I'd like to announce that after almost a year of work I've finally launched a social network for insurance agents which is a professional organization for all life, health and senior agents. It's also NO COST to join!
NOLHA (National Organization of Life and Health Agents)
We have sections for health, life and senior agents with video training and an article library. We also feature free live webinars and detailed information for all states. I also am building the first "compare" section where insurance agents can finally compare all products and services.
I heavily recommend when you visit the site that you sign up for the newsletter. The site is updated very often as more and more content is loaded.
Saturday, January 1, 2011
Friday, October 23, 2009
Thursday, July 31, 2008
New Blog
I'll leave this blog up since if you're a new agent you can dig around in past posts and find a lot of great information.
I have a new video training blog on Wordpress:
I have a new video training blog on Wordpress:
As always, I heavily recommend joining the association I started - IHIAA - which is now experiencing fantastic growth and we're now starting to tour around the country putting on free workshops.
Thursday, June 5, 2008
Talk about lack of updates!
Well it's been quite a while since an update on this blog but I'll get back to updating it a few times per week.
It was a very tough transition for me from selling health to working on the association full time. I did not expect the rapid growth - guess I'm by far not the only one who's looking for a positive environment.
With the members we currently have it's interesting now to talk about lead sources. We started out recommending 4 shared lead source we thought were at lead decent - not over-sold.
Results? Agents simply do not do well directly competiting against other agents and it's largely a failed concept. The agents who say "it works" needs to define what "works" means. If it means hunting people down day after day week after week so they can land 1 out of 15, to me that is not "working."
We are now only recommending exclusive lead sources or recommending agents generate their own leads from local marketing efforts - choice is theirs.
We do have one shared source left standing - quite a good source: http://leads4agents.com 100% search driven and non affiliates. If you want shared - there's your source.
The same members we have who were doing either poorly or "so so" with shared and doing great with exclusive. We also have another exclusive source coming to the table.
Exclusive leads run around $18 a pop and 90% are indeed exclusive. Simply put, only 10% go onto other lead sources.
Closing is working out to 1/6 which means $108 returns $700 commission on average with a fraction of the headache of working shared.
You can even get to 1/10 and $180 returns $700 which is ugly but still at $520 profit, you actually have a life and you only need to work 40 leads that week to net just over $2,000.
If you want the three exclusive sources we use - contact me.
Downside to exclusive? Volume can be an issue if you want a small area. You need to be prepared to take the entire state and you need a budget. It's not a program for the income challanged.
On the telemarketing front, we have demoed now with three agents a voice mail campaign BtoB - so it's DNC compliant. When the owner answers they hear a message asking if they would like to receive quotes on health insuance. If yes, press 1, to be removed, press 2.
So far a 10,000 call campaign had resulted in between 18 to 22 leads with the campaign costing around $300. That's around $15 for a live transfer. Now - that's not qualified or health filtered but 1 out of 10 is $150 to return $700 and again, your phone rings.
It was a very tough transition for me from selling health to working on the association full time. I did not expect the rapid growth - guess I'm by far not the only one who's looking for a positive environment.
With the members we currently have it's interesting now to talk about lead sources. We started out recommending 4 shared lead source we thought were at lead decent - not over-sold.
Results? Agents simply do not do well directly competiting against other agents and it's largely a failed concept. The agents who say "it works" needs to define what "works" means. If it means hunting people down day after day week after week so they can land 1 out of 15, to me that is not "working."
We are now only recommending exclusive lead sources or recommending agents generate their own leads from local marketing efforts - choice is theirs.
We do have one shared source left standing - quite a good source: http://leads4agents.com 100% search driven and non affiliates. If you want shared - there's your source.
The same members we have who were doing either poorly or "so so" with shared and doing great with exclusive. We also have another exclusive source coming to the table.
Exclusive leads run around $18 a pop and 90% are indeed exclusive. Simply put, only 10% go onto other lead sources.
Closing is working out to 1/6 which means $108 returns $700 commission on average with a fraction of the headache of working shared.
You can even get to 1/10 and $180 returns $700 which is ugly but still at $520 profit, you actually have a life and you only need to work 40 leads that week to net just over $2,000.
If you want the three exclusive sources we use - contact me.
Downside to exclusive? Volume can be an issue if you want a small area. You need to be prepared to take the entire state and you need a budget. It's not a program for the income challanged.
On the telemarketing front, we have demoed now with three agents a voice mail campaign BtoB - so it's DNC compliant. When the owner answers they hear a message asking if they would like to receive quotes on health insuance. If yes, press 1, to be removed, press 2.
