating. It is not normal for somebody to come to work and get rejected 185 times in 8 hours... so the people that can do it well day after day are not "normal".

 

[liquidglass]

I have a full time telemarketer contacting commercial property owners. We focus on live transfers to our agents and/or we follow up via email. We have had a lot of success with that and scheduling in person meetings for larger workers comp accounts. She averages 200 calls per day = 16 leads = 1/2 sales. Avg premium is $6200 but that is weighted by a few large accounts per year. I caution you that managing telemarketers is frustrating. It is not normal for somebody to come to work and get rejected 185 times in 8 hours... so the people that can do it well day after day are not "normal".

Amen, Amen, and Amen again!

 

[vistavette]

My agency uses telemarketers - we'll close it over the phone/email if possible but we'll do whatever the client wants. Not too many people want to come to the office in our location (Las Vegas) but it depends on your area.