I took on a vice president for the association - friend of mine in MD who's been licensed for over 20 years and a CE instructor for 15 years. He's obviously bringing a lot to the table.
He's been using an exclusive lead source and just crushing it - turned me onto some of the leads and I closed two today. Just fantastic. If anyone wants the info on the leads you're gonna have to call me or email me - it's not gonna be posted, except association members have the scoop.
Largest day for memberships to date - growing very very quickly. There is a lot of strength in numbers and I'm on the horn hours a day talking to everything that is insurance related working on all sorts of deals.
We are starting a mailing campaign next week - mailers going out to newly licensed agents; just passed the test - ink's not dry on their license.
I think we can go a very long way in keeping agents out of bad situations - and we all know what I'm talking about.
Everyone following along with this blog - you are witnessing the birth of what will eventually be the largest insurance association in the country - over time (and no time soon) we can add life, senior and P&C to the mix and have the 1st "independent agent association."
With tons of members just imagine what can be lined up for benefits - and think of the eventual power we can have even dealing with carriers. What will absolutely happen is we'll put a nice dent in the more unethical outfits. It'll be very very interesting as things progress.
Wednesday, March 19, 2008
Tuesday, March 18, 2008
Craziness and live webinar today
Well, my goal a while back when I started this blog was gear myself into being busy all day. Safe to say I've accomplished that.
Still calling 1o clients a day - yesterday I called 20. I'm working on solving a few problems - a few feel they've been billed in error. When I asked why they didn't call me the main response was they didn't think I handled stuff like that.
I'm gonna be moving 2 clients over to GRs HSA 100 - they're currently on Assurant's copay plan and I can really lower their rate.
On the association front I ran three webinars yesterday, dealt with arranging some affiliations and am getting a lot of calls and emails about it. Which brings me to my next topic:
It's easier for me to answer all the questions at once so today anyone can jump on a webinar and I'll go over the benefits of membership and answer any questions.
For the webinar - time and how to get it go to the main site: http://www.ihiaa.com - click on the webinar link.
Still calling 1o clients a day - yesterday I called 20. I'm working on solving a few problems - a few feel they've been billed in error. When I asked why they didn't call me the main response was they didn't think I handled stuff like that.
I'm gonna be moving 2 clients over to GRs HSA 100 - they're currently on Assurant's copay plan and I can really lower their rate.
On the association front I ran three webinars yesterday, dealt with arranging some affiliations and am getting a lot of calls and emails about it. Which brings me to my next topic:
It's easier for me to answer all the questions at once so today anyone can jump on a webinar and I'll go over the benefits of membership and answer any questions.
For the webinar - time and how to get it go to the main site: http://www.ihiaa.com - click on the webinar link.
Saturday, March 15, 2008
Working my current book of business - lining up carrier training
Over the past two weeks I've been calling 10 clients a day - I have a pretty large book of business after 4 years in the biz and frankly, aside from the constant contact newsletters I do not stay in touch with them.
I think most of us are guilty of concentrating on the next sale and letting clients who have been on the books a while become forgotten.
Well, I did two deals this past week just from calling my book of business. Everyone liked that I called them and I even solved a few problems and am working on moving 6 currently dissatisfied clients to other carriers.
I think my book is large enough where, if I concentrate on referrals, I can get 2 deals per week every week.
For some reason, I've always had some sort of fear (probably from my Mega days) and if I picked up the phone and starting calling people who have been on the books for a while I'd hear:
"Yeah, thanks for calling - this plan sucks and...."
Now - I don't know where the fear comes from - I only sell sold plans and no one I called was mad at me - a few were disappointed with their plans and just want a change.
On the association front - yesterday was the biggest membership day - I was processing new members almost all day.
Looks like a lot of people, just like me, really want a community environment - and of course we go far past that with a ton of support.
Starting on Monday we'll have a full schedule of live webinar/conferences that members can punch into at will. We're gonna have two general webinars where everyone can get around with everyone else and we can simply shoot the shit and trade ideas.
I'll also be announcing the 1st contest on Monday. Imagine, contests, prizes and recognition for independent agents.
However, much more important to me is training. I called most of the top national carriers last week and had some great conversations on how a lack of training on the corporate level really hurts them.
So what I'm lining up is a rep from the carrier running a webinar for members. So someone from "ABC Carrier" will run a presentation on the plans, underwriting and ethical standards for agents for members. All of them said yes.
Now what we can eliminate is new agents being either not training or mis-trained by GAs, MGAs, FMO's etc...Remember, the association does not offer contracts - our members still have to hook up with the carrier directly (almost zero training) or go through an agency (iffy training.)
Right now the only way carriers know to do business is:
A) Marketing outfits recruit agents for them
B) Agents simply happen to fall into their lap after they get contracted
I will argue with anyone that both of those methods are failed models. Another model is to have agents join the association, get all the basics and tools they need for success, then call up Unicare, for example, and say "Ok, we have 60 new members who need contracts - let's schedule the Unicare training webinars for them."
Over time, this can change a lot of the ways this industry current runs.
I think most of us are guilty of concentrating on the next sale and letting clients who have been on the books a while become forgotten.
Well, I did two deals this past week just from calling my book of business. Everyone liked that I called them and I even solved a few problems and am working on moving 6 currently dissatisfied clients to other carriers.
I think my book is large enough where, if I concentrate on referrals, I can get 2 deals per week every week.
For some reason, I've always had some sort of fear (probably from my Mega days) and if I picked up the phone and starting calling people who have been on the books for a while I'd hear:
"Yeah, thanks for calling - this plan sucks and...."
Now - I don't know where the fear comes from - I only sell sold plans and no one I called was mad at me - a few were disappointed with their plans and just want a change.
On the association front - yesterday was the biggest membership day - I was processing new members almost all day.
Looks like a lot of people, just like me, really want a community environment - and of course we go far past that with a ton of support.
Starting on Monday we'll have a full schedule of live webinar/conferences that members can punch into at will. We're gonna have two general webinars where everyone can get around with everyone else and we can simply shoot the shit and trade ideas.
I'll also be announcing the 1st contest on Monday. Imagine, contests, prizes and recognition for independent agents.
