Semi-New Life/Health/Accident Agent looking for answers

[bhyatt]

First off, I'm blown away by all the posts on this site. I have spent the past two days just reading threads to see if I could find answers to my questions. I didn't find a whole lot for my specific situation.

My Story:
I've had my life, accident and health license for a little over a year now. I do internal sales consulting for a fairly large life/accident brokerage company and was required to get my license so I could offer product advice and run quotes. I know my products, have access to the top rated carriers and now have about 3 years experience in the industry. My full time job is consulting, constructing marketing pieces and helping run our company's sales desk. But, personal production is always welcome by our company. I have it pretty good here. We have top carrier relationships and my E&O is covered with them as long as I process my business here. Basically, I want to write some personal business to supplement my income. I'm tired of constructing cases every day that are making other agents tons of money.

Here's what I've tried:
I purchased some leads from QuotesAuction.com as well as NetQuote.com in the end of 07'. I tried to work those and I found that all of the leads during my "free lead" period were pretty much trash. I have seen others on this forum express their same problem from internet purchased leads.

Earlier this year I was approached by a contact that my mother had (P&C) - said he had jumped ship to NAA and I should attend a meeting, so I did. I listened to two black guys - Ralph someone and another guy, Wallace, give some speech about how their success with NAA was allowing them to buy some island out in the Caribbean. Many of my questions were not answered in the meeting, they just tried to pitch NAA and talk b/s about how much success they are having. I signed up for NAA and was told that I should start receiving leads immediately, but never did. I called my sales manager several times and he never returned calls, so I gave up. It wasn't till later I found out that if you don't have personal E&O, you can't sell anything but Old Mutual's turd products through NAA. Yes, I said TURD. So I haven't pursued anything further with NAA.

About a month ago I decided to build my own website to try and generate leads that way. Unfortunately I built the website with iWeb, a Mac program that is not too friendly with search engine optimization. I tried everything I could to optimize it and its about as good as it can get right now. I have also purchased Google Adwords 2 weeks ago, but no luck yet on that. The website is: www.brandonhyatt.com if you would like to check it out.

Knowledgeable, Successful, Experienced Agents:
What should I do at this point? Can someone suggest a legit lead service for my area? Should I call upper management at NAA, buy my own E&O and go that route? Should I purchase ad space online and locally promote my services/website? Should I redesign my website under a different program and rely on internet search clients to come to me? Any other ideas? What works best for you guys?

Thanks.

 

[Newby]

First off, I'm blown away by all the posts on this site. I have spent the past two days just reading threads to see if I could find answers to my questions. I didn't find a whole lot for my specific situation.

My Story:
I've had my life, accident and health license for a little over a year now. I do internal sales consulting for a fairly large life/accident brokerage company and was required to get my license so I could offer product advice and run quotes. I know my products, have access to the top rated carriers and now have about 3 years experience in the industry. My full time job is consulting, constructing marketing pieces and helping run our company's sales desk. But, personal production is always welcome by our company. I have it pretty good here. We have top carrier relationships and my E&O is covered with them as long as I process my business here. Basically, I want to write some personal business to supplement my income. I'm tired of constructing cases every day that are making other agents tons of money.

Here's what I've tried:
I purchased some leads from QuotesAuction.com as well as NetQuote.com in the end of 07'. I tried to work those and I found that all of the leads during my "free lead" period were pretty much trash. I have seen others on this forum express their same problem from internet purchased leads.

Earlier this year I was approached by a contact that my mother had (P&C) - said he had jumped ship to NAA and I should attend a meeting, so I did. I listened to two black guys - Ralph someone and another guy, Wallace, give some speech about how their success with NAA was allowing them to buy some island out in the Caribbean. Many of my questions were not answered in the meeting, they just tried to pitch NAA and talk b/s about how much success they are having. I signed up for NAA and was told that I should start receiving leads immediately, but never did. I called my sales manager several times and he never returned calls, so I gave up. It wasn't till later I found out that if you don't have personal E&O, you can't sell anything but Old Mutual's turd products through NAA. Yes, I said TURD. So I haven't pursued anything further with NAA.

About a month ago I decided to build my own website to try and generate leads that way. Unfortunately I built the website with iWeb, a Mac program that is not too friendly with search engine optimization. I tried everything I could to optimize it and its about as good as it can get right now. I have also purchased Google Adwords 2 weeks ago, but no luck yet on that. The website is: www.brandonhyatt.com if you would like to check it out.

