My Thoughts on InsureMe

[Bob Klee]

Zappman,

Sorry but you are wrong about the consumer. They have changed a whole bunch since I started in this business back in 2003! OMGosh have they changed.

? When is the last time you did a random poll of consumers? Our latest polling data says >70% prefer the first contact with an agent from a lead is via Email! Only 20% preferred via Phone! So things have definitely changed.

1]Lots more folks online today than then
2] Faster internet speeds
3] Mobile apps
4] Because of #1, the demographics have changed a bunch!
5] Smart Phones. Mobile leads are around 25% of all searches these days, thus we're having to adapt to that. "Click or call" & most on a smart phone prefer to call!

There are many more but I think you get my point. The consumer has changed a whole lot!

 

[agentinsouth]

Not sure. I have used Netquote commercial leads for 4 years now. I write 1 out of 4 leads. So this is why I stick with them. I use Contactbilty quote calls for auto. They are expensive but at least they transfer the quote to me live over the phone. I write 1 out of every 6 on average. I would concentrate on Commercial leads first, then build on that.

I have not thought of commercial leads??? What kind are they, BOP, GL,etc...

 

[ZappMan]

Zappman,

Sorry but you are wrong about the consumer. They have changed a whole bunch since I started in this business back in 2003!....70% prefer the first contact with an agent from a lead is via Email! Only 20% preferred via Phone!

Those are all items that have changed the way the consumer is interacted with for sure. They haven't changed what the consumer is after though, which is a quote for auto insurance.

I'm wondering if your polls indicating that 70% want an e-mail instead of a call provided an answer as to why? Maybe because the consumer knows or has been told that there will be phone call after phone call and they want to avoid an unpleasant buying experience.

Online leads vendors have changed the way the customer is approached & interacted with in order to compete with each other & the continuingly growing reluctance of the consumer to seek an on line quote because of the "pitfalls'. At this point the consumer is almost tricked into getting a quote. Small print, promotions offering some type of compensation, etc..

 

[ltcadviser]

I received an email from a lead yesterday responding to my introductory email in which I mention I will be calling them soon for a brief conversation to learn more about how I can help them.

The lead replied to my email with "do not call. Email only." I get about one of these types every 6-8 weeks.

So I emailed them back to wish them the best of luck. I do not work with anyone that does not speak to me.

 

[Bob Klee]

I received an email from a lead yesterday responding to my introductory email in which I mention I will be calling them soon for a brief conversation to learn more about how I can help them.

The lead replied to my email with "do not call. Email only." I get about one of these types every 6-8 weeks.

So I emailed them back to wish them the best of luck. I do not work with anyone that does not speak to me.

Had a lead this week that opted out of getting emails from us. Next thing we know he sends an email & says he checked us out & likes what he saw. He asked that we please have someone call him.

Email only is tough as it requires a conversation. Hand a consumer an app & they have no idea how to fill it out. I don't refuse, I recommend explaining why a phone call is needed.

Bob

 

[ltcadviser]

I don't refuse, I recommend explaining why a phone call is needed.

Bob

Easier to just refuse rather than engage in worthless and exhausting email communication. When someone says "email only" they are providing me blatant signals that they are overly defensive and not trusting. It is quite frankly the worst type of consumer, especially in the insurance and financial services arena where trust and relationships are of paramount importance. My business is most often an emotional sale. No email conversation in the world will ever lead to an LTC application.

Many times I have acknowledged their preference for email only contact, and emailed them "how can I help you? Tell me a little bit about your concerns or the type of policy that interests you."

"Email Only Guy" never ever responds to emails when you do email them, even when you acknowledge their rules and try to engage professionally with them via email.

So I have learned over the years. "Email Only Guy" is a time waster. Just wants free information with zero respect for any professional.

I now cut bait in a split second with 0 hesitation. (And then I may fire the lead off to a fellow agent that might not be as old school as I am!)

 

[vic120]

Easier to just refuse rather than engage in worthless and exhausting email communication. When someone says "email only" they are providing me blatant signals that they are overly defensive and not trusting. It is quite frankly the worst type of consumer, especially in the insurance and financial services arena where trust and relationships are of paramount importance. My business is most often an emotional sale. No email conversation in the world will ever lead to an LTC application.

