Those of You that Travel to Sell FE

[HoosierDaddy]

Travis, you are overlooking the one strong incentive for those that choose to work out of town on a road trip... PARTY TIME!..

Mark you may be right about that? I didn't understand why those "partying" dudes split (shared) a room at the Budget Motel when they are as successful and sale as much as they claim they sale... from those good leads?

You would think with the discount they received from those aged leads they could have at least sprung for their own room. LOL... I'm just teasing those guys... You "dirty south" party animals.

 

[rousemark]

That's why it is better to invest in leads in your own (90 day rotation) territory... Don't be fooled into thinking you are getting a good deal without factoring all of the other variables.

Travis

Travis, this is from a guy who has never ordered DM drops on a regular basis. If you have an area that has 4K that meets your demographics and you order 1000, the next time you order does the lead company have some way of knowing which ones they have not mailed so that they can ensure the entire 4K get mailed? Or, do they just mail at random and you end up with some that receive multiple mailings from you while there are others that are never mailed?

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Mark you may be right about that? I didn't understand why those "partying" dudes split (shared) a room at the Budget Motel when they are as successful and sale as much as they claim they sale... from those good leads?

You would think with the discount they received from those aged leads they could have at least sprung for their own room. LOL... I'm just teasing those guys... You "dirty south" party animals.

The only thing wrong with the situation is I am too darned old to go...

 

[Rearden]

I think Henry Ford's old saying aptly applies:

"Whether you think you can, or you think you can't, you're right."

Albeit possibly totally irrational, if traveling to a strange town in a strange state is what supercharges your X-Factor, who's to say that agent is in the wrong?

Belief is most of the battle, and if traveling helps you win the FE game, so be it.

Regardless, everything you've said is right on the money, Travis.

I've done some extra-distance final expense marketing campaigns (2.5+ hours away), and it is pain in the arse to follow up, especially if additional documents are needing to be signed, for if a client gets rated up/declined, and must be put with another company.

Odds were when I was traveling that distance, that I wouldn't be back in the area for an extended period of time, so those normal hassles of a full-time FE agent are amplified.

In all seriousness how much of a discount is worth traveling to work aged DM leads? Maybe if they were free?

I have said this many times, if an agent has an opportunity to have a fixed price fresh lead program they can take advantage of providing ample leads close to home, there would have to be a very strong incentive to travel to work aged DM leads before it is a true win for the agent.

The traveling leads may be sold at a discount, but the other cost incurred by the agent to work those leads will out weigh whatever discount received from the purchase of aged leads. (Travel, hotel, licenses for other states, ect... Along with all the other PIA non tangible things like hours in a vehicle along with opportunity cost and negative family impact.

I have had this discussion with another large IMO that supplemented leads. I don't really see where there is a real savings to the agent... (Unless maybe they have an older, fat wife and don't like being at home) or you are using it to train and recruit agents then maybe.

But for the everyday agent there is no upside. You will be out the same cost or more if you would have got fresh new leads in your own territory.

Obviously 90% or more of FE sales are one stop closes, however we have all had many sales and big ones, that took a follow up visit. This could be for many reasons (wife or husband not home, schedule changes...ect) I'm not talking about "think about it" follow ups, I'm referring to other "life events" that keep from closing a sale.

When working somewhere you may never work again, or that is hours from home you lose these opportunities.

That's why it is better to invest in leads in your own (90 day rotation) territory... Don't be fooled into thinking you are getting a good deal without factoring all of the other variables.

Travis

P.S. If those leads are so good why didn't the agent purchase the overflow? Why wouldn't an agent take the additional leads after they were able to test the quality of the initial batch?!

I'm being rhetorical and humorously vicious... Newby has been on the phone all day passing out huge contracts like the guy passing out breadsticks at Fazoli's... So I'm sipping high ball of Monster and Ciroc....Nectar of the Gods.

