Travis Tubbs Interview Part 2

[jerry176]

Travis, about how many lead cards do you typically need to produce 11 appointments.

Good tip on the $100 direct monthly dollar amount question.
I picked that one up on the recording...I know this stuff, but forget too use it. shame on me.

Start high, and do the flinch when they say "oh thats too much"....

Ok how about $99 a month instead?

Then you find out how much they can afford...or not afford...

 

[HoosierDaddy]

Travis, about how many lead cards do you typically need to produce 11 appointments.

That day only 11... I had 25 leads... The first 11 that answered I was able to set the appointment. I probably dialed 18 total. They were all leads that where 8 weeks or older. Some were even 3 months old. They were left overs from when i worked that area before that i didn't get to. I mail a letter two days before to those responders that made them brand new again.

 

[SportsNut]

I mail a letter two days before to those responders that made them brand new again.

Another nugget of knowledge. Good idea on aged or stale leads to refresh them.

 

[xrac]

That day only 11... I had 25 leads... The first 11 that answered I was able to set the appointment. I probably dialed 18 total. They were all leads that where 8 weeks or older. Some were even 3 months old. They were left overs from when i worked that area before that i didnt het to. I mail a letter two days before to those responders that made them brand new again.

Thanks for the tip on making those leads new. What do you say in the letter?

 

[AnonymousOne]

That day only 11... I had 25 leads... The first 11 that answered I was able to set the appointment. I probably dialed 18 total. They were all leads that where 8 weeks or older. Some were even 3 months old. They were left overs from when i worked that area before that i didnt het to. I mail a letter two days before to those responders that made them brand new again.

If you don't mind, how exactly would you word that letter?

 

[pcbinsurance]

I think at some point, you guys are going to have to get signed up with fexcontracting to get all the nuggets. He surely can't answer every question in here.

 

[deadhead]

I think at some point, you guys are going to have to get signed up with fexcontracting to get all the nuggets. He surely can't answer every question in here.

Those of us that are contracted through fexcontracting are waiting with baited breath

 

[senior-advisor-indiana]

I think at some point, you guys are going to have to get signed up with fexcontracting to get all the nuggets. He surely can't answer every question in here.

You must be a silent recruiter...

 

[HoosierDaddy]

Good interview you had with Newby. What are some of the other advantages of casually asking if $100 fits in their budget.

Thanks Greg, it's not just asking that question about the premium, but being able to bring them down slow and land them on a premium that is comfortable and affordable.

At that point there is no more objection and relieves the stress for them in "making a decision" and also having to verbally say they will buy something. Sometimes that is very difficult with FE prospects. These folks procrastinate everything and have zero since of urgency.

I have not had a prospect tell me "I want to think about" in two years. If we can't come up with a premium that will fit in their budget there will be nothing for them to think about. There is no need for me to go over company info, and prices if they can not afford anything.

Now understand you must have some compassion and understanding in your tone and in your presentation, but we're going to do it my way in the end, because I'm here to find the best solution for you...

 

[senior-advisor-indiana]

Thanks Greg, it's not just asking that question about the premium, but being able to bring them down slow and land them on a premium that is comfortable and affordable.

At that point there is no more objection and relieves the stress for them in "making a decision" and also having to verbally say they will buy something. Sometimes that is very difficult with FE prospects. These folks procrastinate everything and have zero since of urgency.

I have not had a prospect tell me "I want to think about" in two years. If we can't come up with a premium that will fit in their budget there will be nothing for them to think about. There is no need for me to go over company info, and prices if they can not afford anything.

Now understand you must have some compassion and understanding in your tone and in your presentation, but we're going to do it my way in the end, because I'm here to find the best solution for you...

You make everything sound so simple. You made everything look simple too when I did a ride along with you. I wish I would have been more motivated back then and took advantage of your expertise.