Where To Find Agent Appointments With Other Carriers?

[GMDM100k]

Hmm,I wonder what the persistency is on that business ? How much of it gets replaced in the first 6 months ?

How come LH trains their agents to door knock ?

How come we never hear an LH agent posting that it's " inefficient " to door knock,"your more effective booking appointments " or an LH agent using an appointment setter ?

Same can be said for SL.

You ever hear one of those guys buying 20-30 leads a week and setting appointments?

I get asked about my group's retention often.
My personal 1 year persistency is 90 percent.

My group has been at around 85 percent for a decade. 7th month persistency is at 84 at the moment.

My groups 10+ year persistency is 38 percent currently but it's been climbing over the last few years. Was at 34 a while back.

I also actively work on retention for the whole group. We have about 3 people that call on our lapses every day. We call any policy that has a two week late payment also. Or any that have been switched to direct bill.

I have had the retention department for about 12 years. They save about 30 to 40k in business every month. I also track the reasons for cancellation and lapses. Majority of the time they didn't even know the payment didn't go through. Some get replaced but not as much people here would expect.
We also do a courtesy call once a year to check on the policy holder to change beneficiaries or any other service issues that wouldn't make the agents money if they did it themselves.

 

[GMDM100k]

From personal experience, door knocking in combination with setting appointments is optimal. I'm with FEX Contracting, and all the agents are trained to "skim the cream" off their leads by calling and setting appointments.

Think about it from the perspective of agents who work rural areas. Sometimes my leads may be over 15 minutes apart. So if I decide to door knock, I can be driving all day with little to no luck catching folks at home.

Yeah it happens. I've had days when I've drove around and not sold anything. I guess I just do it backwards from you. I drive there first. And call as a last resort. A lot of appointments I make don't honor the appointment. I'd say more than half from my personal experience. Which is why I prefer to door knock.
I've been working in central California for 18 years. The city I live in has only 15k people so I've always had to drive an hour or two to get the leads worked. I save up the leads I get in the bigger cities and work them when I have a good chunk. Then I hit the surrounding onesies and twosies on my way to and from the bigger cities.


I try my best to focus on the bigger cities in all the states I cover the most. And the rural areas less. That's where I have the most agents working. If someone has a big city within an hour or so from where they lived I'd recommend they work there and take a good chuck of leads. And work the same areas as often as you can so you can work any unsold leads every time you hit the city.

 

[noah]

I get asked about my group's retention often.
My personal 1 year persistency is 90 percent.

My group has been at around 85 percent for a decade. 7th month persistency is at 84 at the moment.

My groups 10+ year persistency is 38 percent currently but it's been climbing over the last few years. Was at 34 a while back.

I also actively work on retention for the whole group. We have about 3 people that call on our lapses every day. We call any policy that has a two week late payment also. Or any that have been switched to direct bill.

I have had the retention department for about 12 years. They save about 30 to 40k in business every month. I also track the reasons for cancellation and lapses. Majority of the time they didn't even know the payment didn't go through. Some get replaced but not as much people here would expect.
We also do a courtesy call once a year to check on the policy holder to change beneficiaries or any other service issues that wouldn't make the agents money if they did it themselves.

How come you don't train agents to buy 20-30 fixed cost leads to set appointments?
Do the leads,cards mention life insurance?

If you're financing the lead costs of the agents does that have any bearing on door knocking instead of settling appointments?

But wait,the real heavy hitters will tell you your'e training your agents an inefficient method when working lead cards,right ?

 

[myinsurebiz]

That he was leaving messages is the first sign of improper training. What else was he doing wrong?

He could very well have been sold old leads by his upline. He wouldn't be the first agent that's happened to.

Calling fresh leads that people have put their phone number on is not a violation. Doesn't matter if they are on the DNC. They gave permission to call. It's not never ending. If they were RGI leads they are dated.

90 days from submission is cool . . .

 

[myinsurebiz]

I've always door knocked. I only call when it's absolutely necessary. I've maintained over a 40 percent closing ratio on the leads I've taken. I have agents in my group that call and schedule appointments. One of the best agents I have only schedules appointments. He's written over 250k ap this year so far. But he has a 27 percent closing ratio.

My most efficient agents all door knock and don't call. Including my number 1 agent who has written 390k so far this year and has a 57 percent closing ratio.

