So we've all had it. Those days where for 2-3 days in a row, you've got no new business coming in. You're in your office, staring at your PC, making a few cold calls, but you're bumming out because you've got nothing going on.
It's not too long after day 3 that you start to feel like you completely will never sell anything ever again.
You know that logically in your head, this will pass and you will be busy again, but the other part of your head that makes you feel like a slug just you bummed out.
My questions are 2.
1. Does anyone know what I'm talking about, i.e. have you been there too ?
2. What do you do to bring yourself out of the dulldrum ?
Okay, in all seriousnous, we have all been there. Even when things pick up, sometimes the mood doesn't pick up for a while.
I've come to realize that it is mostly me that is the problem. I need an attitude adjustment. I either take some time off and go do something (a good bike ride always helps), or work on non-client stuff, such as a marketing campaign, for a while.
Every once in a while, you just need a distraction. Be careful though. Sometimes it's hard to get back in the drivers seat.
The other alternative is to post on some insurance forum somewhere.... always makes for a decent distraction.
Last Friday, I took about 20 Producer Pipeline and PZ leads.
I was seriously pissed off by 4:00pm with all of the 18-20 year old's, uninsurables and currently uninsureds. No deals all day. Then at 4:30pm, I got a lead in, and the result was a $800 month health policy.
You must stay positive.
You must find a way to keep a smile on your face, or you will walk right past a sale.
And if one marketing effort is not panning out, for whatever reason try another one. If you buy internet leads almost exclusively, try cold calling, b2b, Passing flyers out....etc.
Geez, squeed, I thought the title of your thread was referring to the song, "There's no business like show business!" I have to admit that there is some correlation between the insurance business and show business, but don't ask me to explain it.
I'm with DJS...we've all been there. My advice is to either cold call till you make a sale or at the very least get yourself on scheduled calling times that you KNOW will produce sales if you do the work. The only way to get out of that funk is to make a sale...only way to make a sale is to talk to more people.
------------------------------------ Brad Aden 360 Financial Group, LLC
314-821-0582 Direct www.360fgllc.com
You're going to get fewer leads when you filter out the 18-20 crowd and the uninsurables, and that can make the day feel even slower and even longer.
Fortunately, you'll be able to console yourself by rolling around in your big pile of money because you'll be talking to people who have a shot in hell at buying.
(Note: I'm 23 and don't buy leads for anyone under thirty. We're all jackasses. If you're under 30 and I've sold you, you were a referral or you hit my website - no way I paid for that.)
(Note: I'm 23 and don't buy leads for anyone under thirty. We're all jackasses. If you're under 30 and I've sold you, you were a referral or you hit my website - no way I paid for that.)
This made me laugh... I agree. I'm 29 and can't wait to turn 30 so I can stop being a jackass.
In response to the OP, I have a different approach. Instead of fighting it, and pushing to make a sale, I either touch base with an existing client or just step away from the office for an hour or two. Somehow, that always reminds me why I do what I do (enjoy working with seniors and working for myself), and I get re-energized and go at work with a different attitude that usually results in a sale.
I'm not saying go door to door, but hell go to Walmart and just start talking with seniors. I have an agent that does this everyday and is successful.
My last term sale was I went to the Chiropractor and the lady behind the desk told me she also has a ton of kids, after I told her I have 5 of them. Next thing I know I was asking her if she has any life insurance and what would happen to her kids if something happend to her. She started telling me that I'm going to buy some one day and she knows she needs some. I knew I had her at that point. She had no idea on about how much it would cost. She was way too high and it took 2 visits or treatments on my back, before I had her.
I can't tell you how many times I have found prospect, by just getting out and talking with people.
I want you to at least, give out 10 business cards a day.
I want you to ask for referrals when you do sell someone.
Call you existing clients and ask them if they need anything and if they know anyone else you can help.
The trick is to find somone that has a problem and then fix it.
------------------------------------
Mark Rosenthal aka markingriffin
IMO/Ins Agent/Agent Trainer/Free Advice markcrosenthal@aol.comwww.realfastservice.com
Please visit mywebsite to learn more about me.
Email me for my Free Prospecting MP3 Tapes.
The call center i work in does both mini-med and major med. i am doing 1-2 majors and 4-6 minimeds a day working a 9 hour day. it just comes down to brute force dialing, i make about 70-100 calls a hour using insidesales.com and the leads import right into our dialer so its as fresh as it will ever get.
