Ratios from Calls to Applications for Individual Health

Sep 18, 2009

  1. COInsguy
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    I wanted to see what other agents selling Individual Health have for a typical sales ratios. The last two weeks I've been tracking very closely what my results have been so that I can better predict my business.

    From Calls Made to Getting a Fact Finder I'm at 15% of those I've closed 52% now I suspect that these numbers will go down a bit as I've had my pipeline spill over a bit this week and have had a great week but want to see how this stacks up and where others might be getting more people on the phone or returning calls and why.
     
    COInsguy, Sep 18, 2009
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  2. CHUMPS FROM OXFORD
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    CHUMPS FROM OXFORD Guru

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    Those sound like great numbers. You need to write a book, go on Oprah and you'll make a million bucks.

    Most of my calls are service or referrals so it would not be fair to compare.
     
  3. Chazm
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    Chazm Guru

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    You do a fact finder 15 times out of 100 calls?

    Damn, that real good. I might get 10-15 contacts out of 100 calls. 2-3 appts out of 10-15 contacts and 1 sale for 2-3 appts.
     
    Chazm, Sep 18, 2009
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  4. COInsguy
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    That's been my numbers since I started keeping a close track of them. It's been the only area of my business I haven't really measured very closely. I do 90% phone sales so don't have to factor in the appointment ratio.

    I also think that when I look back at this over a 2 month period it will be lower than where I'm at now, had a decent week for the effort I put in and wrote 8 apps so far and hopefully 2 more before the week is out. While I'd love to say this is my average production I'm not there yet!
     
    COInsguy, Sep 19, 2009
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  5. stormtracker
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    stormtracker Guru

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    I once called my office number by mistake. Once I realized I was an insurance agent, I refused to pick up...
     
  6. Full Throttle
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    Over a 3 year period, for me it boiled down to 50 business owner contacts (not dials) = 1 placed health insurance sale (at least for IFP).

    Further break down:

    1 out of 10 contacts became an immediate lead entering my sales cycle

    1 out of 5 placed within the first year (most within two months)
     
  7. jmhopkins40
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    jmhopkins40 Super Genius

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    this has gotta been on the phone...not face to face walk ins....right?
     
  8. Full Throttle
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    Yes. In other words, using a Mojo dialer, it was a placed policy for every 3 1/2 hours of dials.
     
  9. Crabcake Johnny
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    Crabcake Johnny Guru

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    coinsguy

    I'm a bit lost. Are you saying for every 100 numbers dialed you perform a "fact find" on 15 of them and close around 8? So if you dialed 100 numbers per day you're putting in 40 apps a week?
     
  10. COInsguy
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    missed this thread for a bit here....

    Here's what my numbers look like exactly for the last month:

    Out of 259 Calls I had 54 Fact Finders Submitted 28 apps pacing for about 80%-85% placement which is my norm.

    So I had 20% Phone to Fact Finder and 50% close ratio

    I'll add that, while I work shared leads from a few vendors & exclusive leads from 1 company that I also do a lot of my own marketing to generate traffic. I have a number of sales that by the time the clients contact me it's too ask how to apply. So I spend a good amount of time getting the prospect very warm to me.

    I also suspect, these numbers will drop a little, this month was pretty easy for me with referrals/pipeline spilling over etc..
     
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