Scroll down for a discussion on Objections With Leads within the Life Insurance Forum.
I am facing problems in getting an appointment with leads i buy from InsureME.com. When i call the leads,Leads come up with following responses.
1. ...
I am facing problems in getting an appointment with leads i buy from InsureME.com. When i call the leads,Leads come up with following responses.
1. Not interested
2. already found someone
3. will call you back
4.already have one
5. Most of the time, it goes to their answering machine.
I have tried contacting them with emails too. No response.
Can anyone help me how to overcome this objections.
I do not want to spend money for nothing.
The above are all factors when working leads; especially internet leads. You have a precious few seconds to gain control of the convo, and the fact is that in the vast majority of these calls, it still isn't going to happen.
Working leads is a numbers game; nothing more. Life leads numbers are going to be lower conversion than health leads, but the comm and ROI can still be much higher. So it comes down to how many leads are you working? The number you work will impact the amount of prem that you write. It simply takes a lot of leads, in most cases.
No magic really. Get in step with the client, and if you can't, the answer is NEXT. There are days when you can wear out the buttons on the telephone. Other days (like yesterday), first dial and 30 minutes later submitting a 1900 FE appl.
When it is hard, it is very hard... When it becomes easy, it is like stealing.
Work lots of leads...
Analyze what you are saying to prospects; (suggest that you record the calls and listen to them later)...
Ask yourself and question and be honest with the answer... Would you buy from YOU...? Why...?
Think these calls through thoroughly. All too many folks place calls with so little of preparation, it is scary. The things that I hear back from clients, that they are told by other agents calling them... Yikes.
1. Not interested - many aren't; they are responding to some silly iPod offer, just a fact. Some say this for sales-avoidance. Not much you can do about it, except to try to engage them with a question, try to get them to stay on the phone. Sometimes it works, most times it doesn't. When it doesn't, then NEXT.
2. Already found someone - Maybe they did, if you are slow to react to the lead, or maybe this is a smokescreen to end the call on their terms. I usually say "Well GREAT"... What did you end up with...? Again, those that just want off the phone will just end the call. If they truly did find something else and offer the details, then you can either compliment them on their decision, if it was a good one, or give them an alternative which is better. Even still, you are at a disadvantage here, and you might convert a small percentage of these, but not many.
3. Will call you back. Not many do. If they say this and fail to call me back within the day, I just call them again. Hey Mr Jones, I know you are busy and you may have not had time to get back to me but I know that your ins need is important, so I thought we could take a minute to chat about it; then go right into your impact statement or question; (don't give him time to blow you off again, it is all about engaging them at this moment).
4. Already have one... Yes, I can appreciate that Mr Jones, so you were just curiously looking on line recently. What were you hoping to find, like 100K of coverage for $ xxx premium. (sometimes I will use an extreme example, like a M 55, 100K of coverage for 35 mo...?) Of course this isn't going to happen, and they know it, but if this doesn't shock them into talking to you for another minute, nothing will... so you have no prospect anyway. If they engage, then get them talking about them and his health... and then maybe you get a chance to get serious with him to offer a true possibility of coverage, proceedure and costs, etc..
5. goes to ans machine - I usually don't leave a msg the first 2 or 3 calls. Eventually I might, but msgs don't sell ins. You have to get them on the phone and it is unlikely that they are going to call you back anyway. So just keep dialing, and realize that a good percentage of them you will NOT reach no matter what. These are the iPod respondents. Not reaching them saves you time, in the long run.
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"A successful man is one who can lay a firm foundation with the bricks others have thrown at him." David Brinkley
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United Teachers Assoc.
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Assurity Life
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Do they all require a wet signature? If not is a 3 way w/ underwriting needed? Can any be done completely with a digital recorder over the phone?...Thanks
I am facing problems in getting an appointment with leads i buy from InsureME.com. When i call the leads,Leads come up with following responses.
1. Not interested
2. already found someone
3. will call you back
4.already have one
5. Most of the time, it goes to their answering machine.
I have tried contacting them with emails too. No response.
Can anyone help me how to overcome this objections.
I do not want to spend money for nothing.
FE sales are effected greatly by the economy. We are at t low point, you sales are going to follow.
SportsNut just did the best job of summing up purchasing leads that I have read. Listen carefully to what he had to say. There is no magic lead company and no magic way of selling them. Most of them are going to turn out to be a "waste of money".
More often than not it is as much the agents fault the leads "aren't working" as it is the leads they are purchasing. An agent must be extremely good on the phone to even get them to enter into a conversation.
I have sold a lot of FE and every sale originated from a Med Supp appointment. Med Supps are the easiest to prospect for and get the prospect to enter into a conversation.
What you are getting is the result of someone going to an internet site, filling out the information and clicking "send". More often than not the person has no recollection of ever having filled out the form or will not admit to it. Or if they do remember, they did so because they were just curious.
