How Long Will You Chase a Lead?

[Mavrik]

That's what you wanted to hear, not necessarily what you needed to hear. If you're not booked up all day every day, you should be calling on people you didn't close. Things change, people have bad days. That doesn't mean you shouldn't be selective about it.
1) They should be nice
2) They should have a legitimate need that has to be addressed eventually.
3) You should feel in your gut that there's business there to be written.

If you hit those three things, you ask them if you can follow up. If they agree, I would call them in 3 months and then 6 months after that and then 6 months after that. That's 3 follow-ups over a year and 3 months. Then tell them that you're not going to be calling again and if they want an honest agent to help walk them through what they need, now is the time.

I've written some of my biggest cases off of people that needed to be followed up with. I followed up with one guy for 2 years because I knew he had money and a need. Just wrote a $23,000 case this past August on him.

To reiterate...follow up unless you're busy all day every day and have no free time.

Edited to add: I just realized that you were talking about FE leads. My business is Life Insurance (which can include FE, but doesn't necessarily). Also, follow ups are done over the phone. The only time I go BACK out is if they're buying.

I agree. Once you get to the point where you consistently write $4-5000 every week, you will be busy enough that you won't need to chase the most difficult cases by following up. I'll also add that when you become more successful, people will sense it and realize that your time is too valuable. They won't put you off as frequently because they know you aren't going to give them a 2nd chance. There's your abundance theory.

With that said, enough real experience meeting with people will enable you to tell inside of 10-15 minutes if the person is going to do something today, wants to do something today and can't for a real reason or is probably never going to do something and is just wasting your time. Until you get experienced enough to tell for yourself, the responses you get here aren't going to help you sell more policies today so get out and do whatever it takes to get in front of the people you think want to fix a problem they have, right now.

Don't over complicate things.

 

[case1]

Here is the thing about chasing leads that never really gets addressed.

If you chase enough leads long enough, you will write business. Guaranteed.

That said, is chasing leads the best use of your time? And really this would be whether your ever saw them or not. Remember, Twilight isn't running down these old leads himself, he is giving them to newer agents.

If you have time to chase leads, you need to increase your marketing. Take the money you get from the leads you've chased to buy even more leads so in the future you are the one giving out aged leads instead of chasing after them yourself.

I agree and just recently set up a weekly order of leads- which I think was part of my problem. I'm getting 20 each week. Plus, I have older leads I haven't been able to contact.

 

[TIGIJ]

I don't chase them at all. If I meet with them and they don't buy then that lead goes in the trash. I do not call people back. I do get called back about once a month and I will go back when they call. But only to write the app. I won't go back for a second "chat". I had a message left for me today from a guy I met with about 3 weeks ago. His message says he's ready to do the deal. I haven't called him back yet but I'm working in his area tomorrow. I don't do the "think about it" close anymore either. The ones that truly just needed more time will call you back. The rest are posers.

what's the think about it close.

 

[jdeasy]

I agree. Once you get to the point where you consistently write $4-5000 every week, you will be busy enough that you won't need to chase the most difficult cases by following up. I'll also add that when you become more successful, people will sense it and realize that your time is too valuable. They won't put you off as frequently because they know you aren't going to give them a 2nd chance. There's your abundance theory.

With that said, enough real experience meeting with people will enable you to tell inside of 10-15 minutes if the person is going to do something today, wants to do something today and can't for a real reason or is probably never going to do something and is just wasting your time. Until you get experienced enough to tell for yourself, the responses you get here aren't going to help you sell more policies today so get out and do whatever it takes to get in front of the people you think want to fix a problem they have, right now.

Don't over complicate things.

No, once you get more experience with FE you will come to know that's it's a waste of time to follow up with the non buyers.

Besides, you will get another chance at them anyway the next time you mail that area.

You will learn that in time as well.

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what's the think about it close.

Are you joking?

 

[John Galt]

what's the think about it close.