However, much more important to me is training. I called most of the top national carriers last week and had some great conversations on how a lack of training on the corporate level really hurts them.
So what I'm lining up is a rep from the carrier running a webinar for members. So someone from "ABC Carrier" will run a presentation on the plans, underwriting and ethical standards for agents for members. All of them said yes.
Now what we can eliminate is new agents being either not training or mis-trained by GAs, MGAs, FMO's etc...Remember, the association does not offer contracts - our members still have to hook up with the carrier directly (almost zero training) or go through an agency (iffy training.)
Right now the only way carriers know to do business is:
A) Marketing outfits recruit agents for them
B) Agents simply happen to fall into their lap after they get contracted
I will argue with anyone that both of those methods are failed models. Another model is to have agents join the association, get all the basics and tools they need for success, then call up Unicare, for example, and say "Ok, we have 60 new members who need contracts - let's schedule the Unicare training webinars for them."
Over time, this can change a lot of the ways this industry current runs.
Thursday, March 13, 2008
Knocked out a GR HSA - half the day on the association
For those of you reading along this blog is obviously about my day to day activities in the insurance field - now that I've started the association it's simply part of my day.
Out of the clear blue the phone rings - referral. Very nice guy, 36 no health conditions and got a glowing review on me from one of my clients. He just dropped his BX coverage this past January due to the rate.
We went right online - didn't even do the desktop share, showed him the GR rates - he asks for my recommendation and I say "there's not even a close second - the HSA." He rarely uses health insurance so a copay plan would be ridiculous.
This has something to do with staying in much better contact with my clients. I'm going through my book of business and calling 10 or so clients a day just staying in touch. All of them really appreciated the call.
Starting now I'm going to send coffee mugs with my agency's name out to everyone with a fridge magnate. After that I'm going to stay in touch with everyone 4 times a year. I think with the block of business I currently have there's no reason why I shouldn't be getting at least 2 referrals per week.
Then reason I'm not is simple; we forget about each other as time goes by. They probably don't have my card - lost it or put it away - I send out the Enewletters which most people just probably scan and delete.
I need the fridge magnate so my name is always available and I think the coffee mugs are a nice touch - no one throws away mugs. I have a nice small collection.
Very busy yesterday with the association - got 8 new members yesterday and got everything sent out to them - also did 3 personal training webinars and I have a group webinar scheduled for today.
I'm also lining up more and more member discounts and current going back and forth with a lot of companies. I'm also busy creating more download-able training webinars so agents can choose their topic and view it when they want.
As time goes by I'll be spending a lot more time on the association as I have very big plans for it. I think, if done properly and I provide a great value, it can really take off.
I personally get a great deal of satisfaction from helping people. I have a lot of passion, especially when it comes to newer agents, since I remember what it was like to be new and try to get decent information.
I think new agents are set up to fail. They really don't have much chance of success at all. Captive outfits teach them the wrong methods and you pretty much can't go independent with zero training and support.
A total lack of community environment means boredom with leads to a lack of motivation, then self-doubt. When that happens and you get into "I don't know what I'm doing wrong" mode it's the beginning of the end.
I've had senior agents join just because they want to get around with others - trade ideas, tools, marketing techniques and basically have a fun environment.
When you do well and your name comes out in the next newsletter (member's choice) it can mean a lot. Contests and prizes start in April - which will be a blast.
The most successful people in the country don't sit alone at home. They surround themselves with other successful people.
Out of the clear blue the phone rings - referral. Very nice guy, 36 no health conditions and got a glowing review on me from one of my clients. He just dropped his BX coverage this past January due to the rate.
We went right online - didn't even do the desktop share, showed him the GR rates - he asks for my recommendation and I say "there's not even a close second - the HSA." He rarely uses health insurance so a copay plan would be ridiculous.
This has something to do with staying in much better contact with my clients. I'm going through my book of business and calling 10 or so clients a day just staying in touch. All of them really appreciated the call.
Starting now I'm going to send coffee mugs with my agency's name out to everyone with a fridge magnate. After that I'm going to stay in touch with everyone 4 times a year. I think with the block of business I currently have there's no reason why I shouldn't be getting at least 2 referrals per week.
Then reason I'm not is simple; we forget about each other as time goes by. They probably don't have my card - lost it or put it away - I send out the Enewletters which most people just probably scan and delete.
I need the fridge magnate so my name is always available and I think the coffee mugs are a nice touch - no one throws away mugs. I have a nice small collection.
Very busy yesterday with the association - got 8 new members yesterday and got everything sent out to them - also did 3 personal training webinars and I have a group webinar scheduled for today.
I'm also lining up more and more member discounts and current going back and forth with a lot of companies. I'm also busy creating more download-able training webinars so agents can choose their topic and view it when they want.
As time goes by I'll be spending a lot more time on the association as I have very big plans for it. I think, if done properly and I provide a great value, it can really take off.
I personally get a great deal of satisfaction from helping people. I have a lot of passion, especially when it comes to newer agents, since I remember what it was like to be new and try to get decent information.
I think new agents are set up to fail. They really don't have much chance of success at all. Captive outfits teach them the wrong methods and you pretty much can't go independent with zero training and support.
A total lack of community environment means boredom with leads to a lack of motivation, then self-doubt. When that happens and you get into "I don't know what I'm doing wrong" mode it's the beginning of the end.
I've had senior agents join just because they want to get around with others - trade ideas, tools, marketing techniques and basically have a fun environment.
When you do well and your name comes out in the next newsletter (member's choice) it can mean a lot. Contests and prizes start in April - which will be a blast.
The most successful people in the country don't sit alone at home. They surround themselves with other successful people.
Tuesday, March 11, 2008
Hooked up with Norvax
I've been working with Norvax on a discount for association members and after a few days of reaching the right person it's a go. I've lined up discounts on the Norvax quote engine and their leads.
At first their offer came back with a discount over their published rates, however I knew that 1st price they hit me with could be given to an agent just sticking to their guns and asking for a discount - so I asked them to dig deeper.
It's "everyone wins" since members get rates they can't get on their own and Norvax gets more business. I personally don't get squat except the more benefits I offer with membership the more members I get - and the more members the more "strength in numbers" which leads to better deals.
