Thanks to all who attended the webinar. I think it's really fun to get together and trade ideas and we'll definitely be doing it once per week.
I have to apologize that I was not my usual self - got a call this morning before the webinar from my son's kindergarten teacher that he was acting up today - which we've had issues with off and on throughout the year, and it's starting to get old.
In better news I lost a health deal but sold life! I've made it a goal this year to cross-sell life a lot more and so far it's been working very well.
For one of 10 different reasons I might not get the health deal but I've been pitching everyone on life. Most say "we're set with life" but all I need is a few deals to make it worth my while. Today was on of 'em - $42 premium and $500+ commission. Did the app online and that's that.
Another motivation for me is the upcoming election. I personally do not believe we'll see a "career altering" event in health insurance any time soon. But prove me wrong. If something goes south with health insurance, even if it's years from now I want to be well-honed and ready to go with another insurance product.
Wednesday, February 6, 2008
Tuesday, February 5, 2008
2 deals and a trip
I was slammed today - no time spent on the phone. I wrote two deals which took up most of my day - didn't even follow up with the leads I generated yesterday.
I also got my formal notification today that I won the Time Palm Springs trip in May! I'm very excited - 4 years in the insurance biz and this is my 3rd trip.
I absolutely love these trips - so does my wife. Looking very forward to it. The insurance industry really seems to do a great job of making it a real trip and not some kind of "junk" trip.
I won a contest before in another industry and won a trip only to find out airfare and food was on me. All they were picking up was the hotel. Gee, thanks. But the insurance companies pick up airfare, food, lodging and give you spend cash. Now that's a trip.
Tomorrow we're on for the webinar which I'm looking forward to. I'll be shooting out emails tomorrow morning with the link and number to call for all those who responded.
I also got my formal notification today that I won the Time Palm Springs trip in May! I'm very excited - 4 years in the insurance biz and this is my 3rd trip.
I absolutely love these trips - so does my wife. Looking very forward to it. The insurance industry really seems to do a great job of making it a real trip and not some kind of "junk" trip.
I won a contest before in another industry and won a trip only to find out airfare and food was on me. All they were picking up was the hotel. Gee, thanks. But the insurance companies pick up airfare, food, lodging and give you spend cash. Now that's a trip.
Tomorrow we're on for the webinar which I'm looking forward to. I'll be shooting out emails tomorrow morning with the link and number to call for all those who responded.
Monday, February 4, 2008
Webinar for Wednesday
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.
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.
Sunday, February 3, 2008
Tracking with me for February
Showing is better than trying to explain so since we've just started this month I'm going to share a Google spreadsheet. This way you can track the lead and deals. My main leads go on Excel but at the end of each day I'll import then into this sheet and update it.
The spreadsheet is here:
http://spreadsheets.google.com/pub?key=p8HKIagCuSCgDt1YTvtg4DA
Obviously all personal info is gonna be blocked 0ut since I'll be putting detailed comments about each lead.
What you'll be able to see is "X" hours of generating leads = "X" leads which results in "X" deals. For those who have any misconceptions about what it actually takes to put in $700,000+ in volume this will be a splash of water on your face. I'll also be logging in time spent each day generating the leads.
I think a lot of agents think you get a few leads - 20 or so a week and all you really need to work on is your closing skills and pitch. If that's so you're far better than me. It takes a lot of leads and a lot of phone time to me to write a decent amount of business.
What you're going to see is that it's about lead volume. Since I generate my own leads it's a mixture of volume and quality.
The spreadsheet is here:
http://spreadsheets.google.com/pub?key=p8HKIagCuSCgDt1YTvtg4DA
Obviously all personal info is gonna be blocked 0ut since I'll be putting detailed comments about each lead.
What you'll be able to see is "X" hours of generating leads = "X" leads which results in "X" deals. For those who have any misconceptions about what it actually takes to put in $700,000+ in volume this will be a splash of water on your face. I'll also be logging in time spent each day generating the leads.
I think a lot of agents think you get a few leads - 20 or so a week and all you really need to work on is your closing skills and pitch. If that's so you're far better than me. It takes a lot of leads and a lot of phone time to me to write a decent amount of business.
What you're going to see is that it's about lead volume. Since I generate my own leads it's a mixture of volume and quality.
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