Insurance Agent Forum

[the do]

What have those of you who are using gary's CRM been using as a general outline for telemarketing to businesses? Any suggestions for this or just telemarketing in general

[theinuranceguy]

Originally Posted by the do

What have those of you who are using gary's CRM been using as a general outline for telemarketing to businesses? Any suggestions for this or just telemarketing in general

Its cheaper if you just higher your own telemarketer.

[Delta76]

Are you making the calls yourself? I ask because I would use a different script depending on the scenerio.

[theinuranceguy]

I got a telemarketer that pre sets me low income appointments. She sets about 3 every two hours and works 10 hours a week at $10 an hour.

10 hours X $10 = $100

10 Hours X 1.5 appointments per hour = 15 appointments

$100 / 15 appointments = $6.66 per appointment

If I sold just one medicare advantage per month, I would make a $50 profit. (I get paid 450)

But I am closing much more than that, probably 25 consitantly, I usually end up selling some of my leads to a local agency here for $20 each (which is still a good price).

Not to mention that I control the quality of leads also.

[the do]

Yeah I am calling myself. mostly to just small businesses with between 2-15 employees

[salpro22]

Originally Posted by theinuranceguy

Its cheaper if you just higher your own telemarketer.

This guy seems to be new, so how would it be less expensive to hire a telemarketer when he doesn't have the experience and knowledge to prospect via the telephone; train, monitor and manage the telemarketer while tracking the results to ensure that he is not overextending himself.

The last thing he wants to do is hire anybody until he has a benchmark to compare results. Would it be prudent to outsource telemarketing to a marketing company that does not have a vested interest (excluding money) in ensuring you succeed? Perhaps, but not until the resources are available and he has the experience to walk a prospect through this sales process.



Off topic, I'd like to commend you on your website.

[moonlightandmargaritas]

Originally Posted by the do

Yeah I am calling myself.

Do you buy anything from you?

[the do]

Yeah I always buy from myself. It's hard to say No

[the do]

Well on second thought. I just wish everyone else found me so convincing.

[Delta76]

I also make the calls myself, here is my exact script:

Me: "Hi, is Ted available?"

Prospect: "This is"

Me: "Ted, this is Delta calling, you won't recognize my name, we haven't talked before. I'm actually calling you as a cold call because I know how much you like to get these kinds of calls. (usually gets a positive response).

Proespect: "I only get ten of them a day!" or sometimes, crickets will be churping. Either way, proceed.

Me: "Would it be okay if I take 30 seconds to tell you why I called, then you can tell me whether or not we should talk further?"

Prosepct: "Sure." (at least 90% of the time, otherwise, they may ask what are you selling, either way, go ahead and tell them)

Me: "Great, I won't hold you up. I work with health insurance. I have talked to a number of small business owners lately who are frusterated with their premiums and I wanted to find out if that is a concern of yours?"

The prospect may respond one of two ways:
1. No - then say "thanks for your time" and get off the phone
2. Yes - ask them what your doing currently and see if you can help

If you think you can help, give the prospect a choice of whether or not you should talk further:

"I don't know if I can help or not without taking a look. If it's enough of a concern I can take a look and if I can help, I'll let you know, and if I can't, I'll tell you that too. What do you think?"

Remember, don't force your way in, get invited. That will eliminate a number of tire kickers and make your life much easier.

Also, use what ever you want at the beginning, the key question to ask is: "I've spoken to a number of small business owners lately who are frusterated with their premiums, is that a concern of yours?" Everything else is just frosting.

If you want any further help, send me a PM.

[theinuranceguy]

Originally Posted by salpro22

This guy seems to be new, so how would it be less expensive to hire a telemarketer when he doesn't have the experience and knowledge to prospect via the telephone; train, monitor and manage the telemarketer while tracking the results to ensure that he is not overextending himself.

The last thing he wants to do is hire anybody until he has a benchmark to compare results. Would it be prudent to outsource telemarketing to a marketing company that does not have a vested interest (excluding money) in ensuring you succeed? Perhaps, but not until the resources are available and he has the experience to walk a prospect through this sales process.



Off topic, I'd like to commend you on your website.

My appointments really arnt that complicated... I do Medicare Advantages... so the telemarketer just makes sure they have medicare and thats about it... I go out and do the selling...

I have looked at a number of third parties to do telemarketing for me... the ones that even talked to me (some said I didnt have enough volume) where a rip off ... If you can show me someone who will get me that rate of return on my money I will sign up, but I am not new, I have been doing this long enough to know whats best... $6.66 per appointment is the best deal out there. Thats what I pay, and the ones that I dont use I sell them to an FMO for $20. Everyone is a winner.

[the do]

Delta thanx for the outline, I really appreciate it. I like the asking if they are concerned enough to want to change something. I agree that eliminates the ones who just want something to change but don't want to do anything about it

[wilkin]

Ramiz,
Is your telemarketer calling from your office or their home? Where do you obtain your list of prospects?
Thanks
-Bill

[Mr. Bill]

Originally Posted by Delta76

I also make the calls myself, here is my exact script:

Me: "Hi, is Ted available?"

Prospect: "This is"

Me: "Ted, this is Delta calling, you won't recognize my name, we haven't talked before. I'm actually calling you as a cold call because I know how much you like to get these kinds of calls. (usually gets a positive response).

Proespect: "I only get ten of them a day!" or sometimes, crickets will be churping. Either way, proceed.

Me: "Would it be okay if I take 30 seconds to tell you why I called, then you can tell me whether or not we should talk further?"

Prosepct: "Sure." (at least 90% of the time, otherwise, they may ask what are you selling, either way, go ahead and tell them)

Me: "Great, I won't hold you up. I work with health insurance. I have talked to a number of small business owners lately who are frusterated with their premiums and I wanted to find out if that is a concern of yours?"

The prospect may respond one of two ways:
1. No - then say "thanks for your time" and get off the phone
2. Yes - ask them what your doing currently and see if you can help

If you think you can help, give the prospect a choice of whether or not you should talk further:

"I don't know if I can help or not without taking a look. If it's enough of a concern I can take a look and if I can help, I'll let you know, and if I can't, I'll tell you that too. What do you think?"

Remember, don't force your way in, get invited. That will eliminate a number of tire kickers and make your life much easier.

Also, use what ever you want at the beginning, the key question to ask is: "I've spoken to a number of small business owners lately who are frusterated with their premiums, is that a concern of yours?" Everything else is just frosting.

If you want any further help, send me a PM.

Great post, Delta!

Completely unlike one of the calls I got just today. Mostly unintelligible (India? Somewhere else?) who started out with some business name, is this (my business name), I answered yes, then immediately she says, "do you have health insurance"?

Wow, it was such a botched call I did us both a favor and hung up. (And I rarely, if ever, hang up on a cold caller.

[djs]

Originally Posted by Mr. Bill

Great post, Delta!

Completely unlike one of the calls I got just today. Mostly unintelligible (India? Somewhere else?) who started out with some business name, is this (my business name), I answered yes, then immediately she says, "do you have health insurance"?

Wow, it was such a botched call I did us both a favor and hung up. (And I rarely, if ever, hang up on a cold caller.

Sorry, that was me calling. I was wondering why you were so rude

[theinuranceguy]

Originally Posted by wilkin

Ramiz,
Is your telemarketer calling from your office or their home? Where do you obtain your list of prospects?
Thanks
-Bill

She does it at my office, I buy my list. Sales Genie.

Its hard to find good help though.