How many leads does your IMO train you to buy? VS AP per week. Are you efficient?

[Newby]

With a 15% decrease in premium, to make the same money he is making he would have to increase his policies (production) by 17%. so it kind of a wash.

If he was totally green maybe. It's common knowledge even even among new agents that you offer MORE face amount for the same premium NOT lower premium. It makes the difference sound MUCH bigger.

And I think low premiums make a huge difference. When you are just mid pack you are not going to beat other rates they have bought. You are just hoping to get to the lead faster than the next guy. When you sell lower rates, you really don't care if they bought a policy last week or not. Because it only makes your job easier if they did. You don't have to convince them to spend $60 per month. They already are. You just show them a better deal and you will get their business most of the time.

 

[VolAgent]

I agree but I think most agents have more problems with their mind set too low than too high. Most people are capable of more than they settle for. I don't mean getting recruiter pitched. I mean they are better off knowing what other people like them do in the real world.

I'm good with that. Still didn't address the fact you are also cherry-picking where in the country too. Which drove my initial response and I suspect drove Doug's.

Out in corn and wheat country, it is a far different breed than God's waiting room. That is always the danger with blanket statements. It ignores the reality that there are differences. Lots of similarities, but also differences.

 

[NSRH]

First, you have to find an agent who is confident enough to invest in 25 leads a week. Most agents are too timid to do this.

Second, if as a recruiter, you are that confident in your ability to train, I challenge you to bring a new agent on, give them a lower contract, and YOU pay for those 25 leads a week.

Would anyone from FEX do that?

The burden of success falls on the marketers shoulders, not the unsuspecting agents.

Put your money where your mouth is.

 

[NSRH]

I'm good with that. Still didn't address the fact you are also cherry-picking where in the country too. Which drove my initial response and I suspect drove Doug's.

Out in corn and wheat country, it is a far different breed than God's waiting room. That is always the danger with blanket statements. It ignores the reality that there are differences. Lots of similarities, but also differences.

Someone where in God's waiting room, there are is an agent pulling these numbers.

He's just smart enough not to tell anyone, or recruit.

 

[rousemark]

If he was totally green maybe. It's common knowledge even even among new agents that you offer MORE face amount for the same premium NOT lower premium. It makes the difference sound MUCH bigger.

And I think low premiums make a huge difference. When you are just mid pack you are not going to beat other rates they have bought. You are just hoping to get to the lead faster than the next guy. When you sell lower rates, you really don't care if they bought a policy last week or not. Because it only makes your job easier if they did. You don't have to convince them to spend $60 per month. They already are. You just show them a better deal and you will get their business most of the time.

Yu don't find that many times, once you reach a certain face amount the client starts wanting to save the cash instead of increasing the face? Had one tell me the other day, I am going to be cremated so $5K is all I need. There was no way of getting him to consider more...

 

[Jose Arteaga]

First, you have to find an agent who is confident enough to investment in 25 leads a week. Most agents are too timid to do this.

Second, if as a recruiter, you are that confident in your ability to train, I challenge you to bring a new agent on, give them a lower contract, and YOU pay for those 25 leads a week.

I would.
But there is nothing that guarantees me that this agent is going to go out and work and not be lazy.

He can have all the know-how in the training in the world down perfect but it's not going to do him any good if he's a lazy has no work ethic.

 

[Jose Arteaga]

Watch "Rocky Speech: It is about how hard you can get hit and keep moving forward" on YouTube

 

[Jose Arteaga]

It doesn't come easy people don't realize you got to work hard to be the top dog.
There's no magic.
I can train you perfect, but if you don't go out and work...

"Everybody always wants to do what the high producer does, until it's time to DO what the high producer does" -TT

 

[Newby]

First, you have to find an agent who is confident enough to invest in 25 leads a week. Most agents are too timid to do this.

Second, if as a recruiter, you are that confident in your ability to train, I challenge you to bring a new agent on, give them a lower contract, and YOU pay for those 25 leads a week.

Would anyone from FEX do that?

The burden of success falls on the marketers shoulders, not the unsuspecting agents.

Put your money where your mouth is.

Hardly anyone starts at 25 leads weekly. Most start at 20. Some at 15.

It is not difficult at all finding agents who want to buy leads weekly. It's part of the screening process actually. If they do not want to go on steady direct mail leads, they are wasting everyone's time. There is no point re-inventing the wheel. The only reason to come into our agency is to learn how to do what has worked for us and our agents. Same with any agency. If they have a successful model, do exactly what they are doing. If that is not attractive to you (the agent) don't sign up at that one.

If an agent is wanting lower commissions and free leads, there is nothing within our marketing that would mislead him that we are right for him. We are not those guys. The agents who are attracted to that model are plentiful. Some of them are real nice guys. But as a group they are not going to be your high performers. Who wants to give up commission and lead choices if you believe in yourself? No one.

If an agent commits to buying leads weekly, you know he isn't BSing around. He's going to work. And he expects to succeed. Some still won't make it. But not that many of them compared to a business model that they could jump into with no real investment.

I know you have a phone sales model like that. If you want me to send those guys your way I can keep you busy.

 

[Newby]

Yu don't find that many times, once you reach a certain face amount the client starts wanting to save the cash instead of increasing the face? Had one tell me the other day, I am going to be cremated so $5K is all I need. There was no way of getting him to consider more...

Rouse you are old school and laid back. Like me. But the way you are describing is not the way high producers operate. They are going to get the whole premium most of the time.

High producing agents are taught to get a premium commitment before quoting any rates. It's much more effective at closing sales. So if they can afford $100 they will get what $100 will purchase. If they can afford $50 they will get what $50 will purchase. The payment won't be lower. They will just have more coverage with a lower priced company. They get more for their money.

Occasionally it will go the other way. But that is the exceptions not the rule. And even in those cases, if they were paying $50 but are now paying $42, the persistency is better. There is no way a $50 payment is as bullet proof as a $42 payment if they are both for the same amount of coverage.