Internet Lead Process/Script

moonlightandmargaritas · 07-12-2008, 06:49 PM

Originally Posted by CHUMPS FROM OXFORD

"Kurt Bevacqua"

Now there's a name from the past. Of course, you'll be glad to know that the special guest four our next Association webinar is John Wockenfuss.

I could google, but I'm lazy. Wockenfuss with the Tigers I know. Was Kurt Becacqua mainly with San Diego....?

CHUMPS FROM OXFORD · 07-12-2008, 08:42 PM

Kurt played with a lot of teams. One of the few Major Leaguers that played 15 years...but had a lifetime batting average of .236. It's pretty hard to stick around that long with that kind of resume!

somarco · 07-13-2008, 06:37 AM

Falstaff? Didn't they go out of business? How old was that beer?

Did you smoke a Chesterfield while drinking the beer?

DJAdam · 07-14-2008, 04:51 PM

Originally Posted by somarco

Falstaff? Didn't they go out of business? How old was that beer?

Did you smoke a Chesterfield while drinking the beer?

Unfiltered Ralieghs were better.... You got a coupon with each pack, remember?

joannhicks1@aol.com · 02-21-2009, 08:25 PM

Has anyone tried pre-set appointments? If so what are your experiences and what are some good companies to deal with. I mainly sell Final Expense products.

insagent220 · 02-23-2009, 03:56 AM

First let me say. I really enjoy the posts on this forum, very informative.

I do have several questions:

I get a calling list from the agency I work for. These folks are neighbors, of folks who have taken out policy's with us.

Our scrip is supposed to be : Hi Mr or Mrs, this is ________
How are you today? Well I am very glad to here that or I am so sorry. However the reason for my call is. I am calling in response to your request for Life,health,Ltc etc. Insurance.

The customer then will say something like: I didn't send in for any info. Or I never requested any information.

Then we have to say ; Well maybe a family member sent in the request on your behalf.

Some may think it over and let you to talk with them. Others however get very nasty. Demanding how you got their information and so on.

What would be the best way to get these folks attention?

I guess I am looking for a different approach. Any suggestions would be great.

Frank Stastny · 02-23-2009, 10:24 AM

Originally Posted by insagent220

First let me say. I really enjoy the posts on this forum, very informative.

I do have several questions:

I get a calling list from the agency I work for. These folks are neighbors, of folks who have taken out policy's with us.

Our scrip is supposed to be : Hi Mr or Mrs, this is ________
How are you today? Well I am very glad to here that or I am so sorry. However the reason for my call is. I am calling in response to your request for Life,health,Ltc etc. Insurance.

The customer then will say something like: I didn't send in for any info. Or I never requested any information.

Then we have to say ; Well maybe a family member sent in the request on your behalf.

Some may think it over and let you to talk with them. Others however get very nasty. Demanding how you got their information and so on.

What would be the best way to get these folks attention?

I guess I am looking for a different approach. Any suggestions would be great.

I never start the conversation with "How are you today". That is a huge red flag letting them know that you are calling to sell them something. When I pick up the phone and hear "How are you today" I immediately hang up.

I sell Medicare Supplements and when I call from a list I start the conversation by introducing myself and telling them why I am calling.

"Hello Mrs Smith, my name is Frank Stastny. The reason I'm calling is you recently requested information about the changes in Medicare. You are on Medicare aren't you?"

If I were to pause after I say "...about the changes in Medicare" I give them the opportunity to take control of the conversation by saying they didn't make the request. By not pausing after I say that and immediately adding "You are on Medicare aren't you?" I have asked them a very simple question that I already know the answer to and retain control of the call.

They may want to say that they didn't request any information but they are going to feel compelled to answer my question by saying "Yes". During the conversation I never give them the chance to tell me that they didn't request the information.

Both what you say and the timing with which you say it is critical in being able to get through the first fifteen to twenty seconds of the conversation.

moonlightandmargaritas · 02-23-2009, 10:39 AM

Originally Posted by insagent220

I get a calling list from the agency I work for. These folks are neighbors, of folks who have taken out policy's with us.

Our scrip is supposed to be : Hi Mr or Mrs, this is ________
How are you today? Well I am very glad to here that or I am so sorry. However the reason for my call is. I am calling in response to your request for Life,health,Ltc etc. Insurance.

The customer then will say something like: I didn't send in for any info. Or I never requested any information.

Then we have to say ; Well maybe a family member sent in the request on your behalf..

Nothing like trying to start the relationship off with deceit and lies.

Brutal. Absolutely brutal.

Here's my suggestion: get away from this agency as soon as you can, and find one that operates with integrity.

myinsurebiz · 02-23-2009, 10:44 AM

Frank said it best - "the reason I'm calling is . . . "

Remember - you can't help stupid.

Tom

insagent220 · 02-24-2009, 03:52 AM

Originally Posted by Frank Stastny

I never start the conversation with "How are you today". That is a huge red flag letting them know that you are calling to sell them something. When I pick up the phone and hear "How are you today" I immediately hang up.

I sell Medicare Supplements and when I call from a list I start the conversation by introducing myself and telling them why I am calling.

"Hello Mrs Smith, my name is Frank Stastny. The reason I'm calling is you recently requested information about the changes in Medicare. You are on Medicare aren't you?"

If I were to pause after I say "...about the changes in Medicare" I give them the opportunity to take control of the conversation by saying they didn't make the request. By not pausing after I say that and immediately adding "You are on Medicare aren't you?" I have asked them a very simple question that I already know the answer to and retain control of the call.

