Originally Posted by HoosierLife
We are talking apples and oranges here. Nobody will disagree that you should take enough leads to make enough presentations to hit your goal. Those are numbers.
Now there are some that go too far. Usually marketers. There is still a skill level factor involved.
That's where the disconnect is. Some marketers will spout a 25% close ratio without taking into account training and ability.
Let's face it. Some people can't sell. Some people CAN sell, but they can't sell Final Expense. So for a marketer to come along and say "just buy more leads" and "it's a number's game," is not taking into account these factors. And I believe this is what JD and others are railing against.
Man I don't track none of that. I just know that I want to buy X amount of leads a week so I can hit my weekly goal each week. I don't track door knocks, calls, presentations or anything. I just sell.
BUT, there was a point where I realized that if I increased my lead order (numbers) it would be a lot easier to hit my goal with less effort.
But some people are more technical and like to see the numbers. If you know you have a 20% closing ratio (after you have proven yourself as a producer) and you're increase your lead flow by 10 more leads a week, that should, on average, produce 2-3 more sales a week.
OR make the same amount of sales with less time and effort.
The number's game is not going to matter if your phone skills are bad, if your presentation stinks, or if you're spending too much time with the wrong people etc.
Again, this is why it's so important to get good training and support. When Andrew F is talking about numbers or Ben Boman is talking about numbers, that's totally different than some marketer that has never sold FE successfully talking about numbers.
It most definitely is a numbers game, to pretend otherwise is a lie.
The problem is, so many people take it out of context. Two numbers matter, number of leads and closing percentage.
If you want to make more money, you need to increase one and preferably both. Increase your skill and increase the number of leads and you'll make a whole lot more money.