Leads to sale ratio

[Ghost]

DM returns terrible in some area's . I'd just mail a 1000 and buy the list and door knock . An agent named Dusty Edwards did $400k last yr straight cold knocking lists .Spent $70 he said .

I never tried Direct Mailing, how effective is it? I'm considering it but I want to be sure they work. Do people expect your call or is it a random list of prospects and you cold call them?

 

[DayTimer]

I'm considering it but I want to be sure they work.

They do not work. You must work. Without you, the leads just sit there.

how effective is it?

As effective as you and your skills are.

Do people expect your call or is it a random list of prospects and you cold call them?

Don't call them. Just show up at their door and knock.

<knock knock knock>

(door slowly opens, Ms Mary peers out, saying nothing as she realizes she doens't know who you are or what you're doing on her door step)

"Hey Ms. Mary, my name is Ghost. I'm the senior benefits coordinator* for this area. It looks like you recently requested some information about final expense coverage. I was just simply stopping by to see what you qualify for. Where can we sit?"

"What's this about?"

"I understand you want all the details, Ms Mary, right? Great, that's why I'm here to give you the information you requested. Where can we sit?"

Why didn't you call first or just sent me something in the mail."

"Oh I'm sorry, I understand you weren't expecting me, Ms Mary. Your phone number is 555-555-5555? Yeah, if you're anything like me you don't answer phone numbers you don't recognize either. I'll tell you what, you give me three or four minutes I'll be out of your hair quicker than your favorite shampoo. Where can we sit?" *

*"borrowed" from Damon Dillard, door knocker par excellence. You can listen to his delivery here in this interview recently conducted by our very own @NAF1138

 

[BibH]

I saw the shampoo quote from him its good . He's also got a radio type voice which is big. He said some days he door knocks from 9-9. Is he with IFG?

 

[rousemark]

I saw the shampoo quote from him its good . He's also got a radio type voice which is big. He said some days he door knocks from 9-9. Is he with IFG?

He has the radio voice but everybody tells me I have the face for radio...

 

[helgaemines]

It really depends on a lot of variables.

If you want some starting numbers to play with:

Out of 10 leads, you should be able to get 3 appointments and one sale.

Now, are there people that take 10 leads and get 8 appointments and 7 sales? Absolutely. Part of that is on the agent, part of that is on the leads.

If you make 100 cold calls on a targeted list, you should get 1-3 warm leads.

Now, the term "lead" can mean a lot of things. If you're talking about internet leads, it's not uncommon for people to fill out garbage information and/or have other problems with it, so simply getting a "good lead" can be a real challenge. Because of the variables involved, it can vary a lot.

But, like I said, rough numbers, 10 leads, 3 appointments, 1 sale, that should give you at least a benchmark funnel to look at.

What types of leads were you looking at?

We are talking about one closing of 10 leads. In short, this is 0.1%

Leads are expensive; $ 25- $ 30 per lead - not to mention that there are suppliers that require a minimum purchase.

This situation is horrible.

 

[helgaemines]

$180 k times 80% persistency is $146 k . 20 leads a week to do that is $32 k so down to $114k . Family health ins is $18 k a yr . Down to $96 k . Gas driving 600 miles a week is $50 a week min . Down to $93 k . Car maintenance for driving so much $2 k a yr . $91 k . Extra fica tax of .7.65% $6500 . Down to $85 k . Other exp's like e&o and office stuff $2 k a yr . $83 k net . Zero retirement or long term disability . That's worth $ 20 k a yr . No Sick days , vacation days . Like I've said this is why people start recruiting. That's were the moneys at . You better be doing $250 k a yr min .

Hello!

But $ 250K a year seems to be a dream.

"While ZipRecruiter is seeing annual salaries as high as $174,000 and as low as $20,000, the majority of Life Insurance Agent salaries currently range between $50,000 (25th percentile) to $99,500 (75th percentile) with top earners (90th percentile) making $130,000 annually across the United States." (Life Insurance Agent Annual Salary ($79,730 Avg | Mar 2021) - ZipRecruiter)

 

[rousemark]

Hello!

But $ 250K a year seems to be a dream.

"While ZipRecruiter is seeing annual salaries as high as $174,000 and as low as $20,000, the majority of Life Insurance Agent salaries currently range between $50,000 (25th percentile) to $99,500 (75th percentile) with top earners (90th percentile) making $130,000 annually across the United States." (Life Insurance Agent Annual Salary ($79,730 Avg | Mar 2021) - ZipRecruiter)

Remember "average is nothing more than the worst of the best and the best of the worst". When you consider the best of the best, they are making $250K and more..

 

[helgaemines]

Remember "average is nothing more than the worst of the best and the best of the worst". When you consider the best of the best, they are making $250K and more..

So I shouldn't think about "averages" and focus on achieving my goals, correct?

 

[rousemark]

So I shouldn't think about "averages" and focus on achieving my goals, correct?

That is right... You don't want to be "average" anyway ... do you?

 

[Life Hawk]

So I shouldn't think about "averages" and focus on achieving my goals, correct?

I would suggest you don't disregard your averages completely. If you are ever to improve, the numbers will always show you in which direction you travel.