------------------------------------
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Do they all require a wet signature? If not is a 3 way w/ underwriting needed? Can any be done completely with a digital recorder over the phone?...Thanks
Some require wet and some don't. They all require a tele verification interview. You can mail, email or fax the ones that require signatures. E-app will be the thing of not too distant future, like health apps use now. Some life cos are already using them.
I just had one of these...
2. already found someone (Bankers Life... Oh really; did you know...?).
This call resulted in a 30 minute presentation and a 1162 prem... I hate it when that happens. The lady is very pleased that she decided to "indulge me for a moment" (one of my favorite comments, when they want to get off the phone).
Some require wet and some don't. They all require a tele verification interview. You can mail, email or fax the ones that require signatures. E-app will be the thing of not too distant future, like health apps use now. Some life cos are already using them.
I just had one of these...
2. already found someone (Bankers Life... Oh really; did you know...?).
This call resulted in a 30 minute presentation and a 1162 prem... I hate it when that happens. The lady is very pleased that she decided to "indulge me for a moment" (one of my favorite comments, when they want to get off the phone).
Which ones do NOT require wet signature? Do any of these NOT have chargebacks coming out of next advance commission, but out of some other commission account?..Thanks
- - - - - - - - - - - - - - - - - -
Originally Posted by Frank Stastny
FE sales are effected greatly by the economy. We are at t low point, you sales are going to follow.
SportsNut just did the best job of summing up purchasing leads that I have read. Listen carefully to what he had to say. There is no magic lead company and no magic way of selling them. Most of them are going to turn out to be a "waste of money".
More often than not it is as much the agents fault the leads "aren't working" as it is the leads they are purchasing. An agent must be extremely good on the phone to even get them to enter into a conversation.
I have sold a lot of FE and every sale originated from a Med Supp appointment. Med Supps are the easiest to prospect for and get the prospect to enter into a conversation.
What you are getting is the result of someone going to an internet site, filling out the information and clicking "send". More often than not the person has no recollection of ever having filled out the form or will not admit to it. Or if they do remember, they did so because they were just curious.
The economy has had ZERO affect on my production and my group's production for final expense. Final expense is pretty recession proof. Most seniors do not have to worry about getting laid off from a job. Of course this market is already slightly poorer to start with and you always have someone whos says "they can not afford it".
Last edited by theinsuranceman : 06-25-2009 at 08:28 PM.
Reason: Posts merged
Which ones do NOT require wet signature? Do any of these NOT have chargebacks coming out of next advance commission, but out of some other commission account?..Thanks
Wet or not wet can vary from agency to agency.
Chargebacks... when you get paid the lions share of the comm, (contracts like 100-110-115% and beyond), you must expect that advances and chargebacks are netted out. Now if you need an agency to carry you or feather chargebacks, then you can expect to earn far less in comms. Just how it is.
Chargebacks... when you get paid the lions share of the comm, (contracts like 100-110-115% and beyond), you must expect that advances and chargebacks are netted out. Now if you need an agency to carry you or feather chargebacks, then you can expect to earn far less in comms. Just how it is.
Thanks! Which ones do NOT require a wet signature that you use?
Sportsnut offered some great information. Today was one of those days where I thought I was dialing and dialing and nothing. It comes with the territory.
I used the same company mentioned and it was completely a numbers game with the internet leads. Others will tell you that it isn't a numbers game. When you need to have contacts on the phone to sell, the more dials you make the more likely you are to speak with one of these leads.
I am facing problems in getting an appointment with leads i buy from InsureME.com. When i call the leads,Leads come up with following responses.
1. Not interested
2. already found someone
3. will call you back
4.already have one
5. Most of the time, it goes to their answering machine.
I have tried contacting them with emails too. No response.
Can anyone help me how to overcome this objections.
I do not want to spend money for nothing.
If your leads are local, by all means wait until after 5 oclock or so and go knock on the door. This is exactly how I work internet leads. I take the paper with the info they requested, knock on the door, and when the open the door I say "sorry to bother you, but I received your request for info on (insurance), I know your probably busy but I was passing through on the way home from an appointment around the corner and wanted to introduce myself to you(hold the paper so they can see it with a business card in the other hand). Would you be available either __day or __day which I can come back and go over information with you?"
The above are all factors when working leads; especially internet leads. You have a precious few seconds to gain control of the convo, and the fact is that in the vast majority of these calls, it still isn't going to happen.
Working leads is a numbers game; nothing more. Life leads numbers are going to be lower conversion than health leads, but the comm and ROI can still be much higher. So it comes down to how many leads are you working? The number you work will impact the amount of prem that you write. It simply takes a lot of leads, in most cases.
No magic really. Get in step with the client, and if you can't, the answer is NEXT. There are days when you can wear out the buttons on the telephone. Other days (like yesterday), first dial and 30 minutes later submitting a 1900 FE appl.
