Interview With Cody Adkins At Secure Agent Mentor - Selling FE Telephonically

[theinsuranceman]

Here is a video I did with Cody discussing final expense telesales.

Cody goes into detail about his operation with fronters and closers, and why prefers Facebook leads as his primary lead generation model for telesales.

You will enjoy if you have an interest in phone sales with final expense.

Good interview. I would disagree where Cody said an agent needs 50-100 leads to make 5 sales. Maybe he meant 50-100 cold calls, or maybe 50-100 forwarded calls from his fronters?

With fresh TV leads an agent who knows what they are doing should average 5-8 apps per 20 TV leads contacted via tele-sales. DM leads are less viable because people forget they sent the card in and you just can't show them their handwriting over the phone like you could at their front door.

 

[Agentguy5]

Good interview. I would disagree where Cody said an agent needs 50-100 leads to make 5 sales. Maybe he meant 50-100 cold calls, or maybe 50-100 forwarded calls from his fronters?

With fresh TV leads an agent who knows what they are doing should average 5-8 apps per 20 TV leads contacted via tele-sales. DM leads are less viable because people forget they sent the card in and you just can't show them their handwriting over the phone like you could at their front door.

So, an agent who "knows what he is doing" is closing 1 out of 3 TV leads?

Since very few agents can do this

Would you also say that 90% of the agents selling FE with TV leads don't know what they're doing?

 

[theinsuranceman]

So, an agent who "knows what he is doing" is closing 1 out of 3 TV leads?

Since very few agents can do this

Would you also say that 90% of the agents selling FE with TV leads don't know what they're doing?

I would say that probably 75% of tele-sales agents don't do well, just like 75% of field agents don't do well. Usually determined by training, work ethic, and quality leads.

BUT, if an agent is working fresh TV leads their closing % will be higher than fresh DM leads. Some people who mailed the DM card in a few weeks ago have forgotten about mailing the card back when you're calling them to set an appointment. TV leads that you call 2-3 weeks after they called the commercial usually still remember they called the commercial.

The DM card they mailed in get's lost in the blur of getting mail 6 days out of every 7.
The TV commercial they called is much easier for the prospect to remember because they don't call TV commercials 6 days out of every 7 to order something.

Remember, I'm talking about a real FE TV commercial, promoting only a FE plan, that costs $34 each, not those watered down TV commercials promoting back braces, diabetic socks, and 4 or 5 things with FE included in the mix that may cost $10-$15 each.

THEN, if an agent is working TV leads only 30 sec. to 60 sec. after Ms. Jones called the TV commercial, their closing % will be a solid 5-8 apps (and that's conservative) per 20 leads contacted. A polished tele-sales agent will do slightly better. And you never have to call them/drop by multiple times trying to catch up with them. They're home....they just hung up the phone from calling the commercial just 30-60 seconds ago. When the lead is 30-60 sec old you NEVER hear:
_I didn't call that TV commercial
_We changed our mind
_We've done something else

You still may hear (just like with field sales)
_I thought you would mail me something
_I need to talk to my daughter
_I don't have a bank account, the last bank "took my money".

With all being said, over half still don't buy on average. doesn't matter if it's the number 1 agent in the country talking to them.

If anyone wants to explore being on my team working TV leads just 30-60 seconds old call me. My number is in my signature line below.

 

[Rirwin]

I would say that probably 75% of tele-sales agents don't do well, just like 75% of field agents don't do well. Usually determined by training, work ethic, and quality leads.

BUT, if an agent is working fresh TV leads their closing % will be higher than fresh DM leads. Some people who mailed the DM card in a few weeks ago have forgotten about mailing the card back when you're calling them to set an appointment. TV leads that you call 2-3 weeks after they called the commercial usually still remember they called the commercial.

The DM card they mailed in get's lost in the blur of getting mail 6 days out of every 7.
The TV commercial they called is much easier for the prospect to remember because they don't call TV commercials 6 days out of every 7 to order something.

