Do what works for you

Yes....do what works for you and don't worry about what other's are doing. I'll talk about someone who contacted me a few weeks back frustrated and ready to quit.

He had joined an agency touting only buying leads and selling online. After over 200 leads purchased he had 3 deals put in the system, one of which blew up in underwriting. His "manager" stopped returning his calls and when they finally ended up talking the conversation was:

"Maybe this business isn't for you."

Now...saying that this agent (who doesn't want his name disclosed and I respect that) was a former sales manager for 8 years and used to train reps it's hard to believe he's not right for this business.

He brought up to his "manager" (as I use the term loosely) that he might be better off meeting with people. That idea was beaten down with a stick saying that's the "old method" that doesn't work and he'd just end up driving around and wasting gas.

After six weeks in the biz trying to call leads all day he had made a grand total of $1,100 or $180 a week. However, 200 leads X $7 = $1,400 so actually he was in the hole.

We had a few nice conversations and he continued to buy the shared leads. He was not interested in cold calling - which is fine. Turns out he had no problem getting a hold of people - just couldn't get them to commit over the phone and quite frankly just didn't know how to close people on the phone - felt very uncomfortable with it.

We tweaked his leads - I had him sign up with a few sources but all zips within driving distance. From that point he called his leads, gave them the "local agent" pitch and set appointments to meet 'em.

Last week he turned in $18K of volume - at 20% he made $3,6000 and is buying around 60 leads a week X $7 is $420 for a net of $3,180.

And yes, he drove all over the place - said he closed about half of the appointments he set. The point is obvious - not everyone is going to use the same methods and have the same results. You have to find and do what works for you.