Why I still go on appointments

[AZagent]

Just curious to know why only a goal of 5 per week? Is that about average for your territory, Are you getting enough renewals to relax a bit, or do you have other business ventures? Yet again, I'm pretty sure you all (senior-advisor-indiana & Frank) are getting a lot better commission than me. My weekly goal is set at 15 (for right now), although I've only reached it about 5 times. I'm averaging 11-13 per week mostly. I'm running 20-23 appointments per week and by Friday I'm a walking zombie!

GREAT JOB FRANK!! I'M STILL WAITING FOR THAT ONE APPOINTMENT!

 

[James]

Well I'm back to community-based marketing and meeting with everyone. Higher closing ratio, a fraction of the expenses.

What does that mean exactly? Sounds good either way, can never go wrong with getting out there and meeting people.

 

[Crabcake Johnny]

Just a total focus on my community - the doorhangers, flyers, placing brochure stands (which I'm researching now) - a place at my local mall (also researching) advertising in all local publications and taking part in all local community events. Basically, establishing a name for myself in my area so 5 years from now I'm not calling leads. People are calling me.

I think out of 25,000 people just in my small town a certain percentage of them are always looking for health insurance. The question is, how many of those people know I exist in the community. As of now - none. In a few years - all 25,000.

 

[James]

Just a total focus on my community - the doorhangers, flyers, placing brochure stands (which I'm researching now) - a place at my local mall (also researching) advertising in all local publications and taking part in all local community events. Basically, establishing a name for myself in my area so 5 years from now I'm not calling leads. People are calling me.

I think out of 25,000 people just in my small town a certain percentage of them are always looking for health insurance. The question is, how many of those people know I exist in the community. As of now - none. In a few years - all 25,000.

Sounds like an excellent plan!

 

[policy doctor]

How do you generate that many leads consistently? Or are they set for you by the company? I'd be a zombie by Friday also. Heck, I'm a zombie on Mondays and scenery never changes anyway.

 

[Frank Stastny]

Just curious to know why only a goal of 5 per week? Is that about average for your territory, Are you getting enough renewals to relax a bit, or do you have other business ventures? Yet again, I'm pretty sure you all (senior-advisor-indiana & Frank) are getting a lot better commission than me. My weekly goal is set at 15 (for right now), although I've only reached it about 5 times. I'm averaging 11-13 per week mostly. I'm running 20-23 appointments per week and by Friday I'm a walking zombie!

GREAT JOB FRANK!! I'M STILL WAITING FOR THAT ONE APPOINTMENT!

WOW! 11 to 13 apps a week. I am so impressed! I'm sure you are totally wasted by Friday. If you are selling Med Supps your average commission should be around $300 per year per app. (That may be a little low as an average.) My best month selling Med supps was $80,000 in premiun. I don't remember how many apps that was, but it was a bunch, at least 65. It was cool because it was basically going out and getting signatures. An HMO cancelled people in a six county area. It was like shooting fish in a barrel. I was like a real zombi at the end of the month.

13 apps per week equals 676 apps per year. 676 apps x $300 per app per year equals $202,800 per year. That is one hell of a lot of new money each year. You should be retaining a minium of 85% of all your clients. If so, you are carrying forward at least $172,000 in income from the previous year. Add to that the new business you are writing each year, WOW, that's a lot of money selling Med Supps. You are my new hero!

Yes, I have other sources of income. YIO and I'm starting a new business as we speak. Totally unrelated to insurance.

The reason for 5 apps per week. I should have added, 5 apps per week that stay on the books. Most of mine don't leave me, however, I try to write more than 5 to make up for the inconsiderate ones who die on me. LOL

My renewal checks stay pretty even each month. I've been doing this since 1993 so I have a lot of clients. Including a bunch I originally wrote in '93 to '97. Even though, 5 apps per week that stay on the books will make any agent a lot of money in the senior market.

It is a very respectable goal for any agent selling Med Supps. That will bring in around $80,000 in new money each year. Add renewals to that and the agent will make well over six figures in three years. It doesn't make you one of the walking dead either. Still plenty of time to put some quality in your life.

 

[Newby]

I received a call Monday from a woman going on Medicare. She was a referred to me by one of my clients. She lives in a little town an hour and fifteen minutes from me.

I could have done the app over the phone but she goes on Medicare July 1 and it would have taken several days to mail her the app and for her to send it back to me. I would then have to send it to the company.

To help her get her supplement started as soon as possible I told her I would drive to her place and have her sign the app. The appointment was on yesterday morning so I could get it in the mail that afternoon.

I wrote the app and it just so happened that both her and her husbands parents were there also. (She is 49 and on disability.) After hers was a done deal I asked both sets of parents who they have their insurance with and how much they were paying. I was able to save just her father $107.00 per month.

I went there to write one and ended up writing five.

I drove two hours and thirty minutes round trip, the drive through the country was beautiful and relaxing, I made five new friends, six if you count their dog, and I actually got paid for doing it. I love this job!

I couldn't have done that sitting at home in my underwear.

That's the only way I would know how to work Frank. I've never sold anything over the phone or even thought to get anyone's e-mail address. Face to face is all I can understand.