 

[Bishop Don Shizzle]

In all seriousness how much of a discount is worth traveling to work aged DM leads? Maybe if they were free? I have said this many times, if an agent has an opportunity to have a fixed price fresh lead program they can take advantage of providing ample leads close to home, there would have to be a very strong incentive to travel to work aged DM leads before it is a true win for the agent. The traveling leads may be sold at a discount, but the other cost incurred by the agent to work those leads will out weigh whatever discount received from the purchase of aged leads. (Travel, hotel, licenses for other states, ect... Along with all the other PIA non tangible things like hours in a vehicle along with opportunity cost and negative family impact. I have had this discussion with another large IMO that supplemented leads. I don't really see where there is a real savings to the agent... (Unless maybe they have an older, fat wife and don't like being at home) or you are using it to train and recruit agents then maybe. But for the everyday agent there is no upside. You will be out the same cost or more if you would have got fresh new leads in your own territory. Obviously 90% or more of FE sales are one stop closes, however we have all had many sales and big ones, that took a follow up visit. This could be for many reasons (wife or husband not home, schedule changes...ect) I'm not talking about "think about it" follow ups, I'm referring to other "life events" that keep from closing a sale. When working somewhere you may never work again, or that is hours from home you lose these opportunities. That's why it is better to invest in leads in your own (90 day rotation) territory... Don't be fooled into thinking you are getting a good deal without factoring all of the other variables. Travis P.S. If those leads are so good why didn't the agent purchase the overflow? Why wouldn't an agent take the additional leads after they were able to test the quality of the initial batch?! I'm being rhetorical and humorously vicious... Newby has been on the phone all day passing out huge contracts like the guy passing out breadsticks at Fazoli's... So I'm sipping high ball of Monster and Ciroc....Nectar of the Gods.

I heard they take turns wearing each other's drawers

 

[rousemark]

I think Henry Ford's old saying aptly applies:

"Whether you think you can, or you think you can't, you're right."

Albeit possibly totally irrational, if traveling to a strange town in a strange state is what supercharges your X-Factor, who's to say that agent is in the wrong?

Belief is most of the battle, and if traveling helps you win the FE game, so be it.

Regardless, everything you've said is right on the money, Travis.

I've done some extra-distance final expense marketing campaigns (2.5+ hours away), and it is pain in the arse to follow up, especially if additional documents are needing to be signed, for if a client gets rated up/declined, and must be put with another company.

Odds were when I was traveling that distance, that I wouldn't be back in the area for an extended period of time, so those normal hassles of a full-time FE agent are amplified.

What radius do you work now?

 

[Rearden]

Crossville is the furthest I will go (80-85 minute drive) to the north.

Calhoun is the furthest south I will go (a good 60 minute drive) to the south.

I am planning on switching out Crossville for a couple of local counties 30 minutes or so away that I haven't mailed a life insurance lead to in probably 2 years; that way I can keep my drive time down to a hour-tops in all directions.

 

[HoosierDaddy]

Travis, this is from a guy who has never ordered DM drops on a regular basis. If you have an area that has 4K that meets your demographics and you order 1000, the next time you order does the lead company have some way of knowing which ones they have not mailed so that they can ensure the entire 4K get mailed? Or, do they just mail at random and you end up with some that receive multiple mailings from you while there are others that are never mailed? ---------- The only thing wrong with the situation is I am too darned old to go...

Mark,
In my experience with the vendors I have used they use zip codes for the sorting to break up the entire campaign over however many weeks you choose. They do not not mail the same zip in the same campaign.

Travis

 

[rousemark]

Mark,
In my experience with the vendors I have used they use zip codes for the sorting to break up the entire campaign over however many weeks you choose. They do not not mail the same zip in the same campaign.

Travis

Thanks.. BTW, It is Louis Rouse.. The rousemark came from Rouse Marketing.. My first web provider would not accept a user name more than 10 letters so it was shortened to rousemark and I have use that as my online ID ever since..