I have 190 agents that predominantly door knock only. My entire group average closing ratio is 36 percent. I have a telesales group with about 20 people and that group has the lowest closing ratio at 21 percent. The closing ratio is calculated by how many leads they convert to sales. Does not include referrals they get or any business generated without the purchase of leads.

Based on just my agencies data, if you buy ten leads and door knock them you will likely get 3.7 apps. If you schedule appointments you will likely get 2.9 apps. And if you do telesales you will likely get 2.1 apps. Of course your over all salesmanship affects you closing though.

I agree with you that there is nothing wrong with dialing leads or scheduling appointments. But I disagree with you on what is considered efficient.

What Carriers do you write for presently?

 

[jdeasy]

I've always door knocked. I only call when it's absolutely necessary. I've maintained over a 40 percent closing ratio on the leads I've taken. I have agents in my group that call and schedule appointments. One of the best agents I have only schedules appointments. He's written over 250k ap this year so far. But he has a 27 percent closing ratio.

My most efficient agents all door knock and don't call. Including my number 1 agent who has written 390k so far this year and has a 57 percent closing ratio.

I have 190 agents that predominantly door knock only. My entire group average closing ratio is 36 percent. I have a telesales group with about 20 people and that group has the lowest closing ratio at 21 percent. The closing ratio is calculated by how many leads they convert to sales. Does not include referrals they get or any business generated without the purchase of leads.

Based on just my agencies data, if you buy ten leads and door knock them you will likely get 3.7 apps. If you schedule appointments you will likely get 2.9 apps. And if you do telesales you will likely get 2.1 apps. Of course your over all salesmanship affects you closing though.

I agree with you that there is nothing wrong with dialing leads or scheduling appointments. But I disagree with you on what is considered efficient.

I don't doubt your numbers. You are looking at them. But the science is in. DK'ing is far less efficient than setting appointments. Especially an agent setting their own appointments.

It's the first step in the sales process. Of course the agent has to skilled at appointment setting. Give "good phone" as Frank Statsny used to say.

But I personally know several agents that strictly DK and kill it. FEX does teach appointment setting but many FEX agents are DK'ers. Even quite a few telesales agents are with FEX.

Personally I now DK far more than setting. Been that way the last 3 years or so. One reason, probably the main reason, setting is more efficient is because it's not interruption marketing. DK'ing is certainly that.

I'm doing quite well DK'ing. I did over $300K last year on 15 leads per week almost all DK'ing.

I'm just at a point in my career that I don't want to be on a schedule. I know I'm being inefficient when I'm out DK'ing and am OK with it.

Agents using a setter are more efficient time wise than the rest. But they aren't going to close as high a rate and will use more leads. Over time, that is. I know one agent that claims to spend over $80K per year on leads and his setter. He's behind the 8 ball $1600/wk before he ever sells his first policy. I couldn't stand that. Buit he is quite satisfied his schedule and income.

I also learned a long time ago to not f...k with happy. If you are happy with your IMO, your methods and your results then it doesn't matter what anyone is doing.

I quit selling MA plans a long time ago. But I get asked about them almost daily. I do refer them to an expert but before I do I always ask one thing, "are you satisfied with your plan now?" If they say yes I tell them to leave it alone then. If they say no then I tell them who to call.

My first real FE company was LH. They insisted on DK'ing. I wasn't going to DK then. I pretty quickly became that manager's number 1 agent. He didn't care that I set appointments because I was writing business. But he was always begging me to not tell the others that I wasn't DK'ing.

 

[GMDM100k]

How come you don't train agents to buy 20-30 fixed cost leads to set appointments?
Do the leads,cards mention life insurance?

If you're financing the lead costs of the agents does that have any bearing on door knocking instead of settling appointments?

But wait,the real heavy hitters will tell you your'e training your agents an inefficient method when working lead cards,right ?

I think taking 20 to 30 fixed cost leads a week is a great idea. That's absolutely what I train my agents to take. But I train them to door knock those 20 leads a week. Not call to set appointments. In my experience they'll convert more if they door knock. Half of the appointments I set even at the door don't stick. I end up driving more if I call and set appointments it seems like.

I dont think the lead financing should have any bearing on how you work leads.

There are a bunch of heavy hitters in the final expense business that tell me all kinds of different ways this business should be worked. All I can do is show people how I do it. And how my most successful agents work the business.
But what it comes down to is a personal preference and what strengths you have.