I also told Norvax when agents are supported it leads to increased sales which basically means everyone's better off. The average new agent now might buy leads and drop off quickly. That same agent with training and support can learn to work those leads better which is more money for the agent and more money for Norvax.
I'm working now on them actually featuring my association however I got kicked up to the next level for that request.
I'm not a huge shared lead fan but many agent's are so I'm now working on the major lead carriers. Say I get a $1 per lead discount for members with Netquote and someone normally buys 20 leads a week. That's a $20 saving per week - dues are $20 a month, which means they're ahead of the game by $60 per month.
This is how it works with Gary's CRM - member's price is $300 in stead of $350 - dues are $20 per month which means members are ahead by $30 per month just for the CRM discount.
I want to be able to get some fun going - prizes, contests, etc...but not the typical agency stuff where the agent with the most production wins. To be honest, most agents hate those contests since you might as well just give the prize to the top guy.
I'd like the association contests to be structured in a way where everyone has an equal chance of winning regardless of their experience.
The association so far is growing with new members every day so right now I'm online shopping for some cool prizes for our 1st contest.
At first their offer came back with a discount over their published rates, however I knew that 1st price they hit me with could be given to an agent just sticking to their guns and asking for a discount - so I asked them to dig deeper.
It's "everyone wins" since members get rates they can't get on their own and Norvax gets more business. I personally don't get squat except the more benefits I offer with membership the more members I get - and the more members the more "strength in numbers" which leads to better deals.
I also told Norvax when agents are supported it leads to increased sales which basically means everyone's better off. The average new agent now might buy leads and drop off quickly. That same agent with training and support can learn to work those leads better which is more money for the agent and more money for Norvax.
I'm working now on them actually featuring my association however I got kicked up to the next level for that request.
I'm not a huge shared lead fan but many agent's are so I'm now working on the major lead carriers. Say I get a $1 per lead discount for members with Netquote and someone normally buys 20 leads a week. That's a $20 saving per week - dues are $20 a month, which means they're ahead of the game by $60 per month.
This is how it works with Gary's CRM - member's price is $300 in stead of $350 - dues are $20 per month which means members are ahead by $30 per month just for the CRM discount.
I want to be able to get some fun going - prizes, contests, etc...but not the typical agency stuff where the agent with the most production wins. To be honest, most agents hate those contests since you might as well just give the prize to the top guy.
I'd like the association contests to be structured in a way where everyone has an equal chance of winning regardless of their experience.
The association so far is growing with new members every day so right now I'm online shopping for some cool prizes for our 1st contest.
Using desktop sharing for presentations
As you all know, I do a mix of in-person and online. Most of my sales are online - about 80% and I've used a lot of different methods but the desktop sharing is my favorite.
First of all, I don't believe in going over rates with people who are not yet qualified. It's pointless if they are no where close to be in the right place in time to sign up.
Qualify first. Ascertain the level of interest. Make sure you can help their situation and that they want help.
My line is "what are you looking to change, your rate or your benefits?"
It's an ugly question to ask since 90% of the response is "nothing, I'm happy with what I have." Worse yet is not qualifying people with no current coverage. You might be thrilled to show that family of 4 a $280 rate but it's $280 a month more than they paid last month.
For the uninsured the question is "when did you want coverage to begin?" The answer most of the time is "well, right now I'm just looking."
Fine - none of that bothers me. I'd rather be blown off then stroked along. Tell me now that you're not interested, not after our 4th call. Some agents get ticked when they get bottom-lined on the first call. To me those are the people I don't have to waste time with.
So, now I've ascertained interest and found someone who's bitching about their plan or rate. Now it's info collecting time:
No auto agent can quote true rates without knowing about tickets, accidents and DUI's.
Ok, while I'm asking them the qualification questions I have my browser up and am running quotes. I need to know if I can help.
If I can improve their situation I'll give them a range of quotes since I'm going to eventually compare a few plans. So I'll say:
"Ok, you're currently paying $740. From what I'm looking at you can save between $210 and $280 a month depending on which plan you choose."
I like putting it in terms of savings rather than rates. I think "you can save $260 per month" has more impact then "I can get you $560."
Once they express interest that the savings are good enough to move on my line is:
"...it's your choice. I can either sit down with and go over your options, then you can choose a plan and I can take care of the application or we can do it online which takes about 15 minutes."
Most will say "Online." If they say they'd like to do it online I'll ask if they have 15 minutes now. If not, then I set up a time for an online meeting.
For the meeting, I punch into Zoho and set up the conference - I then send the invite with time to log in. When I call my prospect I just tell them to click on the link and log in.
When desktop sharing is activated I take them to my website's quote page. I already know the carrier I'm gonna recommend so I run quotes while they watch.
There's a "coolness" factor to this since most people don't know desktop sharing exists. It's also engaging for them to see the quotes and plans and you control the presentation.
Instead of telling them to "click on this" and "click on that" I can do side-by-side plan comparisons for them.
After they choose a plan I can start the broker assisted app and they can watch me fill out the application. This really alleviates the boredom clients have to go through as the agent asks them 10 minutes+ worth of information - now my clients get to follow along.
I think it also gives a lot of legitimacy to the billing section since you don't have to just ask for billing info - they see the page and the info you need.
If you haven't tried the live desktop feature - punch into Zoho and try it out.
First of all, I don't believe in going over rates with people who are not yet qualified. It's pointless if they are no where close to be in the right place in time to sign up.
Qualify first. Ascertain the level of interest. Make sure you can help their situation and that they want help.
My line is "what are you looking to change, your rate or your benefits?"
It's an ugly question to ask since 90% of the response is "nothing, I'm happy with what I have." Worse yet is not qualifying people with no current coverage. You might be thrilled to show that family of 4 a $280 rate but it's $280 a month more than they paid last month.
For the uninsured the question is "when did you want coverage to begin?" The answer most of the time is "well, right now I'm just looking."
Fine - none of that bothers me. I'd rather be blown off then stroked along. Tell me now that you're not interested, not after our 4th call. Some agents get ticked when they get bottom-lined on the first call. To me those are the people I don't have to waste time with.
So, now I've ascertained interest and found someone who's bitching about their plan or rate. Now it's info collecting time:
- what carrier do they current have
- what's their current rate
- how often do they see their doctor
- what's the medical history
- height and weight
No auto agent can quote true rates without knowing about tickets, accidents and DUI's.
