What is the best way to prospect for Med. Supps. I want to run 10 Med Supp Appointments a week....how do I do this? Direct mail (what does the mailpiece say to get the highest responst) Cold calling (where do I get a list and is this the best way to get good appts), all advice would be appreciated.
Prospecting Med Supps
- Thread starter jemelton
- Start date
- 7,066
I am not a fan of direct mail. I have run thousands of them.
The most successful way for me to get new clients is to buy a list and call them. Any of a number of companies sell lists. Lead Concepts, US Data etc.
It is important to me to have their date of birth. Lists that have a "range age" are of no value to me.
You say you want to run ten appointments a week. Please define what you consider an "appointment". I do not set an appointment unless the prospect realizes that I expect to write an app and get a check.
I stopped setting appointments years ago to do a "Medicare Review" or to drop off "valuable information". My appointment is not to "get a foot in the door". I have discovered that is a waste of my time.
Before I set an appointment I get the name of the company they currently have, how much they are paying per month, I tell them exactly what it will cost if they take a policy with me and I ask some general health questions. I determine if I want to go see them, that decision is not theirs, it is mine.
The most successful way for me to get new clients is to buy a list and call them. Any of a number of companies sell lists. Lead Concepts, US Data etc.
It is important to me to have their date of birth. Lists that have a "range age" are of no value to me.
You say you want to run ten appointments a week. Please define what you consider an "appointment". I do not set an appointment unless the prospect realizes that I expect to write an app and get a check.
I stopped setting appointments years ago to do a "Medicare Review" or to drop off "valuable information". My appointment is not to "get a foot in the door". I have discovered that is a waste of my time.
Before I set an appointment I get the name of the company they currently have, how much they are paying per month, I tell them exactly what it will cost if they take a policy with me and I ask some general health questions. I determine if I want to go see them, that decision is not theirs, it is mine.
- 9,744
Low quality, low budget "sales managers" ("It's a numbers game!") are shuddering...
Qualify 'em, qualify 'em, qualify 'em, and then qualify 'em again.
- 14,808
A manager I had preached 15/10/5 - book 15 appointments, run 10 and close 5. I preferred 5/5/5.
- Thread starter
- #5
so how many phone calls does it take to set 10 appts a week? what kind of a script is used?
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That sounds like Bankers Life where I used to work!!
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That sounds like Bankers Life where I used to work!!
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- 9,744
Depends a lot on your skill.
I did an extensive test just about a year ago dialing numbers of folks 67-78. Only 9% of the dials resulted in a human answering the phone, so I would guess to make 10 solid, qualified appointments in a week would require on the order of 900 dials...
- 7,066
Again, I need to know what you consider an appointment. If you are calling to "drop off valuable information" you only need to make a small number of calls. If you are calling to do a "Medicare Review" you will make more calls.
If you want to close 95% of your appointments then you will make substantially more calls. I don't keep track of the number of calls I make, that information is not valuable to me. I call until I set an appointment to write an app.
That information might be valuable if I were trying several different methods of marketing. I have already tried Plans B, C and D. I know that what I do is the easiest, simplest, most cost effective way for me to get new clients.
On any given day that may be eight or ten calls and it may be forty. There are too many determining factors that come into play. Not the least of which is whether or not the agent gives "good phone". Most think they do, very few actually do. Using the phone is a learned, well practiced art. It is so much more than simply having a "script".
- 14,808
Using a dialer that goes through 100 numbers/hr that's 9 hours for 10 appointments. The best strategy would be to call Mon/Tues and run the appointments Wed-Fri.
- 9,744
To be fair and accurate Frank, I believe you've said you're NOT calling a cold list.
If you're calling a list that you've called before, and ascertained what carrier they currently have, that's a whole lot different than calling a list of folks that you've never dialed/talked to before!
I don't believe the OP has that type of list in his possession.
There will be regional differences of course, but if you are calling a cold residential list of folks 67-78, the best you're gonna do is get about 10% of people to actually answer the phone.
It's not so much what kind of "phone" you give, but how many people you're gonna be able to "give" it to - no matter how "good" it is!
- Thread starter
- #10
Yes, for the most part, I'm starting from scratch. Although a good list of people who's policies are renewing a certain time of year would be very beneficial. However, how do you learn when these people's policy renews. It would be my opinion that if you were able to get enough information from the people to know when their policy renewed, you would write their business to start with.
I think the 67-68 would be a great group, however T65's are also good. Problem with them is EVERYBODY markets to them and smell's blood in the water. For cross-selling purposes they are still great though. Thanks for the input and if anybody has more ideas I'm all ears.
I think the 67-68 would be a great group, however T65's are also good. Problem with them is EVERYBODY markets to them and smell's blood in the water. For cross-selling purposes they are still great though. Thanks for the input and if anybody has more ideas I'm all ears.
