Assuming the lead comes in on Jan 1st...and I do NOT reach them.
Jan 1- I call them on the phone, but not more than twice the first day if I can't reach them. Two emails. The first is introducing myself and EMPHASIZING that I am local, unlike most of the other agents that will contact them. I also name specific companies that I do NOT use and why.
I also send a hard copy in the mail.
Jan 3- Another call and email. A quick review of what was originally emailed and another reminder that I am local.
Jan 9- Another call and email with a quick synopsis of the range of rates I was quoting.
Jan 16 email
Jan 26 final email...for now. Another hard copy in the mail (actually a copy of the email).
March 26-THE final email.
This is essentially, a short summary. It seems to work for me. The emails are already created. I am just adding their email address (or in the case of the first email...their rates and coverages).
I over-emphasize that I am local. It doesn't make a difference to about 60% of the contacts. But the other 40% clearly like to deal with someone local.
If you can't make contact and they are local do you ever physically go see them @ either their business or home?
No. I don't think it is a good idea to see them physically unless they request that.
But when they know you are local, every so often they will ask to stop by your office...and they usually do. In some cases, even if they live 30-45 minutes away.
If your paying for that lead wouldn't a drop-by be better than never getting in touch,I'm just asking because that's what I do with my direct mail leads with med. supps and I gotta be honest , I have mixed results. I rarely do anything but cold-call anyway.
if your paying for that lead wouldn't a drop-by be better than never getting in touch,I'm just asking because that's what I do with my direct mail leads with med. supps and I gotta be honest , I have mixed results. I rarely do anything but cold-call anyway.
You might be right. I guess I assume that since they applied online for a quote, it is inferred that they will be contacted by phone or email (or mail) only.
I don't have the time to see them in person, but if someone does, it would be interesting to see the numbers.
The verdicts still out on the #'s as far as ME dropping by lol again that is why I just basically cold call. I have tried the internet lead route and just have'nt had any luck, maybe it's the senior mkt. i don't know.
I bet it is the Sr. market. They aren't quite as experienced on the computer as younger folks. In fact, maybe...some don't use their computer that much.
I would venture to guess I could count on one hand how many computers I have seen in past year in the seniors that I visited, but in another 5 years or so with the younger baby boomers I think that will change.
Jan 1- I call them on the phone, but not more than twice the first day if I can't reach them. Two emails. The first is introducing myself and EMPHASIZING that I am local, unlike most of the other agents that will contact them. I also name specific companies that I do NOT use and why.
I also send a hard copy in the mail.
I am curious to know why you mention companies that you do not use and why. I imagine you are talking about a few captive companies and/or crappy hospital expense plans, since it would be odd to downplay your current carriers in case you need to send a client to one for underwriting...
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[COLOR=#000066]"Tell me and I will forget. Show me and I will remember. Involve me and I will understand." Confucius
I am curious to know why you mention companies that you do not use and why. I imagine you are talking about a few captive companies and/or crappy hospital expense plans, since it would be odd to downplay your current carriers in case you need to send a client to one for underwriting...
In almost every case, the companies mentioned are CGI, United American and ANY discount plans.
We are not allowed to use CGI (not "A" rated), and I tell them that. United American and "discount" plans are also not companies that we use.
I remember Conseco used to be on the list many years ago too.
Kind of hard to explain. I work for a VERY large insurance company. Health insurance is written through the General Agency. It consists of just about every major carrier.
After you've been in the biz a while it's great to break out the old lead list - especially 3 to 6 months after you got the lead. All kinds of things change, mainly renewals. They might have not been interested 3 months ago when they were paying $300 but now they got hit and it's $360.
When my leads are slow I love going back through very old list with "just checking to see if anything has changed."
------------------------------------ Health Insurance Agents: Training, Support, Discounts, E&O for $440 www.ihiaa.com
That's what I heard too John, that all new business is going through World. It's my understanding that World was interested in Ceres/CGI for their electronic platform QQLink.
-Bill
Ceres sold their u65 med business to American Republic (parent of World). The CRL products would be sold & serviced for 12 months before converting to World product lines. The CGI business could be sold & serviced for up to 24 months.
The deadline is about to expire (June I believe) for CRL products. CGI agents can still access online info about World products and their existing CGI business until later this summer when all QQLink information will become non-existent.
I suppose there are agents still selling CRL & CGI and eventually they will have to find another carrier (presumably World) to take their clients. I am still appointed with CGI but no longer have any business with them and have not placed any new business in over a year.
Follow-up with internet leads
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