Leads...when to let go

[jasperjohns]

Situation: I have a good number of leads that I have door knocked, called at multiple times of the day for months now and never been able to reach anyone. I have no problem continuing to call as perhaps they will answer one day. That said, my lead inventory looks a bit misleading since only the "newish" leads may turn out to be reachable. How does everyone handle this? I hate holding a stack of 60 leads for a zip code and taking 2 hours to call through the leads the same 35 or 45 never answer. I really only have 15 to 25 in the area and had I had a more accurate view of this I would probably supplement with TM or FB leads. Again very interested to hear how others handle this.

For those that will say "that is a upline question!" I have asked them and got great feedback but would also like to see feedback from some non kool aide drinkers.

 

[Baseball7]

MoveOn you're going to have thousands of leads you're never going to reach but you need to be getting fresh leads every week.

 

[jasperjohns]

Thanks Baseball7! That was my inclination before I even asked the question initially but I didn't want to use it as a excuse to give up on the leads before hearing from others.

 

[NAF1138]

MoveOn you're going to have thousands of leads you're never going to reach but you need to be getting fresh leads every week.

Solid advice.

Familiar advice.

Could be because it's correct advice.

 

[billyb]

I had the same issue with DM. After about 200 that I just couldn't contact I stopped using them and now use FB. Have much better success with this type of lead. When I am in the area of the DM leads working I door knock them even though they are old leads.

 

[Newby]

Situation: I have a good number of leads that I have door knocked, called at multiple times of the day for months now and never been able to reach anyone. I have no problem continuing to call as perhaps they will answer one day. That said, my lead inventory looks a bit misleading since only the "newish" leads may turn out to be reachable. How does everyone handle this? I hate holding a stack of 60 leads for a zip code and taking 2 hours to call through the leads the same 35 or 45 never answer. I really only have 15 to 25 in the area and had I had a more accurate view of this I would probably supplement with TM or FB leads. Again very interested to hear how others handle this.

For those that will say "that is a upline question!" I have asked them and got great feedback but would also like to see feedback from some non kool aide drinkers.

Make a file folder for each zip code you work. Stick your old leads in the zip folder. Then if you are going to be in a certain zip and think you might have any spare time, bring that folder with you to call through or door knock "at your convenience" if you don't have new leads to keep you busy.

Other than that they are rainy day files. If you come up short on leads you have a great collection of B leads.

 

[shonceman]

Make a file folder for each zip code you work. Stick your old leads in the zip folder. Then if you are going to be in a certain zip and think you might have any spare time, bring that folder with you to call through or door knock "at your convenience" if you don't have new leads to keep you busy.

Other than that they are rainy day files. If you come up short on leads you have a great collection of B leads.

Good advice. I started doing that several years ago for fill in activity when I got porched and had a little time on my hands. I just keep a file box in the car for my old leads so they're at the ready. I think I got the idea from somebody on the forums. It might have been you, @Newby !

(P.S.: I sold a couple of policies off of one of those just recently. The person on the lead had moved away, but it just so happened that the new tenant and her mother had just been talking about getting life insurance when I knocked on their door!)

 

[HoosierLife]

Make a file folder for each zip code you work. Stick your old leads in the zip folder. Then if you are going to be in a certain zip and think you might have any spare time, bring that folder with you to call through or door knock "at your convenience" if you don't have new leads to keep you busy.

Other than that they are rainy day files. If you come up short on leads you have a great collection of B leads.

I agree with what Newby stated above, but I would suggest using a route planning tool instead. If you have a CSV of all your leads, you can upload them straight into mapmycustomers or a similar program.

If they're direct mail, you can pay a VA to enter your leads on a spreadsheet and upload them.

Then when you're out running appointments and get no showed, open up your map software and it will show dozens/hundreds of pins around your current location.

It makes door knocking so much more efficient. Now you can knock them at your leisure without driving all over town.

Here's a conference call we did on that subject:

 

[somarco]

I have no problem continuing to call as perhaps they will answer one day.

Read this.
https://insurance-forums.com/practice-building/think-like-a-customer-or-lose-the-sale/

Then ask yourself, if someone called you numerous times over weeks or months, and you did not answer, would you some day pick up the phone?

Why did they ignore your call before? And why do you think they will buy now?

 

[shonceman]

I agree with what Newby stated above, but I would suggest using a route planning tool instead. If you have a CSV of all your leads, you can upload them straight into mapmycustomers or a similar program.

If they're direct mail, you can pay a VA to enter your leads on a spreadsheet and upload them.

Then when you're out running appointments and get no showed, open up your map software and it will show dozens/hundreds of pins around your current location.

It makes door knocking so much more efficient. Now you can knock them at your leisure without driving all over town.

Here's a conference call we did on that subject:

Good suggestion! I guess I sort of do that in a non-tech way. Mine are filed in postal carrier route order. If I've got time, I just go to the next few that follow sequentially after the current lead.