New Agent Needs Advice on Leads

foxmarble · 09-12-2009, 11:02 PM

OK all you pros. I want to be one of you. I have contracted with HCO and did 12 deals my first month on my own as an individual producer here in Arizona only. The problem is that only 9 went through and out of those 9 only 2 were from my lead source insleads.com. I have since cancelled them and am using Vimo. The rest of my deals came from friends, family, and old coworkers. I feel like I am calling people all day who dont want to be bothered. Im just worried that I cannot live on referrals alone. I have spent last 8 months working for a broker doing preset medicare leads so this on my own prospecting has me nervous. Any suggestions from you pros? Thanks a million you guys I have been a fan since day one!

MedicarePlanSolutions · 09-12-2009, 11:24 PM

Congratulations and good luck! What you'll find is that just about everybody on here has an opinion about leads, but the bottom line is most of it depends on the agent and the area. The best thing you can probably do is take a look at the different types of lead sources folks have talked about on here, the good and the bad, and then try them out on your own. I'm a huge fan of telemarketing, whether you're doing it yourself or paying someone else to do it, I think it's the best way to find prospects that aren't already being contacted by lots of other agents or living proof of adverse selection.

Frank Stastny · 09-13-2009, 06:48 AM

Originally Posted by MedicarePlanSolutions

I'm a huge fan of telemarketing, whether you're doing it yourself or paying someone else to do it, I think it's the best way to find prospects that aren't already being contacted by lots of other agents or living proof of adverse selection.

Spot on!

I haven't purchased any kind of leads for at least six to eight years. Learning to give "good phone" is the only way to go.
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Originally Posted by foxmarble

OK all you pros. I want to be one of you. I have contracted with HCO and did 12 deals my first month on my own as an individual producer here in Arizona only. The problem is that only 9 went through and out of those 9 only 2 were from my lead source insleads.com. I have since cancelled them and am using Vimo. The rest of my deals came from friends, family, and old coworkers. I feel like I am calling people all day who dont want to be bothered. Im just worried that I cannot live on referrals alone. I have spent last 8 months working for a broker doing preset medicare leads so this on my own prospecting has me nervous. Any suggestions from you pros? Thanks a million you guys I have been a fan since day one!

I assume that you are selling Med Supps, is that correct?

If so, I'm curious why only nine of the twelve "went through". With Med Supps the agent is really the "underwriter". What went wrong?

As I stated above, I telemarket to create my own leads. When I call and a sale doesn't result a lead almost always does. The single most important piece of information I want to glean from the phone call is the name of the company they currently have their insurance with.

If that is the only piece of information I get, that has still been a very successful call and that prospect will eventually become a client. My Prospect database is full of people who will become extremely "hot leads" in the future.

Success · 09-13-2009, 11:04 PM

It is not necessairly the "qunatity" of your leads, it is "quality" and "quantity" mixed together to achieve good leads.

jmhopkins40 · 09-14-2009, 12:05 AM

Originally Posted by foxmarble

OK all you pros. I want to be one of you. I have contracted with HCO and did 12 deals my first month on my own as an individual producer here in Arizona only. The problem is that only 9 went through and out of those 9 only 2 were from my lead source insleads.com. I have since cancelled them and am using Vimo. The rest of my deals came from friends, family, and old coworkers. I feel like I am calling people all day who dont want to be bothered. Im just worried that I cannot live on referrals alone. I have spent last 8 months working for a broker doing preset medicare leads so this on my own prospecting has me nervous. Any suggestions from you pros? Thanks a million you guys I have been a fan since day one!

Suggest you stay off the phone for 30 days, begin using CPS immediately. Would you rather pay someone to call for you and nothing they do is guaranteed or call all 8 hours each day, akk week and meet with 10 people. OR OR OR OR

Meet with over 150 potential clients each and every week. Sales is a numbers game for a good salesman. The more you see...the more you sell. Sell yourself, the product and the referral.

Contact me and we can go into it further.

Good luck

Amber Scherloz · 09-14-2009, 12:12 AM

Originally Posted by Success

It is not necessairly the "qunatity" of your leads, it is "quality" and "quantity" mixed together to achieve good leads.

Exactly! I guess we all have our own share of these situations like having phone calls all day and sometimes we feel like nothing is working out. It is only the beginning and as you go along things will get better because you will learn from each experience that you will encounter day by day.

IAC.Ryan · 09-14-2009, 12:30 PM

Originally Posted by foxmarble

OK all you pros. I want to be one of you. I have contracted with HCO and did 12 deals my first month on my own as an individual producer here in Arizona only. The problem is that only 9 went through and out of those 9 only 2 were from my lead source insleads.com. I have since cancelled them and am using Vimo. The rest of my deals came from friends, family, and old coworkers. I feel like I am calling people all day who dont want to be bothered. Im just worried that I cannot live on referrals alone. I have spent last 8 months working for a broker doing preset medicare leads so this on my own prospecting has me nervous. Any suggestions from you pros? Thanks a million you guys I have been a fan since day one!

It really would help to figure out what kind of leads you're best suited for. A lot of people like internet leads because there's briefly a sense of urgency - unfortunately, the prospect is hounded by 10+ agents until the urgency turns to complacency. Telemarketed leads on the other hand are generally exclusive - but the urgency isn't there and you'll get your fair share of tire-kickers. Either way, when worked correctly - both can be successful - and you should find plenty of information on lead co's throughout the forums.

Also, depending on the type of products you're marketing, there are other "tried and true" options out there as well.

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What part of AZ are you working?