Have you guys ever wondered if the mailman is tossing your stuff in the garbage, as soon as you bring that big sack of mail to the bulk mail dropoff place? I know it would be , like, well, a felony probably, or at the very least, very,very wrong. I have considered it as being a possibility, when I have mailed stuff and gotten poor returns.
The other possibility: they toss the wrong addresses. That's way more possible, and probable, because I think on bulk mail they are not obligated to return the wrong ones to you- at that cheaper bulk price.
If you're not using first class postage, you are flushing your money down the drain.
The price entitles you to receive corrections so your list stays nice and deliverable clean.
It's actually cheaper than that third class bulk mail dung.
------------------------------------ Don't steal - the government hates competition.
This is all damn good stuff for us newbies/renewbies. I consider this back and forth between you guys some of the best advise any direct salesperson can get and its available to anyone who wants to read it.
I'm not confused that someone on here confidently extolls the virtues and failures of thier lastest and greatest marketing plans. I made 80 cold dials this morning, got 7 leads and yes, I know I will grow weary of it sooner rather then later. I complained to Paul my wrist was sore. He asked if I would rather have my arm sore from swinging a hammer as a roofer. I went back to dialing. This will not be my only marketing source as I am heading out the door shortly to do B2B. We will see how that goes. If my feet start hurting I'll call John and he can ask me if I would rather be standing next to road flipping a sign that says SLOW on one side and STOP on the other....
------------------------------------ You can do this if you try................Ronnie VanZant
I made 80 cold dials this morning, got 7 leads and yes, I know I will grow weary of it sooner rather then later.
I doubt you'll grow weary of the money though
I complained to Paul my wrist was sore. He asked if I would rather have my arm sore from swinging a hammer as a roofer. I went back to dialing.
Cheetah software offers a way around the "my hand hurts." I believe a few guys' on the forum use that software. Gary's system also is a good way to go once you polish your telemarketing skills and have access to a list.
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"Tell me and I will forget. Show me and I will remember. Involve me and I will understand." Confucius
Mix and match. I think that's a problem new agents have - they think they have to plug away on the phone hour after hour, day after day. No - make calls, hit some B to B and mix it up. Join the chamber and start attending events.
There's a light at the end of the tunnel. I busted my ass to get off the ground but now my renewals pay 100% of my household expenses. Nice feeling. Can't imagine what the renewals will be like in another 5 years.
Now I know why I talk to senior agents (10+) years in this biz in my chamber and they're out playing golf all day. One of the agents teased me at the last meeting - called me a "newbie" (4 years in the biz and I'm still a newbie?) - said he'd invite me to play with him but I need to get back to work. Ouch.
Renewals - what a wonderful concept.
Lastly, generate your own leads - you're doing it right. Don't pay money to fight over who signs up the broke 28 year old. That's a trap you'll never get out of.
------------------------------------ Health Insurance Agents: Training, Support, Discounts, E&O for $440 www.ihiaa.com
Depending on production you have to fight over brochures. Most health companies will start giving you a problem if you want more than 50.
When I did a trade show back on '04 I wanted hundreds of brochures from all the carriers. GR and Assurant coughed them up after some back and forth - no other carrier budged off 50.
I'm not talking Health Brochures, I understand they are stingy crowd to say the least! Yet life companies kick them out as fast as you want to order, AIG, Colonial, Conseco, IM and on and on. I have so many now I really don't see how I can ever run out.
The insurance companies marketing materials are so brutally ineffective, it's a joke. That financial strength crap, along with the "product driven" approach - people just don't care.
One of the best benefits of being independent is that you can do your own marketing materials - that actually have some client value and impact.
That is your problem, personally I just want something to hand them. They are colorful, heavy slick stock paper, very good presentation even if they are not sales oriented. They are however information oriented, I'll do the selling. Just want something to hand them to break the ice and since they are "Free" as in no "Cost" except for the 5 seconds it takes me do order them I'm quite happy. Plus I find many of them are read if the prospect is open to the idea, such as Worksite programs.