Ok, while I'm asking them the qualification questions I have my browser up and am running quotes. I need to know if I can help.
If I can improve their situation I'll give them a range of quotes since I'm going to eventually compare a few plans. So I'll say:
"Ok, you're currently paying $740. From what I'm looking at you can save between $210 and $280 a month depending on which plan you choose."
I like putting it in terms of savings rather than rates. I think "you can save $260 per month" has more impact then "I can get you $560."
Once they express interest that the savings are good enough to move on my line is:
"...it's your choice. I can either sit down with and go over your options, then you can choose a plan and I can take care of the application or we can do it online which takes about 15 minutes."
Most will say "Online." If they say they'd like to do it online I'll ask if they have 15 minutes now. If not, then I set up a time for an online meeting.
For the meeting, I punch into Zoho and set up the conference - I then send the invite with time to log in. When I call my prospect I just tell them to click on the link and log in.
When desktop sharing is activated I take them to my website's quote page. I already know the carrier I'm gonna recommend so I run quotes while they watch.
There's a "coolness" factor to this since most people don't know desktop sharing exists. It's also engaging for them to see the quotes and plans and you control the presentation.
Instead of telling them to "click on this" and "click on that" I can do side-by-side plan comparisons for them.
After they choose a plan I can start the broker assisted app and they can watch me fill out the application. This really alleviates the boredom clients have to go through as the agent asks them 10 minutes+ worth of information - now my clients get to follow along.
I think it also gives a lot of legitimacy to the billing section since you don't have to just ask for billing info - they see the page and the info you need.
If you haven't tried the live desktop feature - punch into Zoho and try it out.
Monday, March 10, 2008
A great response to the association
I am very impressed with the response to the new association. I'll talk more about it since I've received a lot of emails with some general themes.
Some people feel $19.95 per month or $200 one-time is cheap therefore they won't be getting much. Don't worry - that rate is for initial members. I want to build up membership and exceed expectations. I'm also going to be surveying members often and tweak it as I go along to make sure everyone is getting the maximum value.
Once it's fully launched and off the ground dues will be around $49.95 per month - which is where I put the value of membership. Even at that rate a one deal per year pays for it. GoToMeeting charges $50 a month and you get one benefit.
Where I think I pegged it is agents simply want a community environment. It increases motivation, solves boredom and increases production.
Agents want help "on demand" when they need it but also want to be recognized for their efforts and accomplishments. We will be featuring members who have achieved a goal and as we grow we'll actually be giving out small prizes and gifts to members who are doing well.
I cannot stress enough how important a community environment can be - even just with idea sharing.
What I'd like, and am creating is simple; all the fun benefits and fun involved with being the member of an outfit without any of the BS. And we all know the normal "WHAT ARE YOUR NUMBERS!" bs that we all hate.
Number don't matter - what matters is that you're maximizing and reaching your personal goals. Can you really do that alone in your home office? Possibly....but unlikely.
Some people feel $19.95 per month or $200 one-time is cheap therefore they won't be getting much. Don't worry - that rate is for initial members. I want to build up membership and exceed expectations. I'm also going to be surveying members often and tweak it as I go along to make sure everyone is getting the maximum value.
Once it's fully launched and off the ground dues will be around $49.95 per month - which is where I put the value of membership. Even at that rate a one deal per year pays for it. GoToMeeting charges $50 a month and you get one benefit.
Where I think I pegged it is agents simply want a community environment. It increases motivation, solves boredom and increases production.
Agents want help "on demand" when they need it but also want to be recognized for their efforts and accomplishments. We will be featuring members who have achieved a goal and as we grow we'll actually be giving out small prizes and gifts to members who are doing well.
I cannot stress enough how important a community environment can be - even just with idea sharing.
What I'd like, and am creating is simple; all the fun benefits and fun involved with being the member of an outfit without any of the BS. And we all know the normal "WHAT ARE YOUR NUMBERS!" bs that we all hate.
Number don't matter - what matters is that you're maximizing and reaching your personal goals. Can you really do that alone in your home office? Possibly....but unlikely.
Friday, March 7, 2008
Extremely busy day - closed my in-person
Very busy today to wrap up the week - which is the way I like it. I had agents sign up for the association so I spent time with them and did two CRM demos.
I ran my appointment and I'm glad I confirmed the address tonight - the address I had was his business address however I was going to his house which was 40 minutes north! So it was an hour and fifteen minutes each way - quite the haul.
However, it's a family of six on a Mega plan paying $800+ per month....worth the drive. The wife would not do it online, she wanted to meet with me. She was pretty bitter - had the "fool me once..." attitude.
Her Mega agent was very slick according to her, made it sound like the best plan in the world. Sos he grilled me. I knew I was in for it when I sat down and she had a table full of Mega paperwork and a calculator. No one would have closed this online - not a shot in hell.
She was all business - barely looked at me. The husband was the opposite - we hit it off and we're going on and on about all kinds of stuff. I actually though the wife was so turned off in general that I wasn't gonna get the deal.
She probably asked a solid 20 minutes of questions. Fine - I nailed it. The entire family is healthy but she's on two meds for HBP - so there's no way they were going to GR. She was already bitching that Mega didn't cover anything.
But I gave it a try - showed her GR and said right upfront that her HBP and any outpatient treatment would not be covered. She simply pushed the brochure away.
Off to Assurant - Max Plan at $585 per month - it'll be approved in a day and I already built in the increase. Nice to close the week out with a $1,700 commish.
I ran my appointment and I'm glad I confirmed the address tonight - the address I had was his business address however I was going to his house which was 40 minutes north! So it was an hour and fifteen minutes each way - quite the haul.
However, it's a family of six on a Mega plan paying $800+ per month....worth the drive. The wife would not do it online, she wanted to meet with me. She was pretty bitter - had the "fool me once..." attitude.
Her Mega agent was very slick according to her, made it sound like the best plan in the world. Sos he grilled me. I knew I was in for it when I sat down and she had a table full of Mega paperwork and a calculator. No one would have closed this online - not a shot in hell.
