Questions to ask the lead. Call to action

[PhxSunsFan]

A friend of a friend. few details at the moment.. is having people called,, and they are being asked detailed questions, and transferred if they answer questions ,, If the agent makes a sale.,.. the caller is paid a percentage.. I know with seo leads,... I was offered a 60/40 split,., thinking this can be similar...
Here are the questions I'd like asked... what am I missing? :

Name
address
which plan: 5k. 10k. or 15k
K/O health questions. no transfer if any yes answers
checking'/savings acct number, DE
ss #
smoker?
age

what else would you ask?

 

[bboman23]

A friend of a friend. few details at the moment.. is having people called,, and they are being asked detailed questions, and transferred if they answer questions ,, If the agent makes a sale.,.. the caller is paid a percentage.. I know with seo leads,... I was offered a 60/40 split,., thinking this can be similar...
Here are the questions I'd like asked... what am I missing? :

Name
address
which plan: 5k. 10k. or 15k
K/O health questions. no transfer if any yes answers
checking'/savings acct number, DE
ss #
smoker?
age

what else would you ask?

First I would ask what steps he is following to ensure the calls are 100% TCPA compliant.

Then I would want to know what data and filters he is using.

After that, most of your questions above are useless to me. If it was a TRUE TCPA compliant lead with all of the information above, that would be a very expensive lead. I would rather them get less information and I get 5-8X the amount of leads. An agent should have more skills than a telemarketer, so they should be getting me very basic information (which the data should have, so they could just verify it) and then they should have a basic question to make sure there is SOME interest in speaking to someone about insurance.

The other stuff you listed above doesn't matter. Why do I care if they smoke or not? It isn't like I am not going to write them if they do smoke.

I will say this though, and please realize that I do not know you, but I am going off of the countless posts I see. You seem to analyze everything and are being scattered in a lot of different directions. You need to speak to someone that you KNOW has a successful system and then mirror that exact system to be successful. There are many ways to do this business, but that doesn't mean mixing all of those ways together will work. You have to pick one and go for it.

 

[DonP]

Ben since you obviously know what True Tcpa compliant lead is as Efes had scrape with non compliance.If the name is scrubbed against the dnc list every 60 days is that compliant? Some people are saying you must read a disclosure to the caller ahead of your pitch at the beginning of the call . What's compliant ?

 

[bboman23]

Ben since you obviously know what True Tcpa compliant lead is as Efes had scrape with non compliance.If the name is scrubbed against the dnc list every 60 days is that compliant? Some people are saying you must read a disclosure to the caller ahead of your pitch at the beginning of the call . What's compliant ?

I was an agency under EFES when the TCPA lawsuit happened. I didn't have anything to do with that or what happened to cause TCPA to be broken. My agency merged with EFES and I became the President in Jan of 2020. But I do know that the agent that started this was an AGENT of EFES. He received a text informing him about the national training call. It is a sad day when an IMO can't even market to their own agents about FREE training. But again, I was just an agency at the time.

Anyone that knows me knows that I don't use or promote any type of telemarketing leads or texting services.

Today, there are just too many professional attorneys that sit back and try to sue agents. I have even seen situations where agents didn't do anything wrong and they still would get sued.

What I hate to see (and I have seen it multiple times) is when an upline has an INDEPENDENT AGENT in their hierarchy and that agent buys non-compliant leads and the upline gets sued. I saw that happen a couple of months back. The upline even had an email chain with that agent telling them not to buy leads from XYZ because they are not compliant. The agent did it anyways and the upline got sued.

I think that most agents reading these forums have the idea that they can buy leads from whoever they want and if a TCPA law is broken, the lead company is responsible. That is not the case at all, the agent is the one that will get sued. Then they get information from that agent and start going up the food chain.

 

[bboman23]

Ben since you obviously know what True Tcpa compliant lead is as Efes had scrape with non compliance.If the name is scrubbed against the dnc list every 60 days is that compliant? Some people are saying you must read a disclosure to the caller ahead of your pitch at the beginning of the call . What's compliant ?

Also, I won't even TRY to explain TCPA law. There are so many ways to get caught being non-compliant.

I will give you another example...

I saw someone sue due to not having consent to call. This was a FB lead and the language was below the SUBMIT button that stated "you agree to be contacted by blah blah blah blah". That one was lost due to that language was BELOW the submit button instead of ABOVE the submit button.

Being in my position, I see brokers (they do their own lead generation or buy from 3rd parties of their choosing) get sued all the time. I would guess that I have seen 10-12 agents get sued in 2020 alone. That is why I do not promote or sell telemarketing leads at all.