Last week I was delivering some death certificates out to a man and there were several people sitting on his porch talking (all seasoned citizens.) I asked him about his own life insurance coverage and he had about 5-policies he ran in the house and had me look over. He didn't see the need for any more but another lady sitting there said she wanted me to come out and talk to her and her 47 year old son the next day.

I went to meet with them and sold both final expense policies (healthy 47 and 72 year olds.) Turned out they were just at that house because the son mows the lawn there and his mom was just there tagging along for the day.

Wouldn't have met them if I would have called to prequalify or mailed the death certificates.

 

[Frank Stastny]

That's the only way I would know how to work Frank. I've never sold anything over the phone or even thought to get anyone's e-mail address. Face to face is all I can understand.

Last week I was delivering some death certificates out to a man and there were several people sitting on his porch talking (all seasoned citizens.) I asked him about his own life insurance coverage and he had about 5-policies he ran in the house and had me look over. He didn't see the need for any more but another lady sitting there said she wanted me to come out and talk to her and her 47 year old son the next day.

I went to meet with them and sold both final expense policies (healthy 47 and 72 year olds.) Turned out they were just at that house because the son mows the lawn there and his mom was just there tagging along for the day.

Wouldn't have met them if I would have called to prequalify or mailed the death certificates.

Good job!

When it works like that it is almost like having a license to steal, when it doesn't it really sucks.

Even then it is still pretty damn cool. I would never go out and get a "real job" again, I'm way too spoiled.

 

[Slick]

Just curious to know why only a goal of 5 per week? Is that about average for your territory, Are you getting enough renewals to relax a bit, or do you have other business ventures? Yet again, I'm pretty sure you all (senior-advisor-indiana & Frank) are getting a lot better commission than me. My weekly goal is set at 15 (for right now), although I've only reached it about 5 times. I'm averaging 11-13 per week mostly. I'm running 20-23 appointments per week and by Friday I'm a walking zombie!

GREAT JOB FRANK!! I'M STILL WAITING FOR THAT ONE APPOINTMENT!

Do you work for SHC and make $100/app on their appointments?
It seems to me it would take till Wednesday just to find 23 prospects!?!

 

[AZagent]

[IMGREFLECT]

WOW! 11 to 13 apps a week. I am so impressed! I'm sure you are totally wasted by Friday. If you are selling Med Supps your average commission should be around $300 per year per app. (That may be a little low as an average.) My best month selling Med supps was $80,000 in premiun. I don't remember how many apps that was, but it was a bunch, at least 65. It was cool because it was basically going out and getting signatures. An HMO cancelled people in a six county area. It was like shooting fish in a barrel. I was like a real zombi at the end of the month.

13 apps per week equals 676 apps per year. 676 apps x $300 per app per year equals $202,800 per year. That is one hell of a lot of new money each year. You should be retaining a minium of 85% of all your clients. If so, you are carrying forward at least $172,000 in income from the previous year. Add to that the new business you are writing each year, WOW, that's a lot of money selling Med Supps. You are my new hero!

Yes, I have other sources of income. YIO and I'm starting a new business as we speak. Totally unrelated to insurance.

The reason for 5 apps per week. I should have added, 5 apps per week that stay on the books. Most of mine don't leave me, however, I try to write more than 5 to make up for the inconsiderate ones who die on me. LOL

My renewal checks stay pretty even each month. I've been doing this since 1993 so I have a lot of clients. Including a bunch I originally wrote in '93 to '97. Even though, 5 apps per week that stay on the books will make any agent a lot of money in the senior market.

It is a very respectable goal for any agent selling Med Supps. That will bring in around $80,000 in new money each year. Add renewals to that and the agent will make well over six figures in three years. It doesn't make you one of the walking dead either. Still plenty of time to put some quality in your life.

[/IMGREFLECT]

Okay... see I'm still wet behind the ears when it comes to Medicare. Here in Maricopa County AZ Medicare approved for the new Special Needs Plans by United Health Care (MP & DP). There really isn't any selling to it, and since we can enroll all year long it's really helping out...especially as a door opener. Since November of last year to present I have 293 clients on the books. The cross selling is where it's at though for me (life, LTC & Annuities). I've only been in the industry for 2yrs & 3 months...when I left my first company (Bankers L & C) I lost my book of business and started completely over . That's one reason I'm hitting it hard right now...and yet I'll be doing the same thing again here pretty soon (leaving). I've only been with this company (G.A.S.B) since Oct "06" & since, I've seen even GREATER possiblities. My average commission is 235.00 on the MA's until the 1st of July then she goes up. I've also found out that if you can get in good with the Spanish communities around here it's a GOLD MINE, as long as they can trust you. While training one of my agents, we were literally escorted door to door by our first appointment Mr. Guzman & he did all of the selling! We wrote 16 apps that one day, on one block! You would not believe how many only had just Medicare and tons of bills! This year I am well on my way to the 200k + mark, but i'm spending 2500 - 2800 a month just for my telemarketers.

ONE DAY I TOO WILL BE ABLE TO RELAX & ENJOY LIFE A LOT BETTER!