What Do I Need to Do to Be Successful?

[jjjtrio]

Myinsurancebiz is 100% correct. You have to find out what there needs are and offer a solution.

Ask questions like:
Ms. Jones, what made you send back the card we sent you?
"............" request a quote on xyz.com
"............" press "1"

Then sit back and listen. When they are done, tell them you can help and how.

Ms. Jones, what I will do is search the entire insurance market to see which companies will offer you the best coverage at the best price. I just need to get some information about you to start the process. How does that sound? (wait for a response)

Gather the information you need to run a quote. Offer them 3 different options, then ask which one they would choose.

That's the one I would have chosen also.....

Ms. Jones lets get you started today so that ( revert back to their need)....

 

[briko3]

That sounds great for leads, but the problem with that is I don't use leads. What I really need help with is prospecting, and with that, what to say on the phone to a prospect that I am cold calling.

So did all of you guys start out with leads?

 

[jjjtrio]

I have never cold called. I started out w/ direct mail reply cards and shared leads. I'm sure you know what i use now.

Check with Markingriffin on here. He has a lot of good ideas that you can implement.
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I think it would be very hard starting out with just prospecting.

 

[the mayor]

I don't know if this helps, but:
I've been in the commercial P&C market for about a month.
No leads.
I picked a few niche markets out of the hat and cold called( which I haven't done in 15 years).Ugly at first, but I got better..and got appointments...and got a few sales.
Dug through the agency files...and the health benies sales guys files...made some calls..got some appointments..and a sale.
Networked with everyone I know and swapped cards. Swap cards with everyone you give money to...both got me a few leads.
And even if they say no...ask them if they know of anyone with a need. What's the worst that can happen in any of the above?
As far as what to say on a cold call, what do you say when you call a friend? What do you say when you order a coffee or food? What opening sales line ever got you interested to buy something?
If I can do it, so can you.
Maybe you should buy my new marketing program:"You just need more self-confidence,Stupid!"( It's like tough love...with out the love)

 

[myinsurebiz]

I find cold calling for health is MUCH easier than life.

Leads are easier to generate. No DNC restrictions. Dialer friendly. Normal working hours. In most cases - they have money and can afford it. Just an easier cold call . . .

Plus - you are dealing with a small business that is probably over-paying for their insurance, has a Limited Benefit Plan or no coverage at all. They are either going to tell you to kiss their #$% or they will be receptive to listening to your pitch.

All the above coming from a guy that hated Health two months ago.

Tom

p.s. - Dialer leads are cheap for health as well - $3 or $4 . . .

 

[Corporate Death]

$3 and $4 dialer leads? Can you expand on this please?

I find cold calling for health is MUCH easier than life.

Leads are easier to generate. No DNC restrictions. Dialer friendly. Normal working hours. In most cases - they have money and can afford it. Just an easier cold call . . .

Plus - you are dealing with a small business that is probably over-paying for their insurance, has a Limited Benefit Plan or no coverage at all. They are either going to tell you to kiss their #$% or they will be receptive to listening to your pitch.

All the above coming from a guy that hated Health two months ago.

Tom

p.s. - Dialer leads are cheap for health as well - $3 or $4 . . .

 

[jjjtrio]

I think Tom is refering to the type of dialer lead system we offer.

The target is small business owners with 0-6 employees. We broadcast a specific prerecorded message to multiple numbers at a time. When someone is interested they press "1" and transferred immediately to any number you wish. Not everyone is going to be pleasent to say the least, but all you have to do is press the (*) key and wait for the next transfer.

We set you up with a web based control panel that allows you to:

Start and stop your campaign whenever you want.
Move a list off or online to change the area you want to call.
Listen to all recorded conversations.
Run reports.
Increase or decrease the number of calls made per minute.

It's a different and economical way of generating Leads.

 

[beatuplunchbox]

Don't over complicate things for yourself. Sometimes going after new methods constantly can be like playing the lottery, you end up wasting a lot of your marketing budget and time when you could just tweak and perfect a few tried and true methods (like 3-5) and be a lot better off.

The other thing is when you are prospecting, no matter how you are doing it you have to ask open ended questions and then shut up and LISTEN for the answers. If you ask yes/no questions you will get shut down a lot more when calling.

 

[somarco]

"It was like that when I got here".

Is that by Obama?

 

[rsli-moses]

Are you a part of any networking groups? I work with a lot of brokers who are at every chamber of commerce, business journal, young professionals, christian professionals, etc weekly meetings.

The more people you talk to, the more opportunities you are going to have.

Don't forget to set goals for yourself. Annual, monthly, weekly, daily and hold yourself accountable. For example, I try to have 40 face to face meetings a week and 25 proactive phone calls a day.