To be honest, I'm not much into it today. My son's off school and I'm pulling the plug now - be back at it on Friday.
I made it through about half my list, called one lead and got chewed out for not sending the info yet. This guy just started a business and cancelled Cobra due to cost. He does NOT like being without coverage and was thrilled Lisa called.
He's 37, single, healthy and just slighly overweight - 6.1 250 pds. That's GR all the way thanks to their revised weight table he's standard 2. I just emailed him my GR link and it's Copay Select, $1,500 deductible. $174 a month is a $417 commish which means a $242 profit from yesteray and I haven't done anything yet.
With this much volume I could basically write 6 deals a week by mistake.
Tuesday, November 20, 2007
If it can be this easy...
I'm about to call my 39 leads from yesterday and I'll post the result. What you'll see if that 1 out of 30 leads is a lay down; qualify, want and need help and close quickly. That doesn't mean I can't close better than 1 out of 30, but it's enjoyable to speak with that one person who really appreciates my help.
I can really make this work with 1 out of 30 and it's almost beating the system. I can call 30 leads in an hour - 60% answer and most of them just wanted the info. Out of 30 dials I have around 3 people who are very conversational.
Now I can imagine 30 leads a day, one hour of calls a day, close that one deal and call it a life. The math again is easy:
30 leads X $4.5 = $135
$3,500 AV per deal X 20% average commish = $700
Net = $665 X 5 days = $3,325
I only think this can only be pulled off with exclusive telemarketed leads. First of all, shared leads at $7.50 would be $225 per 30 leads and AV drops to $2,600 per deal. That's a $295 net per deal.
As you see, you can't pull off a 1 out of 30 closing ratio. You also can't pull off just calling once. Only 10% answer the phone at any given time so calling 30 shared leads means you're only speaking to 3 people.
You do indeed get a hold of more and more people as you continue to call back however at 30 shared leads a day with other agents calling you'd be completely overwhelmed within days. Within weeks you'd be buried.
Also, with the telemarketed leads I have a life. If you're not one of the 1st agents to call a shared lead you chances of closing drop substantially. That means you're glued to your computer all day. With my leads I call all of them at one shot - then my calls are over for the day unless I have a few call-backs.
I will indeed call a lead twice but then I'm done. I've already left a new message and sent an email. They've also seen my caller ID two times. Any more than that and I'm a stalker.
I talk about this over and over and over, but if you have to wake up and constantly pester old leads you will not enjoy this career. It's often discussed why the failure rate is so high. The reason it's so high is because the average agent is working 15 to 20 leads a week and simply not speaking to enough people with very high interest.
Most agents are not told the truth because their managers don't really care if they only close 1 deal that week - just so long as 20 of their other agents also closed a deal.
The truth is simple - I have not seen many agents beat 1 out of 20 for closing. Do the math - you want 3 deals a week you need 60 leads. Anything less than that and you can pound you head against the wall as hard as you want.
I can really make this work with 1 out of 30 and it's almost beating the system. I can call 30 leads in an hour - 60% answer and most of them just wanted the info. Out of 30 dials I have around 3 people who are very conversational.
Now I can imagine 30 leads a day, one hour of calls a day, close that one deal and call it a life. The math again is easy:
30 leads X $4.5 = $135
$3,500 AV per deal X 20% average commish = $700
Net = $665 X 5 days = $3,325
I only think this can only be pulled off with exclusive telemarketed leads. First of all, shared leads at $7.50 would be $225 per 30 leads and AV drops to $2,600 per deal. That's a $295 net per deal.
As you see, you can't pull off a 1 out of 30 closing ratio. You also can't pull off just calling once. Only 10% answer the phone at any given time so calling 30 shared leads means you're only speaking to 3 people.
You do indeed get a hold of more and more people as you continue to call back however at 30 shared leads a day with other agents calling you'd be completely overwhelmed within days. Within weeks you'd be buried.
Also, with the telemarketed leads I have a life. If you're not one of the 1st agents to call a shared lead you chances of closing drop substantially. That means you're glued to your computer all day. With my leads I call all of them at one shot - then my calls are over for the day unless I have a few call-backs.
I will indeed call a lead twice but then I'm done. I've already left a new message and sent an email. They've also seen my caller ID two times. Any more than that and I'm a stalker.
I talk about this over and over and over, but if you have to wake up and constantly pester old leads you will not enjoy this career. It's often discussed why the failure rate is so high. The reason it's so high is because the average agent is working 15 to 20 leads a week and simply not speaking to enough people with very high interest.
Most agents are not told the truth because their managers don't really care if they only close 1 deal that week - just so long as 20 of their other agents also closed a deal.
The truth is simple - I have not seen many agents beat 1 out of 20 for closing. Do the math - you want 3 deals a week you need 60 leads. Anything less than that and you can pound you head against the wall as hard as you want.
Monday, November 19, 2007
Kicking it up a notch
So what do you do when you have two great consistent telemarketers? That's easy - hire another one. Connie's on board and she's a pro - 3 years of at-home experience, 300 dials per day.
39 leads today between everyone and this is just insane. Actually, Jenn and Connie both apologized for working short days. I think tomorrow I should see around 50 leads.
This is all where it just becomes easy. I don't have to mess with anyone with low interest, don't have to spend days calling the same people over and over. High volume is where it's at and I just can't lose.
Even on 40 leads for the day, say I only closed 1, that's $800 in commish for $180 in cost = $620 net. Do that every day and it's $3,100. That's of course absurd - there's 2 to 3 deals out of 40 leads and that's just making one round of calls.
I'm actually closing 1 out of 18. At 40 leads a day that's 11 deals per week which should net me $6,800 per week. Very exciting just to think about that.
I can't tell you how relaxing it's gonna be to call all 39 of those leads tomorrow. This job is fun when you don't have to dig into people or pull out stupid sales tricks.
Subscribe to:
Posts (Atom)