They may want to say that they didn't request any information but they are going to feel compelled to answer my question by saying "Yes". During the conversation I never give them the chance to tell me that they didn't request the information.

Both what you say and the timing with which you say it is critical in being able to get through the first fifteen to twenty seconds of the conversation.

Thanks this helps a lot.

saltimbango · 03-29-2009, 01:03 PM

Hi folks i am kinda of new here, does any one know where i can get a good Qaulity lead source? my call room uses DataMed and they are great the conversion is sometimes as high as 20 percent, however they cant give me the volume daily that we need, any help would be great, thanks.

merlmiller · 05-22-2009, 11:03 AM

I don't know a good one but you want to stay far away from Net Quote!

mcday · 05-22-2009, 02:42 PM

Originally Posted by merlmiller

I don't know a good one but you want to stay far away from Net Quote!

Amen to that!

Frank Stastny · 05-22-2009, 03:54 PM

Originally Posted by saltimbango

Hi folks i am kinda of new here, does any one know where i can get a good Qaulity lead source?

Yes as a matter of fact I do, I know an excellent one, the best one available.

The agents who learn to prospect generate the very best, easiest to sell leads with a huge ROI.

Selling insurance is easy, anyone can sell a policy when put in front of a qualified buyer who is ready to purchase.

The insurance professionals who make the "big bucks" in this business are the one's who have learned to prospect. It will serve you well for the rest of your career. You will not have to depend on others to make a living.

Learning to prospect effectively is hard work and it takes time. However, it is time well spent.

Leads are very helpful and should be used as a portion of your marketing efforts but don't let it be the only way you obtain new clients.

I feel fortunate that I only work the senior market now. I am able to successfully prospect without using any leads. It sure boosts my ROI.

mikekariko · 05-30-2009, 01:31 PM

So i just started my own insurance agency, do any of you guys know where to buy good leads from online and how to approach them?

VaDwayne · 05-31-2009, 05:39 PM

Originally Posted by mikekariko

So i just started my own insurance agency, do any of you guys know where to buy good leads from online and how to approach them?

I have been at this for all of 3 months now. Fortunately, I had enough saved to try different things, I have purchased some EXCLUSIVE leads, which I found out that there is no such thing. Everyone shops at more that one site. I have tried SHARED leads and they are just as good the exclusive leads, but both suck!!

I did some live transfer leads and had a 7:1 ROI but sitting by the phone all day is like watching paint dry. There is no way I am wired to sit in an office all day and watch the computer. Iwas in the car business for 20 years and I can't bring myself to wait for people to come to me like I did then.

I have built a website and put that on all of my correspondence, and I am starting to get some hits. I have made it to page 1 on Google for the key words I've chosen, so hopefully I will get some leads from that soon, although I do need a more professional site.

I did a 1000 peice mailer for Final Expense, I got 11 back but only sold 1. I know for a fact that this was due to inxperience and won't make the same mistakes again. I have a 2000 peice mailer out now and waiting to get some cards back, and this time I used a mailer that included numerous products like Final expense, Med Supps, etc. I am am anxious to see how those work, and I plan on doing 1000 peices a week now.

Now heres something that I really liked.

I knocked on 28 doors yesterday(Saturday). I am injured and can't walk much but I enjoyed it. What took place?

1. I did a Final Expense Presentation to gentleman who told me if I could save him enough money on his auto and homeowner insurance, he would buy his FE from me. I don't do P&C yet, but I have an referral agreement with a large local agency that will pay me for the referral. I have both of his declaration pages in my hands.They are from seperate companies, so I will do both with one company, Erie, get the 2 policy discount, and hopefully sell him his FE
2. I spoke with a family that wants me to see if I can get them better major medical coverage, and are willing to pay a little more for it. I am to get back with them tomorrow because he was mowing grass, huge yard, and she was on her way to visit her mom. She did give me enough time to gather some of the important information to work on a quote
3. I gave a Final Expense presentation to a lady who has no burial insurance. She is very interested and I am going to contact her bill payer tomorrow to speak to her and get checking account info, if she gives me the okay.

THESE LEADS DIDN'T COST ME A PENNY and are every bit as good as internet leads.

I know this is way more information than you asked for but I wanted to give you my thoughts. Maybe you can learn from my mistakes, and my dime.

Oh, by the way, let me know if you want the diect mail company's name. You may be much better than me at the other things I listed too;if you want information on those, let me know.

COMPANIES I PERSONALLY WOULDN'T USE
1. Netquotes-because they advertise on Ebay
2. infoUSA-I bought a list of 1250 people, made 149 or so contacts, 55 were bad phone numbers

moonlightandmargaritas · 05-31-2009, 06:28 PM

Originally Posted by VaDwayne

THESE LEADS DIDN'T COST ME A PENNY

Only if your time has no value.

VaDwayne · 05-31-2009, 06:54 PM

Originally Posted by moonlightandmargaritas

Only if your time has no value.

Disagree again, sorry!!

Frank Stastny · 05-31-2009, 07:08 PM

Originally Posted by VaDwayne

I have been at this for all of 3 months now.

We need to talk.

les · 05-31-2009, 08:34 PM

The best way to generate leads are referrals through clients. The FMO, Ideal Producers Group out of Kansas City, uses an online marketing application called Financial Help Centers. financialhelpcenters.com/about
It is their #1 lead source. Every agent that subscribes to the service gets their own exclusive lead souce.
The way it works is you give away a best selling financial book in exchange for a warm lead. Go to the website and check it out and read the testimonials.