 

[SPUR CITY]

In all seriousness how much of a discount is worth traveling to work aged DM leads? Maybe if they were free? I have said this many times, if an agent has an opportunity to have a fixed price fresh lead program they can take advantage of providing ample leads close to home, there would have to be a very strong incentive to travel to work aged DM leads before it is a true win for the agent. The traveling leads may be sold at a discount, but the other cost incurred by the agent to work those leads will out weigh whatever discount received from the purchase of aged leads. (Travel, hotel, licenses for other states, ect... Along with all the other PIA non tangible things like hours in a vehicle along with opportunity cost and negative family impact. I have had this discussion with another large IMO that supplemented leads. I don't really see where there is a real savings to the agent... (Unless maybe they have an older, fat wife and don't like being at home) or you are using it to train and recruit agents then maybe. But for the everyday agent there is no upside. You will be out the same cost or more if you would have got fresh new leads in your own territory. Obviously 90% or more of FE sales are one stop closes, however we have all had many sales and big ones, that took a follow up visit. This could be for many reasons (wife or husband not home, schedule changes...ect) I'm not talking about "think about it" follow ups, I'm referring to other "life events" that keep from closing a sale. When working somewhere you may never work again, or that is hours from home you lose these opportunities. That's why it is better to invest in leads in your own (90 day rotation) territory... Don't be fooled into thinking you are getting a good deal without factoring all of the other variables. Travis P.S. If those leads are so good why didn't the agent purchase the overflow? Why wouldn't an agent take the additional leads after they were able to test the quality of the initial batch?! I'm being rhetorical and humorously vicious... Newby has been on the phone all day passing out huge contracts like the guy passing out breadsticks at Fazoli's... So I'm sipping high ball of Monster and Ciroc....Nectar of the Gods.

Let's go back and REREAD what CJR said in his previous post.

CJR: "I'm starting with 360 soon and talked to Ben about these aged DM leads, apparently there is a GOOD AMOUNT IN MY AREA. For an average new guy starting out what would be an average closing ratio on these?"


He said the aged leads were in his area. So my suggestion was to swipe up as many aged leads as possible in his backyard. It would be an efficient and inexpensive way to get started with 360. Do you find this to be a bad idea for CJR, Travis?


When I travel, I fly for free anywhere in the US so the only thing I pay for is a rental car and a hotel.
I don't NEED to do the sales blitzes. I go to put faces to names and to help train agents on ride alongs. Many people like the camaraderie those trips provide and we try to have them in areas easily accessible to several 360 agents so we can meet and train together. Agents travel by car and plane and seem to find these blitzes valuable. For most agents these blitzes are a one-time thing to get to know everyone. But I believe these blitzes have placed some extra value with the 360 program. I believe these functions provide a little value to some. Others don't need or want that or see that as value and for those agents, that's ok. It's definitely not up everyones alley.


When we do not close or sit with the lead we usually give the leads to the new 360 agents in that area for free.


There are aged leads for VARIOUS reasons. As you very well know agents fall out of this business no matter where they're at for NUMEROUS reasons. Some agents order several in an area and move. Some order a bunch of leads and quit before they ever even start. There are definitely no aged leads in MY area because I snatch them all up and take advantage of them.


Newby is having to pass out HUGE contracts right now because the "FREE-MARKET SYSTEM" is at work. It's alive and well!

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I'm starting with 360 soon and talked to Ben about these aged DM leads, apparently there is a good amount in my area. For an average new guy starting out what would be an average closing ratio on these?

Ben will provide you with a current aged leads list.

 

[HoosierDaddy]

Newby is having to pass out HUGE contracts right now because the "FREE-MARKET SYSTEM" is at work. It's alive and well!

Absolutely if it is in your area, the price is in line with what aged leads should cost buy them up. However, many times it is the "eager to please," new agents being sold on the "discounted" leads hours and miles away from home. Many organizations do this.

Since you referenced it Newby has been passing out big contracts because that's what FEX does. FEX is a producer organization... Founded by producers for producers. At FEX there is no dependent King, at the top living and counting on overrides.

Without that burden FEX will always be able to be #1 in offering contract levels and incentives. Therefore get your production together and let's talk about getting you some better levels. FEX appreciates and rewards talent. Today FEX was controlling the free market.

When other marketing organizations make formal complaints against other organizations for being to giving to agents the free market is at work.

These examples are not necessarily direct at anyone who patronizes these forums. This is for Insurance marketers who do not produce that live off the talent that do not add value.