Patience

[somarco]

I hope it works for me, I've been trying your strategy (I read about it in previous posts by moon and somarco) with my shared leads for about 10 days now. I hope I'm not losing all these leads by "waiting". I leave 1 message only, 1 email on 1st day, and 1 about a week later.

As Paul said, folks who decide on the first call are probably not good clients anyway. The way I look at it, if they buy from me on the first call, and within a few minutes of calling, one of two things go through my mind.

1) They are not telling the truth about their health.

2) They are a sucker for an easy pitch and will drop my coverage in favor of the next one who calls with a better line.

Either way, I lose.

That is not to say ALL leads are like that, but Paul & I both have experience working leads and trying different things.

Do we miss folks who buy on the first call?

Sure.

Is it something to lose sleep over?

Nope.

I call and email several times over the first 10 days after a lead comes in. The one thing I do not do, but keep threatening to do, is mail (USPS) a proposal.

Alston does that and swears by it.

It's not that I don't believe him, I am just not that disciplined to actually follow through by printing & mailing something.

You don't HAVE to wait to call. Sometimes a lead comes in and I DO call right away, but I don't go nutso if I don't call right away. Some agents will keep dialing when a lead comes in for the first 20 minutes or so until they get something other than voice mail or a busy signal.

What kind of message does that send?

Can you say DESPERATION?

Go to a retail store, or better yet, a car dealer. As soon as you hit the sales floor someone will come up to you and ask if they can help. If you say no, they usually give you some space.

But what if they don't? What if they stick with you like glue, following (or leading) you around? How would you feel then?

A GOOD sales person makes it known they are available to help without hovering over you like a helicopter.

Same thing here.

If you create enough interest from your voice message and email, the right folks will be attracted to you.

 

[moonlightandmargaritas]

I hope it works for me, I've been trying your strategy (I read about it in previous posts by moon and somarco) with my shared leads for about 10 days now. I hope I'm not losing all these leads by "waiting". I leave 1 message only, 1 email on 1st day, and 1 about a week later.

Did you come up with a "USP"?

Why you?

 

[chp]

Great thread!

I wait a bit before I call. I also send out a letter the day a lead does come in, letting them know how I am different, that I can offer them information on all the major carriers and help them pick the best company/plan. I dont send out a quote with the letter, it is just a letter to let them know what I do and what I offer.

Then I give them a call.

Many times once I have them on the phone I am able to get clients who initially say "already took care of it, thanks" to apply with a different company through me. Again, once they know how I am different from all the "agents" out there.

One thing I do not do is send out email anymore. I keep hearing clients say, you have no idea how many calls I have received, and how much email I have! I just delete all the email!

 

[somarco]

I really do need to start sending something by USPS. Guess that will be my New Year resolution . . .

 

[Jeff]

Somarco- do you always send out a quote before talking to them? I know there are two schools of thought on this. On one hand it gives them something to look at vs an email with general info. On the other hand others would say not to be an info provider without any contact. I keep flip flopping on this myself and haven't really tracked which works best. My gut says providing the quote probably works best.

Any other thoughts???

 

[somarco]

do you always send out a quote before talking to them?

Always, unless I am in the mood to call as soon as the lead comes in.

Everyone get's a quote, a phone call and several emails.

Everyone is invited to tour my site, run their own rates, call or email with questions.

Everyone is told they will receive personalized service and ALL applications are pre-screened BEFORE submitting to HO so there are no surprises.

Anyone can go online to any number of sites, including eHealth, and get rates. Why should I be any different?

What sets me apart is they don't get me, or my expertise, from eHealth or Joe the rookie agent who last month was making mortgage loans to folks who had no business getting a mortgage and next month will be asking if you want to super-size your order.

 

[Guest]

I disagree. Did you see it coming? LOL

Maybe in the case of agents not having a clue and slamming a round prospect into a square hole you are correct.

My clients rock, many are like friends now, and frequently correspond with me via email, and rarely do we speak of insurance. I've been invited to stay in their guest room if I'm ever in the area, even sent pix of their daughters at times to set me up.

They aren't liars nor are they suckers, which is why they buy and are happy.

"No decision is difficult to make if you get all of the facts."

George S. Patton JR.

As Paul said, folks who decide on the first call are probably not good clients anyway. The way I look at it, if they buy from me on the first call, and within a few minutes of calling, one of two things go through my mind.

1) They are not telling the truth about their health.

2) They are a sucker for an easy pitch and will drop my coverage in favor of the next one who calls with a better line.

Either way, I lose.

 

[arnguy]

I've been invited to stay in their guest room if I'm ever in the area, even sent pix of their daughters at times to set me up.

Rob, have you ever taken advantage of that offer?