Insurance Agent Forum

[moonlightandmargaritas]

Originally Posted by jody108

I made about 50 calls.

I don't advise making cold calls.

But if this is your marketing plan, I would guess 300-400 dials a day is more like it.

[ALG]

Originally Posted by toc3

"WE HAVE THEM WRIGHT WERE WE WANT THEM, ALL AROUND US." said Chesty Puller. Semper Fi

MY FATHER WAS THERE WITH HIM.
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Originally Posted by jody108

ALG - I'm from Georgia ... Atlanta ...

I made about 50 calls. My script was written by a pro but I don't sound like a pro ...

I sound very young and this seems to go against me ...

I did get one LTC interest and I'm going to deliver some information to her ... I'm hoping for an appt out of it.

Do you not cold call for Med Supp?

HI GEORGIA BOY.

NO I DO NOT SELL MED SUP OR MA, HOW MANY PEOPLE DID YOU SPEAK TO OUT OF 50?

HAS YOUR MENTOR SHOWED YOU THIS WOULD WORK OR JUST SAID GO TO IT.

WHAT IS YOUR SALES BACK GROUND BEFORE INSURANCE?

[bcbroker]

Originally Posted by jody108

I need a pep talk ...

I have put everything on the line to be an insurance agent.

Got all my ducks in a row ... ready to take on the world ...

However, i got nowhere today during my first day of calling up Seniors to sell them med sups.

My family is depending on me to do well at this so I need a pick me up ... if you can offer one ...

After reading everyone's responses to your first day of cold calling, some agents have pointed out that you are selling only one product, limiting your potential,only made 50 calls, again limiting your potential. It is also noted that you may not be establishing yourself as an expert, even when you may have a captive audience. You did not seek to acknowledge the Medicare advantage plans the do not require any premium as being part of your arsenal. do you even sell them? We sell more of those than med supps. When my in house agents makes calls from internet leads, they will do 50 in anhour and a half. Our dialer can do 100 calls per minute per agent.
Revamp your product lineup, add med advantage to your Senior portfolio, add under 65 to your arsenal as well, and make more calls, regardless of what method you make contact. I have done all successfully in the last 30 years.
Made a fortune at it, and still making more, and started the same way you just did. cold calling!

[joshril]

It's only lunch time... why are you quitting? 50 calls is nothing... To generate leads in this manner you should be doing 3-5 times this many calls on a daily basis to build your pipeline up.

[Bob_The_Insurance_Guy]

I am in that market. Also in Atlanta. Same promises as #1

404-551-5339

[ABC]

Originally Posted by padthaiforlunch

How long did it take to make 50 calls?

While cold calling may not be the preferred marketing choice of many, it works for some agents.

Have you internalized the script and made it your own? You may just need more practice with it.

50 calls is a very small sample. You should be able to make 25 calls an hour. Stop goofing off between calls and crank for an hour non-stop, then get up and clear you head for five minutes.

When you get someone on the phone, you should set the appointment and be off the phone in five minutes. Stop trying to be their friend and waxing about Alabama. You're a busy agent on a mission to avoid living in the van down by the river.

Set a new goal -- 200 dials a day.

Now that is what I call a pep talk!

[jody108]

GREAT!!!!

Knowing the ratio of calls vs actual appointments ... or even getting an answer to my call, really helps. That is kind of what I was looking for. Also, the personal stories and success years later, helps ...

The reason I'm focusing on Med Sup and cold calling is because a pro on this board pointed me in that direction. It worked for him and I like his style. He gave me his script and targetted market ... easier to follow someone else then recreate my own sytem (as pointed out).

I was a car salesman before and it was quite different ... they usually come to you, you don't go to them ... not to this extent anyway.

Anything else????????????????????
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So .... how many calls do you think it would take to get one appointment?

[moonlightandmargaritas]

Originally Posted by jody108

I was a car salesman before and it was quite different ... they usually come to you, you don't go to them ... not to this extent anyway.

Good marketing will get them to "come to you", but you're not gonna get that from cold calling...

[ALG]

Originally Posted by jody108

GREAT!!!!

Knowing the ratio of calls vs actual appointments ... or even getting an answer to my call, really helps. That is kind of what I was looking for. Also, the personal stories and success years later, helps ...

The reason I'm focusing on Med Sup and cold calling is because a pro on this board pointed me in that direction. It worked for him and I like his style. He gave me his script and targetted market ... easier to follow someone else then recreate my own sytem (as pointed out).

I was a car salesman before and it was quite different ... they usually come to you, you don't go to them ... not to this extent anyway.

Anything else????????????????????
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So .... how many calls do you think it would take to get one appointment?

SMILE BEFORE YOU DIAL, HAVE A PHOTO OF YOUR CHILDREN OR JUST ANY THING THAT ALWAYS BRINGS A SMILE TO YOUR FACE. TAKE COMMERCIAL BREAKS, PLAY A GAME, JUST TAKE YOUR MIND OFF THINGS FOR A FEW MINUTES THEN BACK TO WORK. SET YOUR GOALS AND MEET THEM, 100 CALLS 30 LIVE PEOPLE TO TALK TO 5 APPOINTMENTS. REMEMBER TO BREATH, YOU WILL COME ACROSS BETTER TO YOUR CLIENT NOT AS STRESSED.

[jody108]

Are you an internet guy? Or do you focus on mailers, seminars etc ... Internet is expensive ... however, I know there are cheap adwords out there ... if you can find the right niche wording ... how do you advertise yourself? Do you have a company name? Do you go for the cheapest price? do you go for the better company? What is your hook? I don't want you to share all your tricks but I'm curious as to what you do ... there is always a bit of mystery behind your posts ... the only thing i'm clear on is that you feel cold calling is not as effective as marketing yourself ... Makes sense ... that is what big companies do ... i've never had a Taco Bell rep call me to sell me a taco

[Delta76]

I cold call for about 70% of my business, the rest comes to me mainly by referral and that number keeps growing. I don't know the senior market, so I won't be much help there. That being said, I do know my number religiously for calling in the under 65 health market.

