Prospecting for Medd Supps

[Tom Highway]

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.

Sure, but, my point is that when you (or a telemarketer) are calling leads, you can control how close the cluster is together. Anybody who's ever called from a cold call list knows that you can sort the list and you often have name after name after name on the same street. If you set up a couple of appointments on the same street or in the same neighborhood, you've minimized your driving.

I don't know about you, but I've gotten mailer leads returned to me, and when I set the parameters for the mailer, I did use a few zip codes to keep the mailout close to one area. That part you control, but the part you don't control is from whom and when the cards are returned. You can get 10 returned cards from the same zip code that are pretty far apart.

 

[theinsuranceman]

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

Yes it is. Call me if interested...Greg...252-292-3350. But please, only call if you are going to do this full time, will follow a program that works, and can invest $300/week for 20 leads. You can also work more than 20 leads per week. You also would have to go to San Antonio since you live in Tx.for a 2 day training class. Training classes in other states also. Otherwise you just won't be successful with this program. I'm speaking from experience.

 

[sman]

Also, go to church because that's where seniors go.

Yes, that's the reason one should go to church. To harass the seniors in the church.

I would recommend that people go to church for reasons other than doing business. If that is your purpose for going to church, people will eventually realize this and avoid you like the plague.

 

[LifeInsuranceMan]

When cultivating a potential lead, how often should you be calling them to try to get the ball rolling?? Is there such a thing as smothering your client? Should you call 1-3 times a week? Please advise...

 

[mcday]

Yes, that's the reason one should go to church. To harass the seniors in the church.

I would recommend that people go to church for reasons other than doing business. If that is your purpose for going to church, people will eventually realize this and avoid you like the plague.

sman, you're cracking me up :-)

conjures images of groundhog's "ned bryerson".

 

[Frank Stastny]

When cultivating a potential lead, how often should you be calling them to try to get the ball rolling?? Is there such a thing as smothering your client? Should you call 1-3 times a week? Please advise...

You should keep calling them until you have the opportunity to talk to them. Once you have spoken with them, if a sale didn't result from that conversation, then there is little value in talking to them until you have a legitimate reason to.

If you keep calling them I don't think they would view it as "smothering" as much as just really pissing them off. That will definitely slam the door on the opportunity to call them at a later date.

The next conversation with them should be when the premiums increase on the policy they currently have.

There are exceptions to all of that depending on how the initial conversation went. Knowing how to interpret those conversations is what separates the insurance professional from the insurance salesman.

 

[Gerard/Premier Benefits]

Try using RHS products, it works great for us and we get atleast 5 referals per appointment. Good luck

 

[m10509]

what is RHS

 

[Frank Stastny]

Try using RHS products, it works great for us and we get atleast 5 referals per appointment. Good luck

At Least 5 Referrals? Why don't you share with all of us how you are doing that. Or, even more important is how good are your referrals?

I've been selling Med Supp for more than a couple of years and I have never experienced "at least 5 referrals" per appointment that were worth a damn.

Tell us what you are doing to get "at least 5 referrals" per appointment, you didn't say per sale, that are worth a damn and you can be my new hero. On the average how many of the referrals are you also selling? Remember, we were born at night but not last night.

What are you selling?

 

[SalesCoach]

I am new to the board, can you give me your email address?