She was all business - barely looked at me. The husband was the opposite - we hit it off and we're going on and on about all kinds of stuff. I actually though the wife was so turned off in general that I wasn't gonna get the deal.
She probably asked a solid 20 minutes of questions. Fine - I nailed it. The entire family is healthy but she's on two meds for HBP - so there's no way they were going to GR. She was already bitching that Mega didn't cover anything.
But I gave it a try - showed her GR and said right upfront that her HBP and any outpatient treatment would not be covered. She simply pushed the brochure away.
Off to Assurant - Max Plan at $585 per month - it'll be approved in a day and I already built in the increase. Nice to close the week out with a $1,700 commish.
Thursday, March 6, 2008
IHIAA
I had my link up to the association I'm starting a few weeks ago and took the link down after enough agents signed up that I could handle initially.
Now that I'm over the hump with most of the major training it's open again for some more members.
So what's this about? There's just too much BS in this industry- basically no place for either new agents or agents moving into selling health to go.
There's no community environment for independent agents and if you have a question, problem, concern or are simply excited about a sale - there's just nothing.
I want to pull independent agents together to create a network. The dues are $19.95 per month and to be honest, for a new agent or anyone who wants a supportive community environment that's chump change.
If you're interested just click the link to the top right and read about it. You can download the forms but don't pay - call me instead. I want to make sure it's a proper fit before any money is remitted.
If anyone has any questions about it just call me - 410-874-7241
Now that I'm over the hump with most of the major training it's open again for some more members.
So what's this about? There's just too much BS in this industry- basically no place for either new agents or agents moving into selling health to go.
There's no community environment for independent agents and if you have a question, problem, concern or are simply excited about a sale - there's just nothing.
I want to pull independent agents together to create a network. The dues are $19.95 per month and to be honest, for a new agent or anyone who wants a supportive community environment that's chump change.
If you're interested just click the link to the top right and read about it. You can download the forms but don't pay - call me instead. I want to make sure it's a proper fit before any money is remitted.
If anyone has any questions about it just call me - 410-874-7241
This is a marketing, not a sales job
Unless you have some massive book of business where you're getting 3 to 5 referrals a week this is a marketing job. It's 80/20 - 80% marketing - 20% selling.
How long does it take to close the average deal (presentation + app) - no longer than an hour. The math is simple - even 5 deals a week is only 5 hours of selling out of 40.
If you're meeting with clients, even doorstep to doorstep is 2 hours per day and only 10 hours out of 40. And if you're qualifying correctly you're not doing a bunch of presentations that don't end in sales.
And now we get back to that over 80% of your week is marketing. That's 6 hours a day that needs to be spent either generating leads or calling leads back.
The reason for the high failure rate isn't because agents can't close deals. It's because they spend so little time marketing they never reach interested and qualified prospects.
If you think this is a sales job then:
You can try to fish with a spear if you want. You'd better be patient and damned good. I'm neither. I'd rather cast a net over the side of the boat, scoop up a ton of fish and throw the ones I don't want back.
At the end of the day I have fish in the fridge - the guy with the spear is still staring at the water.
You need A LOT of prospects - even if your goal is 2 or 3 apps per week. Not many agents are closing better than 1 out of 20 regardless of the lead source. You want three apps? You won't pull it off with less then 60 leads a week.
If you're manually dialing and getting 4 lead an hour that's 15 hours a week on the phone for 3 deals. Here's the problem - when I can you'll get 3 deals out of 20 leads that doesn't mean immediately. 1 may close in a day or two - another might close in a week and the last might close in 3 weeks.
Because of that it gives the new agent the illusion that "this isn't working" and the throw in the towel quickly. Maybe 2...3...possibly 4 days of telemarketing they say "hmmmm, 4 days of this and only 1 deal - it doesn't work."
You need the pipeline - and I can't state with enough aver (hey, that makes me look intelligent!) that you NEED a pipeline of leads before you start putting in consistent deals.
How much in the pipeline? 100. You need to amass 100+ leads before anything will start happening consistently. Most agents pack it up way before 100 leads are generated.
How long does it take to close the average deal (presentation + app) - no longer than an hour. The math is simple - even 5 deals a week is only 5 hours of selling out of 40.
If you're meeting with clients, even doorstep to doorstep is 2 hours per day and only 10 hours out of 40. And if you're qualifying correctly you're not doing a bunch of presentations that don't end in sales.
And now we get back to that over 80% of your week is marketing. That's 6 hours a day that needs to be spent either generating leads or calling leads back.
The reason for the high failure rate isn't because agents can't close deals. It's because they spend so little time marketing they never reach interested and qualified prospects.
If you think this is a sales job then:
- Try to sell someone a plan who has little to no interest. Sales books will teach you how to turn disinterested people into sales - give it a shot
- Try to get someone to commit before they're ready to do that app. Sales books will teach you how to close people quickly. Be my guest.
You can try to fish with a spear if you want. You'd better be patient and damned good. I'm neither. I'd rather cast a net over the side of the boat, scoop up a ton of fish and throw the ones I don't want back.
At the end of the day I have fish in the fridge - the guy with the spear is still staring at the water.
You need A LOT of prospects - even if your goal is 2 or 3 apps per week. Not many agents are closing better than 1 out of 20 regardless of the lead source. You want three apps? You won't pull it off with less then 60 leads a week.
If you're manually dialing and getting 4 lead an hour that's 15 hours a week on the phone for 3 deals. Here's the problem - when I can you'll get 3 deals out of 20 leads that doesn't mean immediately. 1 may close in a day or two - another might close in a week and the last might close in 3 weeks.
Because of that it gives the new agent the illusion that "this isn't working" and the throw in the towel quickly. Maybe 2...3...possibly 4 days of telemarketing they say "hmmmm, 4 days of this and only 1 deal - it doesn't work."
You need the pipeline - and I can't state with enough aver (hey, that makes me look intelligent!) that you NEED a pipeline of leads before you start putting in consistent deals.
How much in the pipeline? 100. You need to amass 100+ leads before anything will start happening consistently. Most agents pack it up way before 100 leads are generated.
Wednesday, March 5, 2008
Another HSA
Put in another HSA today - with my goal being to make almost all of my business HSAs. The longer I'm in this business they're just the only things I really can stand behind.
