Today was mainly spent getting my three marketers off the ground. Maggie's still sick but got me 2 leads. Annetta said she could only work an hour today and got 2 but thankfully Sherri was back on the job and got 10. I was actually hoping for over 25 today but I'll take the 14.
I find myself working best when I'm busy and there's a lot to do. I only got that one batch of 18 leads on Friday and nothing since until today. I have two solid deals working from that initial batch but nothing going today, so I basically screwed around today. I need at least 30 leads per day to keep my energy up and I really don't care if I have to hire 5 more marketers to get there.
4 comments:
What script is Sherry using? Why don't you have her get email, age and zip? If they are interested they will give that, if not, you know not to waste your time.
After you call them to qualify them you send them to your site to look around and than you wait a week to get back to them?
Why not use a quote engine and send them a ton of quotes? They won't read it but it shows commitment on your part and is a good basis for the follow up.
I guess I don't understand your methodology that well.... or maybe I missed where you explained it.
Interesting blog. Thanks for writing it.
I posted the script a few posts below and the marketers do in fact get their email addresses and I sent them an email with links so they can run their own quotes. I can't use quote engines since they don't quote the carriers I'd like to show and the ones what do like Norvax default on preferred rates.
When you call back do you ask if they went to your site to run quotes? If so do most say yes or no (not that you would believe them, but curious as to their response.)
I would propose that you try eliminating the "look at my site" step and get their age, zip, and email and send them "preliminary" quotes (like an MSRP on cars which you sold!) and follow up on that 2 days later. If you can't use a quote engine, maybe you could create a PDF of the carrier's rate chart with age bands and plans? You might close same amount of cases in less time... meaning more cases overall. Might be worth a try to 'compress' the process a bit? You seem to be willing to try all sorts of new methods to make this business more efficient. I think your best advise is not to waste time with the lookie-loos (I was once in the RE biz many years ago... means open-house lookers, not buyers (usually neighbors)).
I think a huge mistake most agents make is only looking for qualified leads. My marketers are just trying to eliminate people with zero interest. Other than that I get a lot of deals most agents only dealing with "qualified leads" would never get. A case in point was a recent deal - owner already had group and was diabetic anyway. However, after explaining what I did he referred me to his sister, who I signed up. If my markter would have "qualified" him I would have never received that lead. Another lead I got really didn't have much interest at all but passed on my info to a business owner friends of his - signed up his family. I just want tons and tons of leads.
People who don't have much interest now by later. I want literally as many leads as I can get since people's situations change.
Almost no one reads what you send by email - even if it's a PDF with quotes. My job is to call a lot of prospects and only work with the people who want to use my services.
The other's go on an email mailing list and come out of the woodwork sometimes months later if they're situation changes.
A final point; yet another mistake agents make is trying to figure out how to work the least and make the most. To achieve that end agents kill themselves trying to figure out how to work an hour or two a day; why call 30 people when you can call 20? And why call 20 when you can call 10?
We all see that lots of calls need to be made to close deals and we see patterns like 1 out of 20 close. So it's human nature to think "hmmmmm, we'll if only 1 out of 20 closes let's find a way where I don't have to call all 20. Let's find a way where I can only call a few of them and still find that one buyer!"
Failed mentality. Nothing will replace hard work and calling a lot of prospects.
Post a Comment