Results for today

My wife's still at work and my son gets off the bus soon so I have to cut today a bit short. I was on the MCS dialer for 90 minutes, got 7 leads. Not too bad. I updated my spreadsheet - just click "February Tracking" on the right.

I use an Excel sheet for detailed info but always import into Google just in case my computer crashes. Just so we can have some fun and track along with me I just put the very basic info.

Last week I said I was playing around with really getting into more qualification on the 1st call. Some people are up for that, other's aren't and the "if it's not broke don't fix it" saying comes into play. I've used a certain system for working my telemarked leads that's been getting me results now for over a year.

Step 1:
Generate the lead - soft touch

"I'm calling because there's a lot of new plans and rates in Maryland for individual health insurance from the top carriers like Blue Cross, United Health care, Time and Aetna. What I'd like to do is send you the information and you can see whether or not you can save some money. Do you have a group plan or your own?"

(ps: don't say "how are you today?" when making cold calls. It does more harm then good.)

I then get their email, I'll ask a few more questions to owners who have time, then end with "I'll follow up with you, probably in a day or two."

Step 2
Call back to qualify
As you follow my sheet you'll see this is the "separate the men from the boys" call. I'll be ascertaining the level of interest, dumping off those with little to no interest and heavy qualification. Set up a firm app't to go over plans and rates.

Step 3
Call or show up for appointment
Either log them into my webinar or show up in person for the presentation.

If it doesn't need to be more complicated then that.

As for a webinar this week - we'll have one and I'll post the day and time either tonight or tomorrow morning.