Remember, I'm talking about a real FE TV commercial, promoting only a FE plan, that costs $34 each, not those watered down TV commercials promoting back braces, diabetic socks, and 4 or 5 things with FE included in the mix that may cost $10-$15 each.

THEN, if an agent is working TV leads only 30 sec. to 60 sec. after Ms. Jones called the TV commercial, their closing % will be a solid 5-8 apps (and that's conservative) per 20 leads contacted. A polished tele-sales agent will do slightly better. And you never have to call them/drop by multiple times trying to catch up with them. They're home....they just hung up the phone from calling the commercial just 30-60 seconds ago. When the lead is 30-60 sec old you NEVER hear:
_I didn't call that TV commercial
_We changed our mind
_We've done something else

You still may hear (just like with field sales)
_I thought you would mail me something
_I need to talk to my daughter
_I don't have a bank account, the last bank "took my money".

With all being said, over half still don't buy on average. doesn't matter if it's the number 1 agent in the country talking to them.

If anyone wants to explore being on my team working TV leads just 30-60 seconds old call me. My number is in my signature line below.

What company do you use if they don't qualify with LH? And are you writing GI and direct express?

1 more question - why are you calling back a person who calls in the TV commercial, why not just answer it if they are calling in?

 

[theinsuranceman]

What company do you use if they don't qualify with LH? And are you writing GI and direct express?

1 more question - why are you calling back a person who calls in the TV commercial, why not just answer it if they are calling in?

Sure I'll write GI business if they have a bank account. My carrier stopped taking direct express business 5 years ago due to poor paying habits. People who have a direct express card can't usually get a bank account as banks do not want them as customers.

The TV lead is only available to an agent after Ms. Jones hangs up the phone. An operator captures her name, address, birth date,phone #, etc. during the call.

 

[Rirwin]

Sure I'll write GI business if they have a bank account. My carrier stopped taking direct express business 5 years ago due to poor paying habits. People who have a direct express card can't usually get a bank account as banks do not want them as customers.

The TV lead is only available to an agent after Ms. Jones hangs up the phone. An operator captures her name, address, birth date,phone #, etc. during the call.

It's very hard to believe that you can expect an agent to close 25% to 40% of leads when considering you have to call people back, which we know some won't answer and there are some that don't have accounts.

 

[jdeasy]

It's very hard to believe that you can expect an agent to close 25% to 40% of leads when considering you have to call people back, which we know some won't answer and there are some that don't have accounts.

Marketer talk.

 

[theinsuranceman]

It's very hard to believe that you can expect an agent to close 25% to 40% of leads when considering you have to call people back, which we know some won't answer and there are some that don't have accounts.

Well, you're calling her back 30-60 sec. after she hung up the phone so she's probably home. You may have an occasional one who won't answer the phone because she doesn't recognize your number on her caller ID. In those cases you can safely leave a voice message saying something like " Hey Ms. Jones, this is Greg with the Sr Care Plan, you just called our TV commercial less than 2 min. ago. Anyway, I'll try you back later, but please call me back soon before we finish up in _____(her city).

If you never make contact with her she's obviously just a "no". "No's" come in all sizes, shapes, and colors.

 

[indiana260]

Here is a video I did with Cody discussing final expense telesales.

Cody goes into detail about his operation with fronters and closers, and why prefers Facebook leads as his primary lead generation model for telesales.

You will enjoy if you have an interest in phone sales with final expense.

I was impressed by this interview. Dave is the pioneer if you tube recruiting/training videos. Cody is the new kid on the back but had great energy and is all over the place. To see them hook up is cool.

Cody knows what he is talking about when soaking telesales. Sure we can debate minor thoughts but all in all this guy gets it.

I gained a lot of respect from his answers.

Great job guys

 

[thomasm]

I thought it was good too! Gave me some perspective and insight! 50-100 leads. Combination of digital and telemarketed leads, using openers and closers. If you close 10% you should be able to at least keep the doors open!