Ill think about telling you

 

[noah]

I agree. Once you get to the point where you consistently write $4-5000 every week, you will be busy enough that you won't need to chase the most difficult cases by following up. I'll also add that when you become more successful, people will sense it and realize that your time is too valuable. They won't put you off as frequently because they know you aren't going to give them a 2nd chance. There's your abundance theory.

With that said, enough real experience meeting with people will enable you to tell inside of 10-15 minutes if the person is going to do something today, wants to do something today and can't for a real reason or is probably never going to do something and is just wasting your time. Until you get experienced enough to tell for yourself, the responses you get here aren't going to help you sell more policies today so get out and do whatever it takes to get in front of the people you think want to fix a problem they have, right now.

Don't over complicate things.

Here's what I want to know. If you are writing 4-5k every week,how do you have time to be on the forum ?
I mean really,you are driving 500-700 miles a week,faxing in all the apps,taking care of things that pop up with your deals,errors,following up with customer service,delivering policies......I barely have time to squeeze one out on the pot every morning.

How do you have any kind of life ? Hobbies,women,friends,taking care of personal business.....family....

Really,help me understand.

Thanks

" The Burial Man "

 

[jdeasy]

Here's what I want to know. If you are writing 4-5k every week,how do you have time to be on the forum ?
I mean really,you are driving 500-700 miles a week,faxing in all the apps,taking care of things that pop up with your deals,errors,following up with customer service,delivering policies......I barely have time to squeeze one out on the pot every morning.

How do you have any kind of life ? Hobbies,women,friends,taking care of personal business.....family....

Really,help me understand.

Thanks

" The Burial Man "

You make time for the things you want to do.

 

[Rearden]

Here's what I want to know. If you are writing 4-5k every week,how do you have time to be on the forum ?
I mean really,you are driving 500-700 miles a week,faxing in all the apps,taking care of things that pop up with your deals,errors,following up with customer service,delivering policies......I barely have time to squeeze one out on the pot every morning.

How do you have any kind of life ? Hobbies,women,friends,taking care of personal business.....family....

Really,help me understand.

Thanks

" The Burial Man "

I decided a long time ago that I would embrace my profession as a constant part of me, and not ever-struggling to satisfy the "Work-Life Balance" myth.

Work is my life and I love what I do.

I do 1-2 hours of admin work before 7:30AM each morning, 5 days a week. After I drop my son off at school, I run between 6-10 pre-set appointments 5 days a week. Then, I come home and usually do another hour or so of admin work and follow up emails. When the weekend comes, I usually have a pile of paperwork to do, which takes between 4 to 8 hours over Saturday and Sunday to reasonably catch up.

I really only give myself time to hit the gym 3 times a week, and walk on the treadmill in the AM to keep myself somewhat in shape. Oh yes, and to spend too much time reading/contributing to the Innshoorance Forum.

I have embraced workaholicism, namely because that's one of the surefire ways to succeed in life and to live a life better than mediocrity.

 

[noah]

I decided a long time ago that I would embrace my profession as a constant part of me, and not ever-struggling to satisfy the "Work-Life Balance" myth.

Work is my life and I love what I do.

I do 1-2 hours of admin work before 7:30AM each morning, 5 days a week. After I drop my son off at school, I run between 6-10 pre-set appointments 5 days a week. Then, I come home and usually do another hour or so of admin work and follow up emails. When the weekend comes, I usually have a pile of paperwork to do, which takes between 4 to 8 hours over Saturday and Sunday to reasonably catch up.

I really only give myself time to hit the gym 3 times a week, and walk on the treadmill in the AM to keep myself somewhat in shape. Oh yes, and to spend too much time reading/contributing to the Innshoorance Forum.

I have embraced workaholicism, namely because that's one of the surefire ways to succeed in life and to live a life better than mediocrity.

Well said.....ok,enough,not hijacking the thread.

Thanks

" The Burial Man "

 

[rndz7]

Well said.....ok,enough,not hijacking the thread.

Thanks

" The Burial Man "

I'd rather have less everything. I did this too. It will make you crazier, and eventually kill you.