Sales Follow-Up Letter

[jenjenstar]

PLEASE HELP!

I am looking for some assistance in putting together a strong follow-up letter to my leads that "only wanted information mailed". These are for leads that dont list phone numbers or straight out will say DO NOT CALL. I've got a pretty standard letter that looks something like this but it is obviously NOT making an impact.
FYI-I'm working in final expense.
This should be a good thread for all of us to brainstorm

Thanks fellow agents. Let's kick some butt.

PLEASE DISREGARD THE FORMATTING. I COPIED & PASTED IT.


We have received your request for information our Heritage Plus Program.The program provides 2 major needs for your friends/family:

#1The funds to pay for your final arrangements

#2Your burial/cremation wishes put in place ahead of time

Lessen the burden for your loved-ones by planning ahead for the inevitable.

Whether you plan on being cremated or traditionally buried, costs are going to be incurred. Someone will cover the expenses. You decide who that someone will be.

This plan includes:
*CASH BENEFIT from $1,000-$50,000 to cover your funeral and burial needs.
* Extra cash benefits for accidental death (auto accident, etc.)
*Death benefits paid to any funeral home so you are not tied to a specific provider
*Funds immediately available--Next Business Day loved-ones do not have to worry about how to cover costs

 

[motorcyclegogo]

Save your time. I either do one of two things with those leads (back when I was running leads).

1. Trash them right away.
2. Stop by

 

[insuranceexec]

FUNERAL EXPENSES ON THE RISE! ​

AND EXPECTED TO INCREASE BY ALMOST 4% a YEAR
(KIPLINGER MAGAZINE JUNE-2007)​

(Name of Company) is a nationally recognized organization; dealing with: life insurance, annuities, and health care. In representing almost 70+ A rated carriers you are guaranteed that we can find a policy that is right for you and at the price you want. Our agents are skilled in needs assessment and planning and will go the extra mile to make sure your loved ones are not burdened with the idea of paying for ones FINAL EXPENSES. Many people feel as though life insurance is too expensive and that they would never get qualified. This too is a myth as there are policies that offer GUARANTEED ACCEPTANCE, no matter the health. Losing a loved one is tough, but when your loved one has not properly planned these burdens are dramatically increased. You will be surprised to learn that only pennies a day can provide a lasting benefit to your family, and provide peace of mind in knowing that you have done the right thing. Let us GIVE YOU PEACE OF MIND TODAY!
These are just a few statements that many people make:
1. I do not want to be a burden!
2. My family will not be able to pay for the funeral!
3. I do not know what will happen!
How do they apply to you and your situation? Let us help provide CERTAINTY during this very uncertain time. Maybe this letter has reached you at a time where you feel as though you are too busy, or have too much going on. I say to you please do not put this off; taking care of your family is one of the most noble things a person can do. (Name of Company) and its staff have a combined XXX years of business experience to help you understand your options. Call today to schedule an appointment with (Name Of Company), and put your worry aside.


Please disregard the formatting as I copied and pasted it. I developed this letter for agents who were new to the business; that had plenty of time, and very little money for leads. Maybe you could use it or some variety of it.

You start by cross-referencing the obits to find the living descendants of the recently deceased. (This is when the living will have the best understanding of the importance of life insurance) Use white pages or some other search to find the address of these people. You then mail this out. I probably have a 500 agents or so that use this, and I have personally used this myself; tweaking it as I went.

I have found that this works better in smaller areas; as they put a list of the living descendants names and cities. The response rate that I have experienced has been around 5%. And others have had a little better and a little worse response rates. I hope this helps....

 

[Norwayguy]

If there is an email address (I know final expense is less likely) I will send a quick bit of info otherwise I move on to the next lead.

If I understand your questions these are leads you've bought (most likely direct mail response) and you want to do a letter to them I would think what your doing is taking the 1%-2% response rate from your initial mailing and remailing them info that might generate a similiar 1%-2% response so on an initial mail drop of 3K this might generate 1/2 of an additional sale...not worth the effort or cost

 

[Newby]

PLEASE HELP!

I am looking for some assistance in putting together a strong follow-up letter to my leads that "only wanted information mailed". These are for leads that dont list phone numbers or straight out will say DO NOT CALL. I've got a pretty standard letter that looks something like this but it is obviously NOT making an impact.
FYI-I'm working in final expense.
This should be a good thread for all of us to brainstorm

Thanks fellow agents. Let's kick some butt.

PLEASE DISREGARD THE FORMATTING. I COPIED & PASTED IT.


We have received your request for information our Heritage Plus Program.The program provides 2 major needs for your friends/family:

#1The funds to pay for your final arrangements

#2Your burial/cremation wishes put in place ahead of time

Lessen the burden for your loved-ones by planning ahead for the inevitable.

Whether you plan on being cremated or traditionally buried, costs are going to be incurred. Someone will cover the expenses. You decide who that someone will be.

This plan includes:
*CASH BENEFIT from $1,000-$50,000 to cover your funeral and burial needs.
* Extra cash benefits for accidental death (auto accident, etc.)
*Death benefits paid to any funeral home so you are not tied to a specific provider
*Funds immediately available--Next Business Day loved-ones do not have to worry about how to cover costs

It sounds like you are offering the Lincoln Heritage Plan.

Your letter might just want to say something like this.

Thank you for considering our insurance. I'm sure you have found out by now that we aren't even in the ballpark and have purchased more coverage for less money by now.

Sincerely,

Not your agent.

Sorry I couldn't help myself. That plan stinks so bad you have to light a match when you come in after them.

 

[insuranceexec]

Too funny Newby; but exactly right!

 

[G.Gordon]

Save your time. I either do one of two things with those leads (back when I was running leads).

1. Trash them right away.
2. Stop by

Doh!!!

This was actually posted by me, but I was on my wife's computer at the office. I forgot she registered here too.

 

[Frank Stastny]

I've got a pretty standard letter that looks something like this but it is obviously NOT making an impact.

It doesn't because it won't.

Early in my career I use to take great pains to send detailed information information to people who requested it. I spent lots of time and money.

Color me dumb, I thought they were really serious. It is simply their way of saying "don't bother me, I'm not interested".

Are you also offering Med Supp policies to your prospects and clients who are on Medicare? If not, why?

I have sold a lot of FE and all of it to people who I initially talked to about Med Supp policies. Med Supps are the easiest to prospect for and sell, a lot easier than prospecting for and selling FE insurance. And, your ROI will be higher, a lot higher.

Put those prospects who ask for information in your Prospects database and give them another call six to twelve months later. If they are under 65 definitely call them again three or four months prior to their 65th birthday.

Your production will increase dramatically along with your income.

 

[captain94]

Make out your letter, put it in an envelope, seal it, and then throw it right in the trash. This way it saves you 44cents and the client gets what they wanted to. NOTHING...

 

[briko3]

I think you guys might be wrong in this situation about them not wanting anything. It sounds to me like he's gotten some direct mail leads that thought they were sending their contact info in to get someting sent to them.

Now I DO agree that they most likely are just seeing what's out there and the ROI for these people is small...but some of these people might really be wanting to get info to make an informed decision.