Telesales and Placement

[theinsuranceman]

I downloaded and zoomed in on the report and am still having trouble reading it (it's blurry). Just click on the attachment, then use 2 fingers to spread and magnify the attachment.

If 95% of new sales make their 1st payment--"are placed,"--I can only guess it's b/c they called in. Not true. The same 95% is for face to face agents also working DM leads that were mailed in. The SLICE app that SL agents use eliminates the mistakes that are sometimes easy to make. Before SL had the SLICE app our NTO % was higher also.

Higher intent--when they buy, they know they have the money or will make sure it's there on draft day. Broke people don't usually answer TV ads. (But they sure will respond to DM leads because they think it's something free from the gov't because of the usual vague wording on the mail piece). And the broke people are such procrastinators that they don't call the TV commercial? Procrastinations over a life time is why a lot of our clients are broke and need our product.

So 95% of sales make their 1st payment w/ Senior Life? Yes, the proof is in the attachment in my post above. For several agents it is 100% for the month shown in the attachment.

How's persistency--you mentioned 4-month and 12-month figures...? It's 4th, 7th, 10th, and 13th month persistency. I guess the persistency is good enough for SL to stay in business and for Sr Life, over the last 2 decades, to grow into a FE powerhouse.

The reason most carriers don't have a 5% NTO is probably because the agent didn't write the correct plan on the proposed insured (Wrote preferred when it should have been standard)? The SLICE app in my opinion has the biggest influence on such a small NTO%, Legacy that is bundled with our policies has the second biggest influence on a small NTO%, and and the higher income responders to the TV commercials is a close third.

Goes to show that you don't have to be the cheapest FE whore on the block.

 

[rousemark]

The reason most carriers don't have a 5% NTO is probably because the agent didn't write the correct plan on the proposed insured (Wrote preferred when it should have been standard)? The SLICE app in my opinion has the biggest influence on such a small NTO%, and the higher income responders to the TV commercials is a close second.

I didn't have the Slice app and my Not Taken was probaby less than 1%. The only case I remember in the last 10 years is a husband and wife that returned their HHC policies under the free look provision.

 

[theinsuranceman]

I didn't have the Slice app and my Not Taken was probaby less than 1%. The only case I remember in the last 10 years is a husband and wife that returned their HHC policies under the free look provision.

Good for you Rouse. But the truth be known the volume of policies you write is too small for the law of large numbers to give a reliable average, as per some of your previous posts. Not criticizing you, but statistical measurement needs a large enough sample size to be more accurate. Reduces the standard deviation.

Or maybe you underwrote the policies much better than the agents who say they have 25%-35% NTO %'s? Yes this must be the reason. Good for you.

 

[JTS1]

The reason most carriers don't have a 5% NTO is probably because the agent didn't write the correct plan on the proposed insured (Wrote preferred when it should have been standard)? The SLICE app in my opinion has the biggest influence on such a small NTO%, Legacy that is bundled with our policies has the second biggest influence on a small NTO%, and and the higher income responders to the TV commercials is a close third.

Any chance your NTO doesn't take into account 1st Draft NSF's?

Just curious.

I can't use my 2 fingers on the attachment--I use a laptop for the forums--so my 2 fingers are free to (insert joke here).

 

[rousemark]

Good for you Rouse. But the truth be known the volume of policies you write is too small for the law of large numbers to give a reliable average, as per some of your previous posts. Not criticizing you, but statistical measurement needs a large enough sample size to be more accurate. Reduces the standard deviation.

Or maybe you underwrote the policies much better than the agents who say they have 25%-35% NTO %'s? Yes this must be the reason. Good for you

I realize I did not write a high volume.. around 200+ apps per year. Plus, it was mix of products. But, going back to when I started in the debit busineses I never had a problem with not takens. Of course in the old days we collected money with the app. I qualified for the National Sales Acheivement Award and the National Quality Award (does NAIFA stii hive those?).. Also untill about 5-6 years ago I had never worked leads. Business developed through referrals, working your book and even canvassing seems to be better quality even though I have lost very little of the FE business I developed from leads.

 

[theinsuranceman]

Any chance your NTO doesn't take into account 1st Draft NSF's? The NTO does take into account first drafts not clearing. As you can see in the attachment very few NSF's on the first draft, hence the small NTO rate.

Just curious. So are a lot of silent lurkers up here.

I can't use my 2 fingers on the attachment--I use a laptop for the forums--so my 2 fingers are free to (insert joke here). I use a laptop too. Just click on the attachment, then you should be able to expand the attachment for easier reading. You can also right click on the attachment and try the different links that pop up. Maybe someone with more technological skills can help us. Where's JD when you need him...lol?

 

[goillini52]

"so my 2 fingers are free to insert here."
................................................................................
2 fingers huh?

Damn Greg...have you tried 3?

 

[DonP]

I realize I did not write a high volume.. around 200+ apps per year. Plus, it was mix of products. But, going back to when I started in the debit busineses I never had a problem with not takens. Of course in the old days we collected money with the app. I qualified for the National Sales Acheivement Award and the National Quality Award (does NAIFA stii hive those?).. Also untill about 5-6 years ago I had never worked leads. Business developed through referrals, working your book and even canvassing seems to be better quality even though I have lost very little of the FE business I developed from leads.

Rouse when were you last writing 200 apps a yr ? I’ve been on here 5 yrs and during that time I can’t recall you ever running leads consistently. 200 apps a yr is stout business

 

[rousemark]

Rouse when were you last writing 200 apps a yr ? I’ve been on here 5 yrs and during that time I can’t recall you ever running leads consistently. 200 apps a yr is stout business

About 8 years ago....I have never run leads "consistently"... 4 apps per week is not all that great when you write a good portion of supplemental health such as cancer and mix in a few payroll groups along the way.