Here is an idea to mill over, someone suggested they can burn up an area quickly and be out of locations to visit close by them? Now I hit the same area at least monthly, of course hopefully with various types of programs, if Worksite Life next Worksite DI from various of companies. In fact after XX amount of visits they get the idea that I am working quite diligently for their business even if they say so in a sarcastic manner! As, "Oh, you are back?", which I reply, "Yes, buy something and you might be able to get rid of me!".
Most business people and self employed have nothing against someone that works, at least that is my experience.
NWInsurance had a great point, not to be overlooked. Go out there when the weather is bad, there's not nearly as many salespeople out. And the front desk person will often feel sorry for you, and the owner will respect you.
I agree with M&M. How would their attorney/banker/cpa dress? I see too many agents dressing sharp casual for business, we all need to look professional.
How would you feel if you're there with a nice pair of slacks, long sleeve button down, no tie, and then another agent who chose to go with the tie and jacket walks in? More importantly, what kind of non verbal message is that sending your prospect.
I agree with M&M. How would their attorney/banker/cpa dress? I see too many agents dressing sharp casual for business, we all need to look professional.
How would you feel if you're there with a nice pair of slacks, long sleeve button down, no tie, and then another agent who chose to go with the tie and jacket walks in? More importantly, what kind of non verbal message is that sending your prospect.
I've done both, can not really say I notice a difference? I know this issue is debated but, I have heard good arguments on both sides. Yet, I find business casual preferable in the small group market.
Dress like someone they would take advice from would look.
Gray slacks (Dockers), Lands-End or LL Bean solid white or blue button-down-collar dress shirt (broad cloth (oxford) as opposed to smooth pin-point), dark navy blue or black blazer and a rep tie (again, both from Lands End).
I pick Lands End because I hate to shop for clothes at Brooks Brothers or Nordstroms or the smaller local shops we have here. But if you are a "clothes horse" knock yourself out.
I find the above "uniform" works in ALL social and business occasions.
I don't even own a suit (although I can afford any one I want.) I'm alergic to wool and need to have the pants lined... and that makes a suit too warm in this clime. Here is a trick that was taught to me many years ago. Buy a black blazer and black Docker (or wool) pants and it will pass for a suite 99% of the time. If you replace the gold or silver buttons on the blazer with something less flashy, you will pass 100% of the time (except with some gay clothes-horse lawyer who will think you are an idiot for trying to fool him.)
If you replace the gold or silver buttons on the blazer with something less flashy, you will pass 100% of the time (except with some gay clothes-horse lawyer who will think you are an idiot for trying to fool him.)
Hehe. I've got a buddy that's a tax-accountant here in town. Last summer he changed firms, joining an old, stodgy, traditional one.
When Jeff inquired as to what day "casual day" was, they replied - "Sunday".
What do you guys recommend on how the agent should be dressed doing b2b to businesses under 20 employees?
Business casual or business attire?
Some may disagree, but I dress in a matter that reflects my personality type. I did B2B (small business; 1-9) in a suit and HATED IT, due to the fact that I don't like my suits to get wrinkled and after doing that for 2-3 hours a day your suit looks like crap. If you're working the larger businessm market you should wear something that the other people don't, but being slightly conservative in your colors, depending upon your area.
I have dressed in khakis, a nice polo shirt with some comfortable shoes. I prefer the casual approach as I'm a casual person.
I haven't conducted a face to face meeting in 1 year so I cannot say what works out.
I'll test out the casual approach, suit approach, and my personal favorite... Tommy Bahama or something similar, but it has to be silk. Doctors and lawyers and lawyers can get the suit approach as they tend to be more conservative, but in all honesty, here's an idea. Jokingly ask the prospect what they plan on wearing so you can coordinate!
If you buy some suits save the Perry Ellis, Ralph Lauren, etc. for the times you want to show off and are not going B2B. Visit Men's Warehouse for those type of suits.
What do you wear when you go on appointments? Do you still go casual or suite and tie?
For B to B I dress in casual slacks and polo in the summer and just a button down dress shirt and slacks for the colder days. Appointments I dress in a nice dress shirt with tie mostly.
But the main reason is because most of a fact that a much of a person thermal properties escape through their head, which is insulated by hair. In John's case, the warmth of wool helps to ensure that he doesn't get cold.
Re: B to B results
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