Two deals in this week so far with 2 more online appointments and an in-person on Friday - I should hit 5 apps this week.
I got a great quote request though my site today from one of my faxes - husband is diabetic, wife and two kids - on Cobra for $1,100.
His benefit admin told him because of his diabetes he'd have to ride out Cobra for 18 months. Wrong. He's off to MHIP and I'm writing the wife and kids - they're thrilled.
I didn't put in any time on the dialer today - my son's school was canceled so I make call-backs, did the HSA deal and played with my boy - probably only put in a solid 3 hour day today however one of the pleasures of being self-employed is being able to handle curve balls.
Two deals in this week so far with 2 more online appointments and an in-person on Friday - I should hit 5 apps this week.
I got a great quote request though my site today from one of my faxes - husband is diabetic, wife and two kids - on Cobra for $1,100.
His benefit admin told him because of his diabetes he'd have to ride out Cobra for 18 months. Wrong. He's off to MHIP and I'm writing the wife and kids - they're thrilled.
I didn't put in any time on the dialer today - my son's school was canceled so I make call-backs, did the HSA deal and played with my boy - probably only put in a solid 3 hour day today however one of the pleasures of being self-employed is being able to handle curve balls.
Back up your data
Our power went out, apparently around 1am and obviously no computer. Area wide - 17,000 knocked out including my son's school so he's off today. Power company's message was all power restored by late tonight.
As luck would have it we just got power back now - and I was on my way out the door. I have everything stored online - all of my prospect spreadsheets, appointments, documents and obviously I can run quotes online.
If you use a desktop CRM to store all of your client and prospect data you're ass out if the power fails and really ass out if you crash unless you backed up your data.
Now, without anything being online - what if I had an appointment this morning with all my client's info - name, number, address, etc...stored on my desktop? I'm screwed. However, I can pick up my cell and call anyone to access my appointment calendar to get the info I need - then drive over one of my friend's or family's home and get to work - really not skip a beat.
Flash drives are fine but useless if the power's out - you'd have to drive somewhere. They're also useless if they melt in a fire. Pure preservation of client and prospect data is online storage. Everything I update gets stored online before I wrap it up for the day.
I personally use upload all my Excel and Word docs to Google but there's a ton of online storage places - including Zoho. I use the Google calendar for all of my appointments.
As luck would have it we just got power back now - and I was on my way out the door. I have everything stored online - all of my prospect spreadsheets, appointments, documents and obviously I can run quotes online.
If you use a desktop CRM to store all of your client and prospect data you're ass out if the power fails and really ass out if you crash unless you backed up your data.
Now, without anything being online - what if I had an appointment this morning with all my client's info - name, number, address, etc...stored on my desktop? I'm screwed. However, I can pick up my cell and call anyone to access my appointment calendar to get the info I need - then drive over one of my friend's or family's home and get to work - really not skip a beat.
Flash drives are fine but useless if the power's out - you'd have to drive somewhere. They're also useless if they melt in a fire. Pure preservation of client and prospect data is online storage. Everything I update gets stored online before I wrap it up for the day.
I personally use upload all my Excel and Word docs to Google but there's a ton of online storage places - including Zoho. I use the Google calendar for all of my appointments.
Tuesday, March 4, 2008
Working 9 to 5
Well, one of my 1st legitimate days where I worked the full day. Very satisfying. I hopped on the dialer at 9:15 today since I knew I need time to do my call-backs and get in 3 hours on the dialer.
I got in just over three....had to go that extra 10 minutes to get my 30th lead. I just couldn't leave it at 28 (the report shows 28 but I got 30.)
I did call-backs from yesterday's leads and I'll go over some things:
Another item to note - enthusiasm. You need it. I was doing well on the dialer for just coming up on 2 hours, then my tone started to drop. I was getting a bit burnt and wanted to ride it out until I hit the 2 hour mark.
Interesting to note that when your tone drops so do the leads. Later today I grabbed another cup of coffee (nice psychological boost) and hopped back on to try a little experiment. I called for about 20 minutes with a pretty flat "lifeless" voice and just read the script. Nothing - nodda. No leads. I could physically feel how uncomfortable people were.
Then I got back into a strong, firm but happy voice and started pounding them out again. Lesson? This is nothing were you can just put in your time. You need to be into it and believe in your script. You need to be upbeat and change the tone of your voice to keep interest.
But again, a solid full day today and I'm already seeing that it's gonna take full days to punch out a deal a day. That's fine and I need to create a habit or working all day.
This is not easy - it's hard. If it was easy the average commish wouldn't be $700 - three a week is six figs and we all know how many agents are making six figs.
Here are some unfortunate facts:
I have no problem just busting my ass all day if it results in 5 deals a week. That's a crap load of money. I'm actually very excited.
I got in just over three....had to go that extra 10 minutes to get my 30th lead. I just couldn't leave it at 28 (the report shows 28 but I got 30.)
I did call-backs from yesterday's leads and I'll go over some things:
- 2/3rds of people saying "send it" are secretaries. I generated 30 leads today and 12 from owners. Most owners who answer have group and I simply don't deal with group.
- When I called everyone back from yesterday I came to find it's a waste of time to call the secretaries back. All of them from yesterday just blew me off with "yep, got the fax.....see ya." The same gatekeeper who wouldn't let me pass yesterday obviously are not gonna let me pass today - and a few were a bit miffed I called back today. I won't be calling gatekeepers back anymore.
- I set three firm appointments today from yesterday's leads....but from the owners I knew I already had interest. As I'm making the calls I run into those owners with natural interest. Those are the rare "I'd love to see what you have - please send it. My rate's blah blah..."
Another item to note - enthusiasm. You need it. I was doing well on the dialer for just coming up on 2 hours, then my tone started to drop. I was getting a bit burnt and wanted to ride it out until I hit the 2 hour mark.
Interesting to note that when your tone drops so do the leads. Later today I grabbed another cup of coffee (nice psychological boost) and hopped back on to try a little experiment. I called for about 20 minutes with a pretty flat "lifeless" voice and just read the script. Nothing - nodda. No leads. I could physically feel how uncomfortable people were.
Then I got back into a strong, firm but happy voice and started pounding them out again. Lesson? This is nothing were you can just put in your time. You need to be into it and believe in your script. You need to be upbeat and change the tone of your voice to keep interest.
