Organizing Leads... how do you do it?

[Tahoe Ray]

I have a CRM, my issue with using it my CRM is I don't want much in there except for clients and very good prospects to follow-up on. I don't want to dump a bunch of junk in it.

Thanks guys for the input. I will look into the +4 digit idea on the zips. If I remember, I'll post what I end up doing so that we can continue the discussion. Always open to learning and implementing new ideas.

You can clean clutter easily with dispositions in a CRM and only see what you want.

I don't know how I'd manage my leads without a CRM.

 

[HoosierLife]

I have a CRM, my issue with using it my CRM is I don't want much in there except for clients and very good prospects to follow-up on. I don't want to dump a bunch of junk in it.

Thanks guys for the input. I will look into the +4 digit idea on the zips. If I remember, I'll post what I end up doing so that we can continue the discussion. Always open to learning and implementing new ideas.

I get that. When I was running DM, I had a basic CRM for just clients.

In Agent Autopilot, you can tag leads/contacts like fe fresh lead, fe aged lead, client etc.

That will drop them into their own campaigns and pipelines, which will automatically identify high value prospects based on responses, landing page opens etc.

You could also add the +4 digit zip or county as a tag to the leads as you import them and then create Smart Lists based on just those tags.

We're getting ready to implement lead scoring as well. So if they're opening your emails/texts, clicking on links etc, it will assign a value for each of those actions and that way you can further identify good prospects.

 

[hockeyday]

Can you call and appointment set out of the crm and could it be used for telesales for Medicare or FE

Might I suggest a CRM?

Now I know it was about DM specifically, but many big mail houses will give you a spreadsheet to import.

If not, pay someone on Fiverr.com or Upwork.com a few bucks to input them into a spreadsheet. You could even have them take screenshots and add the image files to one of the columns.

Then import that bad boy into Agent Autopilot.

 

[HoosierLife]

Can you call and appointment set out of the crm and could it be used for telesales for Medicare or FE

Definitely. Originally we built Agent Autopilot in response to the pandemic. We had 100s of agents and 1000s in our Group/Email list that were thrown into virtual sales without a clue what to do. My first foray into insurance sales 8-9 years ago was me getting a dialer, loading up a list, and developing my own leads.

The dialer and text drip campaigns came first. Our first platform was a simple dialer/CRM, but it was very limited and useless for most field agents. I realized things would eventually open back up and I had better build something that would work great for phone agents as well.

So we have dialer pipelines that are queue based. I really hated how many dialers would start you back at the beginning of the list if you left and came back.

It will feed your fresh/real-time leads to you 4 times in the first day and then it starts spacing out how often it feeds you the leads as they age.

Agent Autopilot has it's own integrated calendar system, not too dissimilar to calendly or accuity, but it's all built in. Sync it up to your google calendar, set your availability and your off to the races.

It comes with pre-written appointment reminder campaigns, but you can always customize them. You can schedule people to your calendar directly from the CRM or many times they will schedule themselves through the drip content that pushes out a landing page with your calendar embedded on it.

It has 3 way merge calling, which is essential for doing telephone interviews from a dialer. But you can also just use it for appointment setting.

You can even use it on the go. The mobile app has access to most of the core functionality, including the dialer queues. So if you have 15-20 minutes before your next appointment, pop open the app and pick up where you left off making dials.

 

[HoosierLife]

Oh, sorry, missed you last question. Yes, it can be used for FE, Med Supps, Medicare Advantage, T65, Mortgage Protection, Health, General Life and we are currently building out a P&C setup for home owners and auto. I guess it would work for commercial too. The P&C setup is more X date based, while the previous niches are driving lead engagement and appointment setting based.

Each niche comes with it's own pre-written and pre-built drip content for appointment setting, engagement, long term re-engagement, and client retention. This includes dozens of email campaigns, text sequences, ringless voicemail campaign, and dialer queues.

That's the major advantage to Agent Autopilot over any other CRM or marketing automation platform out there. While ours is completely customizable once you're familiar with it, it comes pre-built so you can start using all the bells and whistles at a high level day 1.

Some agents never customize it, some aren't very tech savvy so they don't want to mess with, and some agents create something truly unique.

 

[DayTimer]

I get that. When I was running DM, I had a basic CRM for just clients.

In Agent Autopilot, you can tag leads/contacts like fe fresh lead, fe aged lead, client etc.

That is how I see things with Agent Autopilot: Use the plain vanilla CRM for clients, use Agent Autopilot as lead nurture/follow up on steroids. Agent Autopilot = make the a client first, then move the now client to the CRM.

FWIW, If I haven't seen someone eyeball to eyeball that lead is not garbage. I'm going to run some FE Leads in the next week or two just to get the heck out of the house. Some of those go back 5 years, which is when I first started buying leads.

 

[DayTimer]

My first foray into insurance sales 8-9 years ago was me getting a dialer, loading up a list, and developing my own leads.

Was that the "Hey this is Josh, I'm just calling to see if you'd like to get some free information on the state regulated final expense plans? Great! I have your address as ____________________. " and then you went out and door knocked anyone who said yes?

That is a classic, imo.

 

[HoosierLife]

Was that the "Hey this is Josh, I'm just calling to see if you'd like to get some free information on the state regulated final expense plans? Great! I have your address as ____________________. " and then you went out and door knocked anyone who said yes?

That is a classic, imo.

Something like that. "Are you interested in a free funeral and final expense packet?"

I can't remember exactly. If they said yes, I would get their favorite color as a security question " just in case somebody from our company contacts you."

Then I door knocked them. "I've got that free funeral and final expense packet you requested. Do you have a place to sit down?"

 

[HoosierLife]

That is how I see things with Agent Autopilot: Use the plain vanilla CRM for clients, use Agent Autopilot as lead nurture/follow up on steroids. Agent Autopilot = make the a client first, then move the now client to the CRM.

FWIW, If I haven't seen someone eyeball to eyeball that lead is not garbage. I'm going to run some FE Leads in the next week or two just to get the heck out of the house. Some of those go back 5 years, which is when I first started buying leads.

You're forgetting the client retention campaigns. Texts and emails on birthday, holidays, policy anniversary. Plus the 75 week re-engagement sequence designed to educate, entertain, and engage your audience.

How many times have you gone into a house and the prospect has 5 different policies from 5 different agents.

These campaigns will keep you top of mind with your prospects. So when they need extra insurance or insurance on their daughter, you're always in front of them and a quick text or email reply away.

For those looking to build something greater than just the transactional sale, this alone is worth the price of admission.

 

[DayTimer]

You're forgetting the client retention campaigns.

The older I get the more I forget.

Good points - you really have built a lot into that CRM product.