Prospecting for Medd Supps

[theinsuranceman]

Those are impressive numbers for sure. I am familiar with the Powell Ins group out of Thomasville, ga back when they did mail leads. Many agents just wound up with huge debits and vector probs. Believe they used Boston Mutual out of Ariz...they really were high in premium. They also run those ads for Silver....(something, can't recall) on TV.

are they still using the same ins co and the same lead generation m.o.? (modus operandi) mail bakc, tv and telemktd?

Getting 20-25 leads per week is good if interested prospects.

Life of Boston was used. Most agents probably would not work a direct mail lead as trained to do. You can't just call the lead and say "you mailed a card back to buy insurance and I'm the agent that's going to write you up." If you do this, almost all leads will give you some kind of excuse not to see you.

We now sell 100% over the phone with a digital recorder. I've been at home in Raleigh, NC wearing a pair of shorts and T-shirt writing apps on people in Ala. all over the phone. No wet signature, no 3 way call w/ underwriter, etc.

This also protects the co. from someone saying she said, he said problems as everything is recorded on the disk and saved at home office.

The Powell's now have their own insurance co. A co. owned and managed by people who have been in the field and over the phone selling.

If anyone is interested in a new career call me. But...only if you can give yourself 100+% effort, very coachable, and can invest $300 or more for leads each week. Yes, this is CAPTIVE, but who cares when you can earn $100,000 per year selling FE over the phone from your home or office. No need to wander around blindly trying to sell different products.

Greg...252-292-3350

 

[Professor Leads]

Life of Boston was used. Most agents probably would not work a direct mail lead as trained to do. You can't just call the lead and say "you mailed a card back to buy insurance and I'm the agent that's going to write you up." If you do this, almost all leads will give you some kind of excuse not to see you.

We now sell 100% over the phone with a digital recorder. I've been at home in Raleigh, NC wearing a pair of shorts and T-shirt writing apps on people in Ala. all over the phone. No wet signature, no 3 way call w/ underwriter, etc.

This also protects the co. from someone saying she said, he said problems as everything is recorded on the disk and saved at home office.

The Powell's now have their own insurance co. A co. owned and managed by people who have been in the field and over the phone selling.

If anyone is interested in a new career call me. But...only if you can give yourself 100+% effort, very coachable, and can invest $300 or more for leads each week. Yes, this is CAPTIVE, but who cares when you can earn $100,000 per year selling FE over the phone from your home or office. No need to wander around blindly trying to sell different products.

Greg...252-292-3350

Congratulations on your success. May I ask, what is your persistency on a 24 month rolling basis since doing phone apps?

 

[theinsuranceman]

Congratulations on your success. May I ask, what is your persistency on a 24 month rolling basis since doing phone apps?

No idea. The Co. tracks 7th month and 12th month persistency. 12th month pers. hovers around 80-85%.

On the phone you hear same objections as you do in the field. Closing % also about the same. Using the phone speeds up the whole process of making $$. If this was not true I would be back in the field face 2 face working leads.
(Thanks for the compliment).

 

[Tom Highway]

Here's something else I was thinking about on the mailout to the masses vs cold call issue.

Those returned cards will be from all over the geographical area that you chose for your mailout, and you'll be setting appointments as close to each other as possible, but you're at the mercy of when the BRC cards come in from each area.

So, going this route, you'll be going on a lot of appointments, but they'll be to basically random places, and you could be spending hours driving between each appointment.

If you have a calling list, you can sort that by zip code +4 to have a very close cluster of people you visit when you call each area to set appointments.

So, you can truly work smarter, not harder, and save time and gas money on your appointments. And a year's worth of not needing to drive an extra hour or more each day will really add up.

Granted, telemarketers can do the same thing for you, but again, the goal of a telemarketer is to set a high volume of appointments, so they may not be prone to target one area or seek out only high quality appointments.

That is all.

 

[theinsuranceman]

Good thinking. You can go one step further and sell over the phone and NEVER drive to the prospect"s house.

 

[jmhopkins40]

Here's something else I was thinking about on the mailout to the masses vs cold call issue.

Those returned cards will be from all over the geographical area that you chose for your mailout, and you'll be setting appointments as close to each other as possible, but you're at the mercy of when the BRC cards come in from each area.

So, going this route, you'll be going on a lot of appointments, but they'll be to basically random places, and you could be spending hours driving between each appointment.

If you have a calling list, you can sort that by zip code +4 to have a very close cluster of people you visit when you call each area to set appointments.

So, you can truly work smarter, not harder, and save time and gas money on your appointments. And a year's worth of not needing to drive an extra hour or more each day will really add up.

Granted, telemarketers can do the same thing for you, but again, the goal of a telemarketer is to set a high volume of appointments, so they may not be prone to target one area or seek out only high quality appointments.

That is all.

we pay ours per presentation...has worked great for years.

 

[efo2009]

What about the new law for telemarketers, donotcall list,etc.
It's not affecting,Theinsuranceman, this system prospecting and selling over the phone...?
I'm currently buying 20 returned cards, same price, driving like crazy and not that good results. Independent.
But I agree: don't matter go captive if system works.

 

[Josh]

What about the new law for telemarketers, donotcall list,etc.
It's not affecting,Theinsuranceman, this system prospecting and selling over the phone...?

All the new law really effects is the autodialers or "robocalls". If there is a live person making the outbound calls to the prospects, as long as it's scrubbed against the DNC registry then it's business as usual for telemarketers... for now.

 

[efo2009]

"Theinsuranceman": Is your Company and system available in Texas?

 

[Professor Leads]

Here's something else I was thinking about on the mailout to the masses vs cold call issue.

Those returned cards will be from all over the geographical area that you chose for your mailout, and you'll be setting appointments as close to each other as possible, but you're at the mercy of when the BRC cards come in from each area.

So, going this route, you'll be going on a lot of appointments, but they'll be to basically random places, and you could be spending hours driving between each appointment.

If you have a calling list, you can sort that by zip code +4 to have a very close cluster of people you visit when you call each area to set appointments.

So, you can truly work smarter, not harder, and save time and gas money on your appointments. And a year's worth of not needing to drive an extra hour or more each day will really add up.

Granted, telemarketers can do the same thing for you, but again, the goal of a telemarketer is to set a high volume of appointments, so they may not be prone to target one area or seek out only high quality appointments.

That is all.

Any demographic targets you do with a list--the same thing can, and should, be done with direct mail. Mail to a specific age, income, zipcode, whatever. Using direct mail should never mean you are forced to work harder not smarter.