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I faced a similar quandry some years back. If you can't buy a list, you have two choices:
1) Give up.
2) Build your own.
Prospecting Med Supps
- Thread starter jemelton
- Start date
I faced a similar quandry some years back. If you can't buy a list, you have two choices:
1) Give up.
2) Build your own.
- Thread starter
- #13
How exactly do you do this...........doorknock, leave door hangers?
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- 7,066
I just reread my post. Where did I say that I was calling people who I had talked to before?
You are basing that percentage on an extremely small sample that you did quite a while ago. It has not been my experience or that of agents I have been working with.
The initial phone call when selling Med Supps is the single most important part of the entire sales process. It is a learned well practiced art. So yes, it is extremely important that the agent learn how to give "good phone".
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That strategy may work well with individual health insurance but it does not work well with Med Supps. If I set an appointment on Monday for Thur or Fri I will most often not make the sale. They will either forget that I'm coming and not be home, busy with doing something else or will have changed their mind even though I can save them money.
For every day that goes beyond "tomorrow" my chances of making a sale diminish. It is in my best interest to see them as soon after I talk to them as possible.
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The initial phone call when selling Med Supps is the single most important part of the entire sales process.
Isn't this true for almost any product you sell?
You have to set the "frame" early on in anything you sell.
Marry
Sizzle
Close!
Isn't this true for almost any product you sell?
You have to set the "frame" early on in anything you sell.
Marry
Sizzle
Close!
- 9,744
We did a test of 2,000 dials across a variety of days and times - not "quite a while ago", but less than a year ago. We dialed people age 67 to 78. Only 9% of the dials resulted in a live answer.
Hardly a "small" sample, it's large enough to give very reliable data. You could do 20,000 more dials and you wouldn't get very much statistical variance - if any at all.
If you (or the agents you work with) have facts backed up by data to the contrary, please post 'em!
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I still disagree. It is a "small sample" done over a relatively very short period of time. I would hardly call it "reliable".
Another "statistic" is, one out of three auto accidents are caused by someone who has been drinking. Assuming that is true then two out of three accidents are caused by people who are sober. One can then conclude that driving drunk is safer than driving sober. Would you call that conclusion "reliable" information?
I have already stated that I don't keep track of that information, that it would have no value to me. I have already tried other ways of marketing Med Supps. I know from experience, the way I do it is the easiest, most cost effective way for me to secure new clients.
I have over sixteen years of experience, you have but a few days.