I have an agent that takes no leads and sits at flea markets every Sunday with a booth and he writes 15 to 20 apps a month. He generates his 20 leads a week every Sunday then works them on the week days. Another one has a booth at a mall. One sits at a grocery store every day and writes a few apps a week.

I have a whole team that takes a van full of agents to big cities and they walk up and down every block knocking on cold doors. In the morning they pass out fliers and in the afternoon they hit the houses they passed out fliers to the previous day. Seems to be a good system for them and they all write about 6 to 8k a month in ap. Happy as clams.

 

[noah]

Door Knocking
1. They can see you you're there
2. The agent can find out right away if he's got a buyer
3. The agent can get husband and wife together right there
4. Agent can find out right away if they have a checking account,DE card
5. Agent can find out right away the exact coverage in place immediately
6. Agent is there and can close the deal immediately without an appointment

So tell me,can you do this on the phone ?

 

[jdeasy]

Door Knocking
1. They can see you you're there
2. The agent can find out right away if he's got a buyer
3. The agent can get husband and wife together right there
4. Agent can find out right away if they have a checking account,DE card
5. Agent can find out right away the exact coverage in place immediately
6. Agent is there and can close the deal immediately without an appointment

So tell me,can you do this on the phone ?

1.They can see that you are there when you show up for the appointment.
2. I can tell on the phone if they are interested. And more importantly not interested.
3. Absolutely false. That is number one problem in DK'ing. Interrupting at a time that they are both there. On the phone you schedule with both present.
4. I certainly don't ask that on the phone and would not ask that on the phone. Nor do I find out any sooner when DK'ing. That's just a story you tell yourself.
5. Again. Not asking that on the phone. But it's no faster when DK'ing. In fact, it's usually faster on an appointment because they know you are coming and are prepared.
6. Agent is there either way. Nonsensical point,

So, yes, you can do all that by setting appointments and do it more efficiently.

If properly trained and accepting of that training. Lacking either and you have a DK'er that doesn't write any business that way either. But has lots of excuses.

 

[GMDM100k]

I don't doubt your numbers. You are looking at them. But the science is in. DK'ing is far less efficient than setting appointments. Especially an agent setting their own appointments.

It's the first step in the sales process. Of course the agent has to skilled at appointment setting. Give "good phone" as Frank Statsny used to say.

But I personally know several agents that strictly DK and kill it. FEX does teach appointment setting but many FEX agents are DK'ers. Even quite a few telesales agents are with FEX.

Personally I now DK far more than setting. Been that way the last 3 years or so. One reason, probably the main reason, setting is more efficient is because it's not interruption marketing. DK'ing is certainly that.

I'm doing quite well DK'ing. I did over $300K last year on 15 leads per week almost all DK'ing.

I'm just at a point in my career that I don't want to be on a schedule. I know I'm being inefficient when I'm out DK'ing and am OK with it.

Agents using a setter are more efficient time wise than the rest. But they aren't going to close as high a rate and will use more leads. Over time, that is. I know one agent that claims to spend over $80K per year on leads and his setter. He's behind the 8 ball $1600/wk before he ever sells his first policy. I couldn't stand that. Buit he is quite satisfied his schedule and income.

I also learned a long time ago to not f...k with happy. If you are happy with your IMO, your methods and your results then it doesn't matter what anyone is doing.

I quit selling MA plans a long time ago. But I get asked about them almost daily. I do refer them to an expert but before I do I always ask one thing, "are you satisfied with your plan now?" If they say yes I tell them to leave it alone then. If they say no then I tell them who to call.

My first real FE company was LH. They insisted on DK'ing. I wasn't going to DK then. I pretty quickly became that manager's number 1 agent. He didn't care that I set appointments because I was writing business. But he was always begging me to not tell the others that I wasn't DK'ing.

I completely see your point. I think an agent should do whatever they can to write as many policies as they possibly can. Whatever method works best for them.

In regards to efficiency. I personally believe it's worth it to do whatever you have to in order to write as many policies as you can. Even if you spent a little more time or a little more money to do that.
For me the end goal is to eventually not work any more.
If you have a good persistency the amount you will make in your lifetime on those extra deals would pay out far more than what you spent on leads or gas or an appointment setter.

agents like you are extremely talented and can write a ton of business efficiently and spend less than the rest of us.
Like you said. You can't put a price on happy. If you're happy and making money nothing else matters.