Johnnyboy29073
Expert
Just got another contract this week, Lincoln for their Final Expense product. The agency is just outstanding....Upright folks as honest and plain-spoken as the day is long,and they have the marketing aspect of it down to a science. Bought a mail drop this week for 1000 pieces, was told to expect to get 40 leads back in 2-3 weeks......."leads" meaning those folks who've mailed in a reply card.
Traveled twice this week with a younger agent they tout as a superstar, and indeed he is very good, mainly because he finds out why they replied and fills the need.....doesn't talk too much, asks for participation and agreement, and generally doesn't get carried away with the presentation being all about him.
My concern is this:
We spent hours and hours and hours on the road Tuesday and Wednesday in Columbia, SC, knocking on doors of responders, as opposed to trying to set appointments by phone. Even though I agree it (driving direct) might be a better way to get in front of more folks, that process seems to me to be rife with just so much waste, both in time and expense.
I've not had an issue as of yet with making appts by phone, so I am thinking I'll just continue to use the phone to set appts for out-of-town responders and maybe drive direct for the local leads........but in all candor the idea of driving around all day long trying to catch responders at home just does not appeal to me.
I'm using this equation right now for planning purposes, and its thus far held true:
20 leads per week (meaning written responders)
1/4 will give appointments (5)
2/3 of that will buy (3.33)
3.3 sold per week x $50 avg prem x 12 = $1980 per week ann premium
x 85% contract
= $1683/week in income
= $7287 per month
= $87448 per year
I'd like to get some feedback from the Vets here on this.......
do you all drive around trying to catch responders at home?
try the phone first then set aside a day to reach the no-contacts?
phone only?
use a similar equation?
are my numbers in my equation realistic? (have been thus far)
I'm really conflicted on this.........I was in the mortgage industry for 21+ years, and, again candidly, the idea of driving around 4 days a week trying to catch folks at home doesnt appeal to me....I always had set appointments before....so this new process of driving around seems awkward to me, but I'm a fish out of water...
Any advice appreciated.
Traveled twice this week with a younger agent they tout as a superstar, and indeed he is very good, mainly because he finds out why they replied and fills the need.....doesn't talk too much, asks for participation and agreement, and generally doesn't get carried away with the presentation being all about him.
My concern is this:
We spent hours and hours and hours on the road Tuesday and Wednesday in Columbia, SC, knocking on doors of responders, as opposed to trying to set appointments by phone. Even though I agree it (driving direct) might be a better way to get in front of more folks, that process seems to me to be rife with just so much waste, both in time and expense.
I've not had an issue as of yet with making appts by phone, so I am thinking I'll just continue to use the phone to set appts for out-of-town responders and maybe drive direct for the local leads........but in all candor the idea of driving around all day long trying to catch responders at home just does not appeal to me.
I'm using this equation right now for planning purposes, and its thus far held true:
20 leads per week (meaning written responders)
1/4 will give appointments (5)
2/3 of that will buy (3.33)
3.3 sold per week x $50 avg prem x 12 = $1980 per week ann premium
x 85% contract
= $1683/week in income
= $7287 per month
= $87448 per year
I'd like to get some feedback from the Vets here on this.......
do you all drive around trying to catch responders at home?
try the phone first then set aside a day to reach the no-contacts?
phone only?
use a similar equation?
are my numbers in my equation realistic? (have been thus far)
I'm really conflicted on this.........I was in the mortgage industry for 21+ years, and, again candidly, the idea of driving around 4 days a week trying to catch folks at home doesnt appeal to me....I always had set appointments before....so this new process of driving around seems awkward to me, but I'm a fish out of water...
Any advice appreciated.
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