But again, a solid full day today and I'm already seeing that it's gonna take full days to punch out a deal a day. That's fine and I need to create a habit or working all day.
This is not easy - it's hard. If it was easy the average commish wouldn't be $700 - three a week is six figs and we all know how many agents are making six figs.
Here are some unfortunate facts:
- Most people are not gonna switch no matter what the rate is. They are "security" people and would rather keep their high rate on the plan they trust.
- Most people don't qualify for indie plans. They have either too many health conditions or are undergoing some type of treatment.
- You can't better most people's situations. Although the media falsely reports that there's a health insurance crisis nothing could be further from the truth. The truth is almost everyone is perfectly happy with what they have.
- Someone with current coverage
- Someone who's unhappy enough with their current plan to switch immediately
- Someone who qualifies
I have no problem just busting my ass all day if it results in 5 deals a week. That's a crap load of money. I'm actually very excited.
Monday, March 3, 2008
Amazing day and some thoughts
Well, I'm proud of myself. Just over 4 hours on the dialer with 32 leads generated.
498 dials
249 minutes
31 leads
29 said piss off
118 messages
2 of the 31 leads were call-backs from messages left - which are obviously fantastic leads. One's a slam dunk - husband 57, wife 57 paying $800 on Mega. He literally said "...I got your message. You got anything that can get me off this shit?" My kinda guy.
If I don't have more than one deal out of today's work I'll be stunned. I'm also tracking my time - which was be an eye-opening endeavor. Although we all like to think we work hard, charting your time will prove otherwise.
Even with 4 hours on the dialer plus time faxing and emailing I only came up with 6 hours of work today - 2 hours shy of a full day. Part of my problem was the 9:50 start time - which I'll solve tomorrow.
So now the gloves are off. I have Gary's incredible dialer, I have a very comfortable pitch and now it's about logging in the time. Can I simply log in the time and put a million on the books? It's not "can I" but "will I."
498 dials
249 minutes
31 leads
29 said piss off
118 messages
2 of the 31 leads were call-backs from messages left - which are obviously fantastic leads. One's a slam dunk - husband 57, wife 57 paying $800 on Mega. He literally said "...I got your message. You got anything that can get me off this shit?" My kinda guy.
If I don't have more than one deal out of today's work I'll be stunned. I'm also tracking my time - which was be an eye-opening endeavor. Although we all like to think we work hard, charting your time will prove otherwise.
Even with 4 hours on the dialer plus time faxing and emailing I only came up with 6 hours of work today - 2 hours shy of a full day. Part of my problem was the 9:50 start time - which I'll solve tomorrow.
So now the gloves are off. I have Gary's incredible dialer, I have a very comfortable pitch and now it's about logging in the time. Can I simply log in the time and put a million on the books? It's not "can I" but "will I."
The elusive deal a day and Zoho
Ahhhh, the deal a day. Yes, I've dreamed the dream. A deal a day comes out to 1 mill a year in volume and I personally do not know any agent doing it with personal production. Why? A few reasons:
It's gonna be a lot of time generating leads and a lot of time following up. With my pitch, these are totally unqualified leads and calling back is a lot of "yeah, we got the fax....bye." I really can't worry about any type of closing ratio and simply focus on "X" amount of time spent on the phone = "X" amount of business hitting underwriting.
1st report out tonight.
You should also check out http://zoho.com - they have a lot of free business applications such as a webinar with live desktop sharing, web conferencing and a host of other business tools. As you see, you can embed a presentation or publish it online or share it: http://show.zoho.com/public/healthagent/Telemarketing
- Money: Closing 1 out of 20 leads (pretty much par for the course) at $7 a pop = $700 a week in lead costs. It's a thin list of agents with $700 per week in marketing money. It's also an organizational nightmare to try and deal with 100 shared leads a week.
- Can't generate volume on your own. Without buying leads you'd still need to generate very high volume. Aside from hammering the phones almost all day I can't think if a way to generate a high volume of leads.
- Belief in what you do. Even with the marketing money or the means to generate a ton of leads, without the firm belief that you're really helping your clients you'll never have the drive.
It's gonna be a lot of time generating leads and a lot of time following up. With my pitch, these are totally unqualified leads and calling back is a lot of "yeah, we got the fax....bye." I really can't worry about any type of closing ratio and simply focus on "X" amount of time spent on the phone = "X" amount of business hitting underwriting.
1st report out tonight.
You should also check out http://zoho.com - they have a lot of free business applications such as a webinar with live desktop sharing, web conferencing and a host of other business tools. As you see, you can embed a presentation or publish it online or share it: http://show.zoho.com/public/healthagent/Telemarketing
Saturday, March 1, 2008
Yes another doctor update
Well, apparently I gave a good HSA presentation. After my HSA vs Copay pitch the wife's gut instinct was to go with the Copay Select since at $500+ per month it was $200 less then what they were currently paying.
But I told her that's really not the point. The point is pure protection which copay plans don't offer. So I got not one, not two but three more calls back throughout the early evening with both the husband and wife on the line digging very deep into the real differences between HSAs and copays.
Of course, I'm a HSA advocate to my presentation was obviously slanted towards HSAs. I get "we'll need to think about this and call you back."
Normally that's my "....call you back... in a month" signal however my phone rings just after 8pm and it's the husband saying he's stuck on the GR app.......which I hate it when clients simply decide to click "apply" without me because I like to either do the app myself or walk 'em through it while they're doing it.
So what did they pick?
But I told her that's really not the point. The point is pure protection which copay plans don't offer. So I got not one, not two but three more calls back throughout the early evening with both the husband and wife on the line digging very deep into the real differences between HSAs and copays.
Of course, I'm a HSA advocate to my presentation was obviously slanted towards HSAs. I get "we'll need to think about this and call you back."
Normally that's my "....call you back... in a month" signal however my phone rings just after 8pm and it's the husband saying he's stuck on the GR app.......which I hate it when clients simply decide to click "apply" without me because I like to either do the app myself or walk 'em through it while they're doing it.
So what did they pick?
