When Do You Give Up on a Lead?

[ksigmtsu]

There isn't ever a give up moment, but the contact method should change to one that does not take up your time. Automated drip email or postal mail is your friend.

I'm also of the opinion that the more attempts you make, the longer the space between them till you get to 1 year between, and only on the people who at least would tell you what insurance they had.

 

[Blue]

Check out the Leads360 model. If it is a fresh lead you try to contact it hard for 7 attempts within about 3 days. If you don't actually get hold of them it starts to drip them for up to a year. During the first 7 attempts it also emails them with I have been attempting to contact you messages. This is all very effective over time.

 

[Norwayguy]

There isn't ever a give up moment, but the contact method should change to one that does not take up your time. Automated drip email or postal mail is your friend.

I'm also of the opinion that the more attempts you make, the longer the space between them till you get to 1 year between, and only on the people who at least would tell you what insurance they had.

I definatly agree with this statement...Many times I enter a person with a small account that isn't ready to speak to me into my database and he gets the same emailed newsletter that everyone else gets...during school vacation weeks when the majority of my clients are teachers and DO NOT want to meet I have extra time and I will call on these people again. Most of the time these people have NOT been contacted by their existing agent in some time and my newsletters and phone calls are more points of contact than the existing agent and it earns me the right to a sit down second opion.

 

[xrac]

Well said! After awhile, you should be able to spot the time wasters pretty soon.

Thanks but this isn't original.
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Great analogy.

I think this analogy was first used by Bill Bishop and I think that Bill Good continued using it in his books. By the way those are two of the best resources one can find on this subject.

 

[ksigmtsu]

Check out the Leads360 model. If it is a fresh lead you try to contact it hard for 7 attempts within about 3 days. If you don't actually get hold of them it starts to drip them for up to a year. During the first 7 attempts it also emails them with I have been attempting to contact you messages. This is all very effective over time.

Their model and their whitepaper on lead contact is a very good place to start.

They are lacking when it comes to after the sale contact, however, because of being almost entirely focused on closing a lead and moving on. Their model is very call center centric.

You can look at the policy of having a minimum number of agents per account ( i think their minimum now is 5).

 

[Blue]

Their model and their whitepaper on lead contact is a very good place to start.

They are lacking when it comes to after the sale contact, however, because of being almost entirely focused on closing a lead and moving on. Their model is very call center centric.

You can look at the policy of having a minimum number of agents per account ( i think their minimum now is 5).

I agree that the after sale contact is horrible. It is heavily weighted toward making the sale. We run lots of aged leads through it.

 

[ksigmtsu]

The odd thing about it with them, they're either a branch of vtiger or sugarcrm or a copy, and they actually removed the functionality for after the sale and pushed everything into the leads module.

You can take sugarcrm and replicate their crm in about 2 weeks for the small business version, other than the lead distribution.

The dialer is designed for an agency operating like a call center not an agent.

 

[mikeincolumbuso]

Regarding when to give up on a lead, and someone being disqualified, when they are disqualified for underwriting reasons, to walk away is an easy decision, but if someone says "I don't have the money to buy FE now, but stay in touch", does that situation usually change or not really? I have a lot of these prospects, but I am not sure how long I should pursue them. I don't know if it worth the cost of a postage stamp or not. I would think with those prospects on a fixed income, that their financial situation really cannot change that much or does it?

 

[ksigmtsu]

Financial situations can change, but I wouldn't waste stamps and calls on people, just email them and maybe 1 phone call a year on their birthday.

 

[Frank Stastny]

Regarding when to give up on a lead, and someone being disqualified, when they are disqualified for underwriting reasons, to walk away is an easy decision, but if someone says "I don't have the money to buy FE now, but stay in touch", does that situation usually change or not really? I have a lot of these prospects, but I am not sure how long I should pursue them. I don't know if it worth the cost of a postage stamp or not. I would think with those prospects on a fixed income, that their financial situation really cannot change that much or does it?

Listen carefully to what they are saying and how they are saying it. It isn't a fool proof method but I can usually get a feeling about how sincere they are.

If your prospects are 65 and older you may want to inquire about their Med Supp. FE is a whole lot easier to sell to a new Med Supp client than it is simply prospecting just for FE. At least I have found it to be that way.