50 decision maker contacts (not dials) ='s a placed health case in the next few months

Using a predictive dialer, I can do this in about 3 hours of telemarketing. A further breakdown:

1 in 10 contacts becomes an immediate lead
2 or 3 of the same 10 contacts wants me to keep in touch (I then email drip on them) and usually time my call to when just after they receive their rate increase
7 of the remaining 10 contacts aren't qualified or have no interest and I politely let them get off the phone immediately.

My script works effectively, but it's more how you say it than the way it reads. You almost need a "who cares" attitude when making the calls and to make a game out of it. If you talk to enough people, the rest will work out.

I would share my script, but I don't know if it would work well in the senior market, never tried to work that niche. If you want some help on the under 65 market, shoot me a PM.

[moonlightandmargaritas]

Originally Posted by jody108

Are you an internet guy? Or do you focus on mailers, seminars etc ... Internet is expensive ... however, I know there are cheap adwords out there ... if you can find the right niche wording ... how do you advertise yourself? Do you have a company name? Do you go for the cheapest price? do you go for the better company? What is your hook? I don't want you to share all your tricks but I'm curious as to what you do ... there is always a bit of mystery behind your posts ... the only thing i'm clear on is that you feel cold calling is not as effective as marketing yourself ... Makes sense ... that is what big companies do ... i've never had a Taco Bell rep call me to sell me a taco

How would they even know if you like tacos?

I do a LOT of different things:

I buy internet leads (and use a "process" much different from most).

I do speaking engagements with small business groups (primarily realtors as a target).

I do direct mail to a self-employed, small business list that I have compiled.

I do drip e-mail marketing (permission based list).

I do a monthly e-newsletter (permission based list).

I have "centers of influence" that refer business to me. They are primarily accountants who use me as a "go-to-guy" for Health Savings Account stuff.

I write articles and e-books on buying individual Florida health insurance.

I use a diligent process to acquire referrals from my existing clients.

All this stuff together positions me as an expert in my field. Many people come to me, and when they do, there's no "mating dance" - they're ready for a solution to their problem. I'm not some schmuck calling them (as human spam) to tell them I can save them 30% to 470% on their health insurance!

It takes some work on the front-end, but in the long run it is easier, less frustrating, less expensive, and most importantly; MORE EFFECTIVE than cold calling.

PS-Before anybody posts or sends me a PM asking to send them an example of this, that or the other, sorry, I can't. It's just too time consuming...

[Delta76]

I buy internet leads (and use a "process" much different from most).

I do speaking engagements with small business groups (primarily realtors as a target).

I do direct mail to a self-employed, small business list that I have compiled.

I do drip e-mail marketing (permission based list).

I do a monthly e-newsletter (permission based list).

I have "centers of influence" that refer business to me. They are primarily accountants who use me as a "go-to-guy" for Health Savings Account stuff.

I write articles and e-books on buying individual Florida health insurance.

I use a diligent process to acquire referrals from my existing clients.

I know from talking to Paul on the phone that he's a pro and practices what he preaches here. Why not start implementing the strategies he uses along with your cold calling efforts. Here are some examples of how to combine the two:

1. You meet with a prospect who you cold called. Ask them who their accountant, P&C broker, and financial advisor are. Tell the prospect that you are always looking for networking opportunities, "would you mind if I give him a call and mention I'm working with you?" Call the P&C broker and mention you have a common client and invite them to lunch to see if you can help each other.

2. As you cold call, you will run across people who tell you what carrier they have, but are not interested in looking right now. Instead of throwing that info away, compile your own list. How valueable do think a list is where everyone on there buys what you offer? When their carrier changes rates, give them a call.

3. Monthly email newsletter is a great way to stay in touch with people you spoke with.

4. Use articles you write to build trust from a cold contact. Depending on the coversation with the prospect, I send a link to an article they may find pertinent to their situation that I wrote to start building trust.

[moonlightandmargaritas]

Delta's stuff/ideas is/are even better than mine.

What you've got to do is think.

Btw Matt, a little cool here today - only about 70 (sunny though). What's up in Minnesota?

[HomeService]

This business is way different than car sales. If you worked at , let's say, a Ford dealer, and you got people who normally bought Ford cars on the phone, and maybe people who normally bought Ford trucks on the phone, or pick ups in general, and told them to come on down next time they were ready to deal, you may find a few who were ready to trade in their old car- right then.

Insurance is different. You are taking the car with you out and showing it. You are driving the car up to the door of these people. But the car is insurance. Very hard to do this over the phone. Plus, a big part of this car , let's say the engine, is you. You are selling the engine first, then the car to put around the engine, and you are doing all of this in person. Once they see you, the engine, in person, it's hard for them to say no to the engine, if you point out the needs and the the solutions. You are selling two or more working parts, and a random voice on the phone is tough to deal with.

Unless you just sell the appointment on the phone. Then the appointment allows you to drive the car , with the engine, up to the door. Sell the appointment. Sometimes with me, the appointment is no longer needed because I popped in there un-announced, sans appointment. I skipped a step. But I ususally have "be backs", where I come back at a certain time. That's an appointment. I usually gather brochures and quotes and stuff, before the next appointment. I do a little fact finding on the first visit. I am old school, but that's what I do.

Unless you are just selling totally over the phone, telesales. Then forget everything I just typed.