 

[somarco]

What a TCPA Lawsuit Can Cost You

 

[DonP]

I was an agency under EFES when the TCPA lawsuit happened. I didn't have anything to do with that or what happened to cause TCPA to be broken. My agency merged with EFES and I became the President in Jan of 2020. But I do know that the agent that started this was an AGENT of EFES. He received a text informing him about the national training call. It is a sad day when an IMO can't even market to their own agents about FREE training. But again, I was just an agency at the time.

Anyone that knows me knows that I don't use or promote any type of telemarketing leads or texting services.

Today, there are just too many professional attorneys that sit back and try to sue agents. I have even seen situations where agents didn't do anything wrong and they still would get sued.

What I hate to see (and I have seen it multiple times) is when an upline has an INDEPENDENT AGENT in their hierarchy and that agent buys non-compliant leads and the upline gets sued. I saw that happen a couple of months back. The upline even had an email chain with that agent telling them not to buy leads from XYZ because they are not compliant. The agent did it anyways and the upline got sued.

I think that most agents reading these forums have the idea that they can buy leads from whoever they want and if a TCPA law is broken, the lead company is responsible. That is not the case at all, the agent is the one that will get sued. Then they get information from that agent and start going up the food chain.

Good info Ben . The question now is DM leads . The leads write their phone # in . Does the agent have permission to call ? I've heard for 90 days ? Rgi nor any mailer has a disclosure clause that says by signing the card the agent has permission to call them . Obviously if the client doesn't put their phone # in then you can't look up their # and call it which many agents do . As far as face book leads CO's like ttc have all disclosures below the submit button as they actually text them . Even tm CO's like lead jerks and lead hero's must be doing it compliantly or they'd be long gone

 

[titeye]

A friend of a friend. few details at the moment.. is having people called,, and they are being asked detailed questions, and transferred if they answer questions ,, If the agent makes a sale.,.. the caller is paid a percentage.. I know with seo leads,... I was offered a 60/40 split,., thinking this can be similar...
Here are the questions I'd like asked... what am I missing? :

Name
address
which plan: 5k. 10k. or 15k
K/O health questions. no transfer if any yes answers
checking'/savings acct number, DE
ss #
smoker?
age

what else would you ask?

I think what you are missing is the relationship. For what my 2 cents is worth, you'd be better served by 1) finding a FE script that you like and/or editing one to your liking. 2) unless you have a serious speech impediment, use that script as a guide to building your own relationship with your lead prospects.
You are describing a situation in which the caller is doing all the work. If the caller obtains all the information, he/she is the one who's building the relationship. Why would they pay you anything, let alone 60%, just to sign your name on the application? On the flip side, why would they risk losing 40% by handing the ball off to you, when all that's needed is the product description and signature? Nonetheless, suppose your caller has secured all the information you desire; transfers the call to you; however, you drop the ball in getting the signature. Commissions can only be split between licensed agents. In this case, one of you fumbled the ball and neither got paid! It's only a matter of time before your caller discovers he doesn't need you and puts you out of business.
The point is that sales is both, a relationship business and a numbers game. Embrace the grind!

 

[tribetime32]

A friend of a friend. few details at the moment.. is having people called,, and they are being asked detailed questions, and transferred if they answer questions ,, If the agent makes a sale.,.. the caller is paid a percentage.. I know with seo leads,... I was offered a 60/40 split,., thinking this can be similar...
Here are the questions I'd like asked... what am I missing? :

Name
address
which plan: 5k. 10k. or 15k
K/O health questions. no transfer if any yes answers
checking'/savings acct number, DE
ss #
smoker?
age

what else would you ask?

Honestly, I would want as little information as possible other than that there was some sort of interest in a final expense program and I just needed to go over it with them. It's like running DM I would prefer to have the Non-Life Direct Mail lead. I want that client that has life insurance to fill it out. There's a ton of Americo, LH and the like out there these days and I can put the client in a better position 11 times out of 10.

I would venture to say that top agents replace policies on around 50% of their sales.

 

[Newby]

Ben since you obviously know what True Tcpa compliant lead is as Efes had scrape with non compliance.If the name is scrubbed against the dnc list every 60 days is that compliant? Some people are saying you must read a disclosure to the caller ahead of your pitch at the beginning of the call . What's compliant ?

You might be reading something I posted and confusing the disclosure at the beginning of the call. That is an Indiana specific thing. Not a federal DNC rule. Indiana still has their state DNC rules and insurance agents and Realators are exempt from the state DNC lists as long as they disclose that they are an insurance agent making a sales call with in the first 30 seconds of the call. But that only exempts you from the state DNC list. If they are on the federal DNC list you have to not cold call them at all.