When it is hard, it is very hard... When it becomes easy, it is like stealing.
Work lots of leads...
Analyze what you are saying to prospects; (suggest that you record the calls and listen to them later)...
Ask yourself and question and be honest with the answer... Would you buy from YOU...? Why...?
Think these calls through thoroughly. All too many folks place calls with so little of preparation, it is scary. The things that I hear back from clients, that they are told by other agents calling them... Yikes.
1. Not interested - many aren't; they are responding to some silly iPod offer, just a fact. Some say this for sales-avoidance. Not much you can do about it, except to try to engage them with a question, try to get them to stay on the phone. Sometimes it works, most times it doesn't. When it doesn't, then NEXT.
2. Already found someone - Maybe they did, if you are slow to react to the lead, or maybe this is a smokescreen to end the call on their terms. I usually say "Well GREAT"... What did you end up with...? Again, those that just want off the phone will just end the call. If they truly did find something else and offer the details, then you can either compliment them on their decision, if it was a good one, or give them an alternative which is better. Even still, you are at a disadvantage here, and you might convert a small percentage of these, but not many.
3. Will call you back. Not many do. If they say this and fail to call me back within the day, I just call them again. Hey Mr Jones, I know you are busy and you may have not had time to get back to me but I know that your ins need is important, so I thought we could take a minute to chat about it; then go right into your impact statement or question; (don't give him time to blow you off again, it is all about engaging them at this moment).
4. Already have one... Yes, I can appreciate that Mr Jones, so you were just curiously looking on line recently. What were you hoping to find, like 100K of coverage for $ xxx premium. (sometimes I will use an extreme example, like a M 55, 100K of coverage for 35 mo...?) Of course this isn't going to happen, and they know it, but if this doesn't shock them into talking to you for another minute, nothing will... so you have no prospect anyway. If they engage, then get them talking about them and his health... and then maybe you get a chance to get serious with him to offer a true possibility of coverage, proceedure and costs, etc..
5. goes to ans machine - I usually don't leave a msg the first 2 or 3 calls. Eventually I might, but msgs don't sell ins. You have to get them on the phone and it is unlikely that they are going to call you back anyway. So just keep dialing, and realize that a good percentage of them you will NOT reach no matter what. These are the iPod respondents. Not reaching them saves you time, in the long run.
SportsNut,
That is a great post. I will say thank you for those to arrogant to do so........
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I dont get paid for this, but I should lol...
If you want to overcome the hump with internet leads. Seek out training with Rob Liano, he can show you a script that beats any script I have seen so far on any forum, he can show you how to one-call close, and how to deal with objections. I trained with him back in April, and it was the best investment I have ever made in the insurance field.
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"Central Bankers are more dangerous than standing armies"
Thanks Sportsnut. Good info. I think you also need to look at the type of lead and quality of lead when you talk about objections as well. A good quality lead will not yield so many objections.
While I can't speak to the FE side of things, I can tell you the basic term life side, Internet leads are about the worst out there. The one advantage that I like about Internet vs other lead sources is the ability to utilize filters to really narrow down your target market. Of course this increases the price on the lead, but as with most thing, you get what you pay for. Leads are no different.
Your best lead, and the one most likely to yield the least objections, is a mail-in response lead. I know agents that spend a good junk of change to generate these leads with both Final Expense and Mortgage Protection. How much they run you really depends on whether your covering all that cost yourself or you're working with an IMO that's supplementing some of that expense.
If you want to remain completely independent then you generally will find yourself not buying leads but buying mail in blocks of 1000 pieces. Most yield about a 1 - 1.5% response and you'll usually pay about $500 - $600 per thousand piece mailer. So you'll average about $55 per lead. Expensive I know, but you'll spend 1/10th the time on the phone setting appointments with a mail-in response lead vs. Internet or cold calling. Personally I hate dialing and would rather be in the field. I can take 10 mail-in response leads and get 6 appointments out of them. And if you're a good closer and have a decent contract level, it's worth every penny for the lead because you run into about 1/3 the objections and have a lot more free time.
You can also hook up with an IMO that supplements those lead costs. But you'll also give up commission level as the IMO has to make a greater profit in order to supplement those lead costs. It's a good way to take some of the lead management off your shoulders as an agent. If you've ever had to open up mail for a living you'll know what I mean. Honestly that's the way we work it for our agents. Most of our guys are at an 80% commission with a $19 lead.
No Such Thing as a Free Lead. Just be warned. There are several IMOs out there that offer "free" leads to new agents. These are always just reworked garbage...
But I'm getting off topic here.
I just wanted to be sure to mention quality of lead as something to consider if you're getting a lot of objections.
Best Regards,
John W. Fitzgerald
Pacific Home Rescue Insurance
Objections With Leads
I am facing problems in getting an appointment with leads i buy from InsureME.com. When i call the leads,Leads come up with following responses.
Re: Objections With Leads
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