Knowledgeable, Successful, Experienced Agents:
What should I do at this point? Can someone suggest a legit lead service for my area? Should I call upper management at NAA, buy my own E&O and go that route? Should I purchase ad space online and locally promote my services/website? Should I redesign my website under a different program and rely on internet search clients to come to me? Any other ideas? What works best for you guys?

Thanks.

My suggestion would be to develop your own leads. Hold a seminar. Do your own mailing. Door to door (residential and business.) speak to church groups, library groups etc.

You have to find a niche that works for you. Saying that you sell all kinds of insurance to all kinds of people gets no one's attention. The more specific you target the more response you will get.

If you've been helping develop marketing pieces, you should know that.

If you put a bottle of shampoo on the shelf that says it is good for all kinds of hair...you'll sell a few.

If you put the same shampoo on the shelf with a label that says it's good for women with long red hair who use a blow dryer...it will fly off the shelf.

You struck a cord with a certain niche of people. Same thing works for any marketing.

 

[xrac]

Newby has given you good advice. What you have got to do is find a method of prospecting that works for you. Here is a book on that subject I would recommend: Million Dollar Prospecting Techniques (Million Dollar Round Table). This book is full of different methods that MDRT producers use and they are all different but they work. It is a good place to start for finding what works for you. Prospecting You Way to Sales Success by Bill Good in my opinion is also an outstanding book on the subject.

 

[Newby]

Newby has given you good advice. What you have got to do is find a method of prospecting that works for you. Here is a book on that subject I would recommend: Million Dollar Prospecting Techniques (Million Dollar Round Table). This book is full of different methods that MDRT producers use and they are all different but they work. It is a good place to start for finding what works for you. Prospecting You Way to Sales Success by Bill Good in my opinion is also an outstanding book on the subject.

Hey XRAC, I would like to see that book collection of your sometime (might be another steak dinner in it for you.)

I might even have a few books that you haven't read yet. Mine are all a few years old though.

 

[CHUMPS FROM OXFORD]

Maybe I'm bring picky..but..."I listened to two black guys"

What relevance does that have? It just seemed a bit odd to me and I'm not even Black.

 

[xrac]

Hey XRAC, I would like to see that book collection of your sometime (might be another steak dinner in it for you.) I might even have a few books that you haven't read yet. Mine are all a few years old though.

No I owe you a steak dinner. Call me and we will get together. I have a CDs of Bill Bishop on prospecting that I laid out to give you this morning.

 

[TXPRODUCER]

Try the most simple and inexpensive way. This does work, but not as big as I liked, but a great start. Start with a $15 per week or $20 week word ad in Thrift nickel. Affordable Health and Life insurance quotes, Low monthly payments, please call....... Put in Misc section EVERYONE reads the Misc section, but don't always look in health section.

Hope that helps.

Want more info, call me 254-865-1187

 

[Newby]

Maybe I'm bring picky..but..."I listened to two black guys"

What relevance does that have? It just seemed a bit odd to me and I'm not even Black.

Chumps!

If he hadn't have said that...we might have thought they were two white guys. That would have changed everything!

I'm joking of course. I thought the same thing you did when I read it.

 

[bhyatt]

Chumps!

If he hadn't have said that...we might have thought they were two white guys. That would have changed everything!

I'm joking of course. I thought the same thing you did when I read it.

That was not an intentional derogatory racial comment or slur - sorry that you guys perceived it that way. Maybe I should have been more "politically correct" and substituted that description with "african american guys". Sorry, but that meeting and NAA as a whole just rubbed me the wrong way.

I appreciate the reading material suggestions and thrifty nickel advice. As far as other advertising, who has had luck with online advertising or other local publications? If so, what would you suggest?

 

[Newby]

That was not an intentional derogatory racial comment or slur - sorry that you guys perceived it that way. Maybe I should have been more "politically correct" and substituted that description with "african american guys". Sorry, but that meeting and NAA as a whole just rubbed me the wrong way.

I appreciate the reading material suggestions and thrifty nickel advice. As far as other advertising, who has had luck with online advertising or other local publications? If so, what would you suggest?

Brandon, welcome to the forum.

If you really want to be politically correct you should say "two guys" period.

We're not all politically correct on here at all times so say it any way you want. Your story had nothing to do with their race so that is why it seemed out of place. It would have been the same as if you said "two bald guys" or two fat guys" or "two SUV-driving guys" or "two Hillary loving guys" or two... well you get the picture.