Friday, February 29, 2008
Update - a call from a doctor
My phone rings - it's a doctor. Got my fax yesterday. She was on her husband's plan and her husband lost his job - got offered Cobra which they couldn't accept at $1,400 a month.
Their coverage expires on March 1st and she was actually asking about short-term plans because she doesn't want a lapse in coverage.
She's 52, husband's 52, two kids and she's only on a hormone replacement med - no issue there. She asks me how she can get covered by the 1st - I took her to my GR site - she's all over the Copay Select - even over the HSA since they used to pay $700+ for their coverage under the hubby's old job.
I never get through to doctors! I hit the secretary yesterday who just gave me permission to send the fax. On my old pitch it would have been "the doctor's busy - bye."
Wow...so this is actually a lead generate tool. Insane. After three days of sending faxes I have three deals working just from people who have contacted me. It's "permission based fax blasting."
Their coverage expires on March 1st and she was actually asking about short-term plans because she doesn't want a lapse in coverage.
She's 52, husband's 52, two kids and she's only on a hormone replacement med - no issue there. She asks me how she can get covered by the 1st - I took her to my GR site - she's all over the Copay Select - even over the HSA since they used to pay $700+ for their coverage under the hubby's old job.
I never get through to doctors! I hit the secretary yesterday who just gave me permission to send the fax. On my old pitch it would have been "the doctor's busy - bye."
Wow...so this is actually a lead generate tool. Insane. After three days of sending faxes I have three deals working just from people who have contacted me. It's "permission based fax blasting."
leads from faxes
I had my system pretty well set with my other "send you information" pitch, then getting the owner's email - shooting out brochures then calling back to ascertain interest and qualify. Never once did anyone ever email me or contact me for quotes after I sent the email.
However, after three days of sending faxes I have 3 quote requests submitting through my site. One I got last night is a family of 4 paying $750 on Mega. I'm sure there's a deal there somewhere.
The bottom line is I so much more enjoy simply getting permission to send a 2 page report that I'm on the phones more often. No one's gonna put any significant amount of time into a marketing technique they think sucks.
Although I've always hopped on the phone and did what I have to do I already see far less anxiety before I begin my calls and zero while I'm on the phone. I flat out enjoy this pitch. I'm on and off the phone in seconds and the only thing I need is a fax number.
For those of you either doing this or wanting to do it don't forgot a cover page offering free quotes with your number and web address. You also want to use an internet fax service....unless you want to send 3 pages through your machine.
Sites for internet faxing:
http://rapidfax.com/homepage/index.html
http://www.myfax.com/
You simply upload your documents, type in all the fax numbers and click send. You don't want to be sending this by email if you can avoid it. I think a lot of you know hardly anyone reads the emails.
When it's sent by fax people will at least scan it and it gets passed around the office. You're looking for the information to get in front of as many people as possible.
However, after three days of sending faxes I have 3 quote requests submitting through my site. One I got last night is a family of 4 paying $750 on Mega. I'm sure there's a deal there somewhere.
The bottom line is I so much more enjoy simply getting permission to send a 2 page report that I'm on the phones more often. No one's gonna put any significant amount of time into a marketing technique they think sucks.
Although I've always hopped on the phone and did what I have to do I already see far less anxiety before I begin my calls and zero while I'm on the phone. I flat out enjoy this pitch. I'm on and off the phone in seconds and the only thing I need is a fax number.
For those of you either doing this or wanting to do it don't forgot a cover page offering free quotes with your number and web address. You also want to use an internet fax service....unless you want to send 3 pages through your machine.
Sites for internet faxing:
http://rapidfax.com/homepage/index.html
http://www.myfax.com/
You simply upload your documents, type in all the fax numbers and click send. You don't want to be sending this by email if you can avoid it. I think a lot of you know hardly anyone reads the emails.
When it's sent by fax people will at least scan it and it gets passed around the office. You're looking for the information to get in front of as many people as possible.
Thursday, February 28, 2008
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.
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.
Wednesday, February 27, 2008
Fantastic results with the "free report" script
Got an hour in today on Gary's dialer with the new script I'm using and the results are stunning. Almost an hour of calling and 11 leads.
This is over 50% of people who don't have group saying yes - and I've never had over 50%. Only 4 "bite me's" and to 11 yes's:
15 people who didn't have group
11 yes
73% yes
It's obviously very nice to telemarket when over 70% say yes. Now - I don't offer it to businesses with group because it's a flat out waste.
After I faxed everything out today I got a call from a lady working at a doctor's office - needs coverage. The fax got passed around the entire office.
I also got to pitch secretaries - which I stopped doing since they never put me through to the owner and the owner never checked the email I sent. However, now I can get permission to fax my reports and it's almost like leaving a flyer off going BtoB.
So now if a hit a gatekeeper who won't let me pass I ask her for permission to send the fax. The lady who called me today was working in an doctor's office where the secretary just told me to send the fax.
My pitch:
"Hi, I'm John Petrowski with Maryland Health Plans and we've just issued a two page report on how people can save 30% or more off their health insurance premiums. At this time we'd just like to send the report to you and we can either email it or fax it."
100% said fax it - all 11. A few points:
- When you're telemarketing you're running into people who are naturally interested merely by making a high volume of calls. Those are the people who will strike up a conversation just by you mentioning health insurance. The problem is most agents don't do well with telemarketing so they never stick with it long enough to reach those people.
- This pitch puts your information in front of many people and you never know what will happen. Faxing is key because the entire office can read it and it gets passed around - unlike email.
- People will actually read this. Anytime you see "5 myths" or "5 ways to save" it's an eye catcher. I used to email brochures and obviously no one ever looked at 'em.
- You're not gonna telemarket in the first place unless you see action. When almost everyone is telling you no it sucks. However, almost everyone will allow you to send a free report.
- It's key in they pitch to say it's a two-page report. 4 of the 11 people double-checked to see how many pages I was faxing. If you just say "send you a report" people might think it's a small book and say no.
When I follow up it's simply "just checking to make sure the fax went through ok." Then I just get into finding out if I can help. I can also have them grab the "5 Ways to Save" and we can go over it looking for something that's a fit for them.
By the way, I'm faxing using this: http://www.myfax.com
Just type in the fax number, upload the docs and send. Very easy.
Subscribe to:
Posts (Atom)