Do you know the lead sources the call center is using?
How many real time fresh leads a day?
And if they are using any filters?
I ask cause I'm working for an agency that supplies me with 40 fresh leads a day, and it's mostly Producer Pipeline/PZ and a few HTQ sprinkeled in there.
Only about 5% of the leads, am I able to contact when they are hot and fresh. I also use InsideSales.com
Mark, you should have sold that woman some birth control device so that he she will not have any more kids. It probably is a good idea as a source for supplemental income.
So you're writing 5 to 8 sales a day and losing let's guess 4 or 5 within 90 (or less) days due to the mini meds horrific retention?
Thank goodness for the application fee huh?
Originally Posted by defenderzeta
The call center i work in does both mini-med and major med. i am doing 1-2 majors and 4-6 minimeds a day working a 9 hour day. it just comes down to brute force dialing, i make about 70-100 calls a hour using insidesales.com and the leads import right into our dialer so its as fresh as it will ever get.
So you're writing 5 to 8 sales a day and losing let's guess 4 or 5 within 90 (or less) days due to the mini meds horrific retention?
Thank goodness for the application fee huh?
Rob, you've mentioned before you sold mini med's/limited medical plans. Did you have the same retention issues and if you didn't what did you do to keep these plans on the books?
Do you know the lead sources the call center is using?
How many real time fresh leads a day?
And if they are using any filters?
I ask cause I'm working for an agency that supplies me with 40 fresh leads a day, and it's mostly Producer Pipeline/PZ and a few HTQ sprinkeled in there.
Only about 5% of the leads, am I able to contact when they are hot and fresh. I also use InsideSales.com
Its because they need to have the lead providers do a HTTP Post into inside sales, i get alotta folks like 10 seconds after they hit submit on one of the websites from the vendors. And no i cant give you the lead sources, but they are shared leads and the vendors are mentioned on here so its no big secret.
To the OP, keep your head up & stay productively busy. Treat this opportunity as a job, a full 8+ hours a day. Remember, in this business you have to go through many no's to get to the yes'.
Also, pull out the most recent application you wrote and leave it on the edge of your desk. Use it as a reminder that you CAN do it.
So you're writing 5 to 8 sales a day and losing let's guess 4 or 5 within 90 (or less) days due to the mini meds horrific retention?
Thank goodness for the application fee huh?
No im pitching the assurant AHA plan bundled with a hospitilization policy, and our cancellation rate on that plan has been super low. We dont take enrollment fees on this product. Knock mini-meds all you want, when you say no i say yes and there are alotta folks out there who need Doctors visits, prescriptions and basic limited benefit hospital. You really have no clue how much money you are leaving on the table every day by being major med only.
Im learning the major med side now and getting more comfortable but just this morning in 4.5 hours of work on a saturday morning i did 2 Golden Rule majors and 1 mini. i made $300 and my broker made more (which is fine because he buys the leads).
Mini-meds aren't the devil if you explain them properly to the folks and don't scam. i pick up deals all day long because someone else denied them a phone call or two ahead of me and then i loop them back into a mini-med like the assurant aha "a" plan with a hospital bundle from another carrier. also quite frankly some folks cant afford major med and only have 150 a month to spread out, so i add a insured prescription drug card with HPA and everyone is happy.
Once again to summarize .. it comes down to disclosure and explaining how the product works.
Wait till the new CIGNA mini-med comes out, its gonna be a firestorm of good business.
Last edited by defenderzeta : 06-27-2009 at 07:39 PM.
For those of you using Insidesales.com can you tell me what service product you are using and just a bit more about how you've integrated it, ie: can I set it up with pz and other lead companies to automatically import etc...
For those of you using Insidesales.com can you tell me what service product you are using and just a bit more about how you've integrated it, ie: can I set it up with pz and other lead companies to automatically import etc...
Its a CRM and a power dialer (it dials one # at a time, which is fine for high value leads that cost a few dollars)
You buy the CRM with at least 5 users and then you add the power dialer addon to it. Its make the day pass quicker because you just hit "next" to dial the next # in line, also you can set it up so that the lead vendors can post their leads right into the system and you can call them next over the older stuff so you can hit folks in the first 60 seconds of them submitting the app.
That "No Business" Feeling
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