Prospecting Med Supps

30 percent is still a very high number....OK 1 percent is too low...Little embellishment on my part.

How do you make 100 phone calls in two hours 10-11am and 4-5pm.

My opinion, if insurance sales people called on the phone, and contacted 30 percent of the people they dialed, lead companies would not exist.:D

He said he speaks with 30-40 people very easy to do say 9-11am and 4-5pm its 10-13 people per hour and I would bet a percentage of them last a very short time.
 
My opinion, if insurance sales people called on the phone, and contacted 30 percent of the people they dialed, lead companies would not exist.:D

Lead companies will always exist. Agents feel that if the are calling from a "lead" that it isn't a "cold call". Nothing could be farther from the truth. I have run tons of Med Supp leads in past years and everyone of them was a "cold call" in the truest sense of the word.

It is a mindset with agents that makes them feel all warm and fuzzy. As long as most agents feel that way lead companies will continue to be in business and make a whole bunch of money while agents go broke.
 
He said he speaks with 30-40 people very easy to do say 9-11am and 4-5pm its 10-13 people per hour and I would bet a percentage of them last a very short time.

It doesn't make any difference how "short" a time they last.

If we're talking about a "cold" list, to "talk" (get 'em to answer the phone) to 35 people is going to take about 350 dials, or 175/hour in two hours.

Even a dialer dialing multiple numbers at a time is going to do about 100 dials per hour (about 57% of the "number").

His "assertion" is not a reasonable estimate - it's nothing more than a guess.
 
It doesn't make any difference how "short" a time they last.

If we're talking about a "cold" list, to "talk" (get 'em to answer the phone) to 35 people is going to take about 350 dials, or 175/hour in two hours.

Even a dialer dialing multiple numbers at a time is going to do about 100 dials per hour (about 57% of the "number").

His "assertion" is not a reasonable estimate - it's nothing more than a guess.

I don't think its too crazy...I know I no longer mark down every dial but I have seniors here answering every 2 to 3 dials I make...my issue right now is how few Med Supp companies and how great the rates are with AARP most people that answer their phone have AARP and even though I can sell it I can't become the agent and the rates blow everything else out of the state.
 
I don't think its too crazy...I know I no longer mark down every dial but I have seniors here answering every 2 to 3 dials I make...my issue right now is how few Med Supp companies and how great the rates are with AARP most people that answer their phone have AARP and even though I can sell it I can't become the agent and the rates blow everything else out of the state.

Could that be because AARP sends them a form that's already filled out & all they have to do is sign it? Or maybe because they've gotten a stack of mail about 2 ft high from AARP in the previous 4 weeks? Or maybe... because they call them on the phone & sign them up right then & there. Or because they tell the person that their HMO/PPO is exactly the same as a med sup but they don't have to pay a monthly prem.? Pick one, any one. It will answer your question.

Got all of that happening down here in S FL. Even had to get on the phn with medicare for ½ an hour with the client to get an SEP to get a client back on a med sup because an AARP rep misrepresented their information. Told them their HMO was just like a medicare supplement without the monthly premium & they could use any doctor they wanted to. Just forgot to finish the sentence "...any doctor they wanted to, as long as they were in their network!"

Norway, I think you're just outgunned dude. :twitchy:
 
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.


GREAT POINT FRANK...Moonlights stats are weak at best, if it were the basis of a high school research paper it would get an "F". 2000 is a joke...anyone that has managed a phone room or can type Google will agree his point is silly weak....some people just gotta talk.........
 
It doesn't make any difference how "short" a time they last.

If we're talking about a "cold" list, to "talk" (get 'em to answer the phone) to 35 people is going to take about 350 dials, or 175/hour in two hours.

Even a dialer dialing multiple numbers at a time is going to do about 100 dials per hour (about 57% of the "number").

His "assertion" is not a reasonable estimate - it's nothing more than a guess.

Have you ever attempted to call senior citizens? If you don't have a business name displaying on the caller id, they will answer out of sheer curiosity. Even other posters that specialize in cold calling seniors have said that they talk to someone every 3-4 dials.

OH MY GOSH! THAT WOULD MEAN...WAIT... 25-33%.

Do insurance companies pay based on busy? No of course not. BUT when you are busy performing revenue generating activities, the sales come. Could I call more people and cram more appointments in every single day in order to make more money? Of course I could. I am very comfortable with my income level and will not sacrifice any more of my family time in order to simply make more money.

As far as guesstimates, you need to remove your head from your rectum long enough to get the point. I agreed that marketing campaigns such as mailers, leads, etc. should always be precisely tracked. You use exact results when you need to track what activities are working and which ones are not. It doesn't matter how many people I call off of my list...I'm not going to stop calling them if suddenly 28 people out of 100 talk to me instead of 29.

Pointless tracking of details when it doesn't matter is not revenue generating in any way, nor will it be productive.

To clarify, I often will make a few phone calls throughout the day between appointments. My 2 hours are blocked out for calling, but I make good use of drive time as well.

HERE ARE YOUR EXACT DETAILS TODAY, but of course it can't be guaranteed every day.

96 Dials
27 Contacts
4 Appointments for tomorrow
1 Med Supp Sale over the phone

I wish every day was as productive!
 
Could that be because AARP sends them a form that's already filled out & all they have to do is sign it? Or maybe because they've gotten a stack of mail about 2 ft high from AARP in the previous 4 weeks? Or maybe... because they call them on the phone & sign them up right then & there. Or because they tell the person that their HMO/PPO is exactly the same as a med sup but they don't have to pay a monthly prem.? Pick one, any one. It will answer your question.

Got all of that happening down here in S FL. Even had to get on the phn with medicare for ½ an hour with the client to get an SEP to get a client back on a med sup because an AARP rep misrepresented their information. Told them their HMO was just like a medicare supplement without the monthly premium & they could use any doctor they wanted to. Just forgot to finish the sentence "...any doctor they wanted to, as long as they were in their network!"

Norway, I think you're just outgunned dude. :twitchy:

Some of what you say is correct but my market is wacked...I sell AARP matter of fact It would be what I would reccommend to someone right now. AARPs rates blow the competition away, what little competition we have. So what ends up happening is AARP obviusly does their direct sales and then most independents are selling AARP as well because they know the next agent in the door will sell it because the rate is about 2/3rds the price of say B/C or MOO. I'm interested in Columbian getting their head of out their a$$ and frank they are not a surprise anymore heck the state of Maine is publishing their phone number in a brand new publication for Med Supps June 2010.
 
Saying that AARP is the lowest is a broad statement. It is county by county who is going to be the cheapest. I am sure where you are it is the cheapest, but I am sure in other states it is the most expensive.

I talked with a lady last week who had AARP and she was paying $169 Per month for Plan F. Moo was $110 for plan F. No brainer!

(unfortunately some of the people I prospect to don't have brains. No brainers!)
 
Saying that AARP is the lowest is a broad statement. It is county by county who is going to be the cheapest. I am sure where you are it is the cheapest, but I am sure in other states it is the most expensive.

I talked with a lady last week who had AARP and she was paying $169 Per month for Plan F. Moo was $110 for plan F. No brainer!

(unfortunately some of the people I prospect to don't have brains. No brainers!)

Which is why I said my market is wacked....And in my market Counties and zips do not matter. We are community rated so everyone in the entire state gets the same rate irregardless of age or location...The good part is at most only 2 rates per plan per company if they charge a different rate for tobacco use. The two lowest rates do not allow any way for the client to change agents the next lowest rate is Anthem BC so I'd rather sell AARP over Anthems 10/month commission.
 
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