More and more emails and again, most with the same common theme; new agents trying to figure out what to do. What you're going to find is you simply need to choose a method of lead generation that fits your personality and something you'll actually do.
There is no wrong system. The wrong system is the system that doesn't make you money. The wrong system is a system you don't enjoy therefore don't do leaving you sitting in your house all day talking about how everything will change...."tomorrow." There is no tomorrow in this business - only today. This "I'll pick up the phone tomorrow" mentality is just a stall tactic.
Ways to get prospects:
*Buy share leads
*Pick up the phone and telemarket small biz owners
*Hire a telemarketer
*Go business to business
*Get local; network groups, chamber of commerce, ads, seminars, etc...
The bottom line is especially when you're new at least 70% of your day should be lead generation activities and you need at least 10 new contacts to call each day. If you're calling any lead, be it shared or telemarketed closing percentages are around 1 out of 20.
So if you're only working 20 leads a week you'll have between zero to 1 deal. If you're new there should not be a time during your day, unless you're on an appointment, when you're not employing one of those five things listed above to get leads.
When to pull the plug?
*Shared leads - you don't have any money - can't buy leads, or you already bought leads and they don't work for you
*Telemarket - You get nervous just thinking about telemarketing. Every time you tell yourself you'll do it, it never actually happens
*Hire a telemarketer - see above; no money or you simply don't want to deal with hiring and managing a telemarketer
*Going B to B - your area is too small or you would never just walk into a business cold
*Get local - no money for ads, really don't want to join social groups
*No passion - no desire to sell health insurance. If your brother-in-law offered you $800 a week base to sell alarm systems you'd start tomorrow. You'd sell health "part-time."
Ok, so you're basically not going to generate prospects yet somehow you'll get business through osmosis. This is when it's time to keep it real - the Sunday paper comes out in 5 days. Don't torture yourself or your family.
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1 comment:
Another good post, John. As a new agent I can say that I had only when solid group lead when I left my old job. And now it's starting to pan out but I'm excited to work on some leads and generate some. I know I'm lucky to been given an income with their current business so building back up something that existed once is a challenge but better than nothing. Your making me count my blessings.
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