Unsolicited Life Quotes When Marketing

May 16, 2016

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  1. traceyemoon
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    traceyemoon Super Genius

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    I work in a small-ish town in a mainly rural area in a local agency. Maybe 15 of us total and that includes the PennDot title/notary department. I am one of two Life/Health/Accident agents and the other agent's focus is mainly targeting Medicare business.

    When I prospect for Life business, I use the book of business from our PC lines. I like to start out with a letter and a brochure or a flyer that I wrote or modified from carrier info and DSMs and training seminars. One for families and one for the single ladies and gents. Then I follow-up with a call; if I get voicemail, they get a post-card.

    Lately, I have been thinking to send a simple quote and a dollar-figure or two in the letter to the single prospects. College town, several of them in their 20s-why not let them in on how little they can spend per month to lock in a decent policy?

    Opinions?

    (yes, I looked, but didn't see common thread-sorry if redundant)
     
  2. DHK
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    DHK "YOU CAN'T HANDLE THE TRUTH!"

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    Life insurance is a solution to a problem.

    Quotes alone are meaningless without knowing what is important to your client and how the product can help them to solve a problem.

    What problems are you trying to solve through your products?

    One angle you can pursue is that those with private student loans should own life insurance so their families aren't saddled with their student debt, should unexpected death occur. Plenty of articles you can include with your letter.
     
    DHK, May 16, 2016
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  3. traceyemoon
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    traceyemoon Super Genius

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    I do try to tailor the inserts, and info in the letters to the individual. New car, new house, refinance the house, new driver, etc.

    I think that I am very lucky in the regard that I have the notes of what's happening from the PC agents. Plus, they let me know when they have someone coming into the office or just changed from a clunker to a 2016 or moved up to a bigger house and had a new addition to the family.

    So, trying to keep it related to what they have going on and am continually surprised when they 1.) did not know that we even offer Life and 2.) do not know what or even how to get it and what it entails-most say that it is too complicated. That is when I invite them in, or to call.

    I usually have a quote ready at that time, since I have all, or most of their info. When they say can you send me some info...I usually have a life calculator and some quotes to go with it.
     
  4. traceyemoon
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    traceyemoon Super Genius

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    I realized that I didn't really ask the question well and responded to the point that you were trying to make that numbers are just numbers without meaning unless you can demonstrate the value that they have.

    What I am trying to do is to show someone (mostly with some of our younger clients) that they can get life insurance to protect their loans for cars, homes, education in the case that something happens to them (actually to protect their family from having unsecured financial responsibly for them). Showing them how little a term or whole life could cost if they bought it now, I include a quote or letter that details that for them and can tailor it to the mortg or car loan, as it is in our system.

    In your opinion, is it rude to include a quote that they didn't ask for? I am trying to show the value aspect of life insurance while they are still fairly young and relate it to why they want it. I am hoping that they respond to actual amounts and don't just shrug it off because they are "too young to think about life insurance"-I did at that age.

    I hope that this makes more sense.
     
  5. michaeld_IXN
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    michaeld_IXN New Member

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    I come from a small rural town, yet the large majority of the residents use social media, especially Facebook. I would recommend trying to reach out to members of your community by joining Facebook groups in your local community and becoming friends with members. You can then post articles or share links or videos about the importance of life insurance, how much coverage people need, and then be sure they are aware that you can help them get it.
     
  6. rousemark
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    rousemark Still Here!

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    The folks that quote and take apps online sell a ton of business based primarily on the premium without any real discussion of need. Years ago, one of the most effective mailers for term insurance included rates for every age and the guys would simply take an application for the amount specified by the PI..
     
  7. DHK
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    DHK "YOU CAN'T HANDLE THE TRUTH!"

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    I don't doubt it.

    However, one of the best ways to sell is to determine what problems your clients have and can be solved with life insurance or other financial services.

    I think this may help. I'd even send this via mail and ask for it to be sent back and then you can create custom proposals based on each individual client.

    http://fsonline.com/Simpler_Way.pdf
     
    DHK, May 20, 2016
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  8. WinoBlues
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    WinoBlues Guru

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    Good planning tool. However, I think they are talking more about marketing.

    Cheap, fast and easy = non med Term and SIWL. OK, cheap is relative. The problem is expensive, the solution is cheap.

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    A zillion years ago I was brought into an Allstate office as the Life Specialist (a year and a half into the business, ha) all I did was mine the files and talked to the clients they bird dogged. Very easy. The commissions and split sucked.
     
  9. DHK
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    DHK "YOU CAN'T HANDLE THE TRUTH!"

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    Since they're targeting their book of business, client reviews are great marketing. And these can be sent in the mail too.
     
    DHK, May 21, 2016
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  10. WinoBlues
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    WinoBlues Guru

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    I got the impression she is targeting the P&C's side of the book. If that is the case I doubt she will have enough trust built up to have people send all those personal details to a "stranger" cold and by mail.
     
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