Many times I have acknowledged their preference for email only contact, and emailed them "how can I help you? Tell me a little bit about your concerns or the type of policy that interests you."

"Email Only Guy" never ever responds to emails when you do email them, even when you acknowledge their rules and try to engage professionally with them via email.

So I have learned over the years. "Email Only Guy" is a time waster. Just wants free information with zero respect for any professional.

I now cut bait in a split second with 0 hesitation. (And then I may fire the lead off to a fellow agent that might not be as old school as I am!)

Exactly, The main reason for email only is to create a barrier and take away any chance of a commitment.

I sell medicare plans and can occasionally turn one of those into a sale and will only do minimal work to gain interest otherwise it just takes time away from more productive activity.

However the more complicated the conversation the less likely the sale. A LTC plan I would assume would be next to impossible to close engaging this way.

 

[RookieYankee]

Easier to just refuse rather than engage in worthless and exhausting email communication. When someone says "email only" they are providing me blatant signals that they are overly defensive and not trusting. It is quite frankly the worst type of consumer, especially in the insurance and financial services arena where trust and relationships are of paramount importance. My business is most often an emotional sale. No email conversation in the world will ever lead to an LTC application.

Many times I have acknowledged their preference for email only contact, and emailed them "how can I help you? Tell me a little bit about your concerns or the type of policy that interests you."

"Email Only Guy" never ever responds to emails when you do email them, even when you acknowledge their rules and try to engage professionally with them via email.

So I have learned over the years. "Email Only Guy" is a time waster. Just wants free information with zero respect for any professional.

I now cut bait in a split second with 0 hesitation. (And then I may fire the lead off to a fellow agent that might not be as old school as I am!)

Now, let me ask you because I am starting to believe exactly what you are saying. What do you do with that lead meaning do you ask for a refund to be able to spend that money somewhere else? Because at this point it's a loss right?

 

[vic120]

Now, let me ask you because I am starting to believe exactly what you are saying. What do you do with that lead meaning do you ask for a refund to be able to spend that money somewhere else? Because at this point it's a loss right?

I don't know what lead service would give a refund for something like this

There are a lot of dead leads I get stuck with with various lead types,

I sell medicare insurance and it kills me to pay $45 for a live transfer and hear, My mom just moved here from Guam and she needs a plan or I am just looking for dental

No one ive used for live transfer or internet leads accept these as returns

 

[LGilmore]

Maybe one thing to point out to ltcadviser about leads and prospects that may not be equal as far as leads go.

You are focused on a product where the people that "get" the need for LTC want the product, it is not the same conversation as a life or di sale.

I have found the people that want LTC don't need to be sold at all. It's a matter of finding the plan that works best for them. You don't get the objections and stalls other lines have.

So maybe you can operate the way you do because of the product you offer. I would imagine if your experience is like mine, there really isn't a selling or talking into aspect of a LTC sale. The people that want it, simply just want it, no need to explain the reason for it, but instead you just have to find the best fit.

So I understand your marketing and what you will and won't put up with. I just want to point out, it's different with other products.

At least for me as I NEVER have had to "sell" LTC, the sale is always there, it's just doing the work to match the design up with their ideas.

So not knocking what you're saying, but saying your choice of product has a different market than others.

Cheers.

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Maybe one thing to point out to ltcadviser about leads and prospects that may not be equal as far as leads go.

You are focused on a product where the people that "get" the need for LTC want the product, it is not the same conversation as a life or di sale.

I have found the people that want LTC don't need to be sold at all. It's a matter of finding the plan that works best for them. You don't get the objections and stalls other lines have.

So maybe you can operate the way you do because of the product you offer. I would imagine if your experience is like mine, there really isn't a selling or talking into aspect of a LTC sale. The people that want it, simply just want it, no need to explain the reason for it, but instead you just have to find the best fit.

So I understand your marketing and what you will and won't put up with. I just want to point out, it's different with other products.

At least for me as I NEVER have had to "sell" LTC, the sale is always there, it's just doing the work to match the design up with their ideas.

So not knocking what you're saying, but saying your choice of product has a different market than others.

Cheers.