So far a 10,000 call campaign had resulted in between 18 to 22 leads with the campaign costing around $300. That's around $15 for a live transfer. Now - that's not qualified or health filtered but 1 out of 10 is $150 to return $700 and again, your phone rings.
Thursday, May 1, 2008
Association as main job now
After yesterday's Norvax webinar my main job now will be running and managing the IHIAA. To me, the number of members is amazing and I greatly appreciate every member.
This industry has so many flaws I can't even count....but let's try:
This industry has so many flaws I can't even count....but let's try:
- Horrible lead sources agents stumble across - waste hundreds/thousands of dollars
- Between lacking to no training on products or the correct products to sell and why
- Zero training about writing apps relating to the claims review process
- No community atmosphere
- No unbiased source of info - we're an association - do not make overrides so we don't need to "steer" agents into selling for any particular carrier
- Agents trapped into bad contracts - can't escape
- Agents trapped in bad agencies - can't escape
- Taught "kill it and grill it" methods of writing business - write an app - onto the next kill
- More of a "just get the deal" - less focus on "career agent"
Tuesday, April 22, 2008
Complete automation
Man, I don't know how health insurance was sold 20 years ago but at this point my system is fully automated.
Technology is simply amazing. First of all, let's cover this first - I'm a fan of getting leads as exclusive as possible however generating exclusive leads takes at least 3 hours a day. That's 3 hours I don't have anymore with running the association.
But for brand new agents who have literally never written a single deal - to mirror this - just remember to have a big budget, product knowledge and closing skills.
Ok, so I'm getting shared leads from three different sources and they all get fed to LeadPod. LeadPod is transferring around 26% which is fantastic since on my own I only got a hold of around 12% since my follow-up skills are lacking.
I'm closing 1 out of 4 transfers so let's do the math:
Lead cost: $7 on average
4 transfers: $40 ($10 per transfer)
17 leads to get a deal X $7: $119
Total: $159
Average Commish: $700
Net Profit: $541
Just remember that if you want to budget this out:
20 leads a day X 5 = 100 leads per week X $7 = $700
26 transfers X $10 = $260
Total: $960
That's why I'm saying that this is an advanced system.
This means all I do is feed 17 leads a day into LeadPod and it's $2,700 per week net. Not bad for never having to make an outbound call.
When they transfer a prospect I qualify then take them right to infiniteconferencing.com/join. I like the fixed address - now I don't have to email an invite. I just give them the participation code and there's no download for them to log in.
I start a desktop share and take 'em to my Norvax site - line up a few plans side by side and they choose. I don't do hardly any "first call closes" but we go over the plans, compare them then I email the plan from the Norvax site that we discussed so they can review it.
To me it's all a bit insane:
Do I really get paid to do this?
Also, webinar today at 1pm EST to go over association benefits: www.ihiaa.com
Technology is simply amazing. First of all, let's cover this first - I'm a fan of getting leads as exclusive as possible however generating exclusive leads takes at least 3 hours a day. That's 3 hours I don't have anymore with running the association.
But for brand new agents who have literally never written a single deal - to mirror this - just remember to have a big budget, product knowledge and closing skills.
Ok, so I'm getting shared leads from three different sources and they all get fed to LeadPod. LeadPod is transferring around 26% which is fantastic since on my own I only got a hold of around 12% since my follow-up skills are lacking.
I'm closing 1 out of 4 transfers so let's do the math:
Lead cost: $7 on average
4 transfers: $40 ($10 per transfer)
17 leads to get a deal X $7: $119
Total: $159
Average Commish: $700
Net Profit: $541
Just remember that if you want to budget this out:
20 leads a day X 5 = 100 leads per week X $7 = $700
26 transfers X $10 = $260
Total: $960
That's why I'm saying that this is an advanced system.
This means all I do is feed 17 leads a day into LeadPod and it's $2,700 per week net. Not bad for never having to make an outbound call.
When they transfer a prospect I qualify then take them right to infiniteconferencing.com/join. I like the fixed address - now I don't have to email an invite. I just give them the participation code and there's no download for them to log in.
I start a desktop share and take 'em to my Norvax site - line up a few plans side by side and they choose. I don't do hardly any "first call closes" but we go over the plans, compare them then I email the plan from the Norvax site that we discussed so they can review it.
To me it's all a bit insane:
- Leads from the internet
- Leads fed into Leadpod - only transfer prospect with interest and time to talk
- Desktop share
- Norvax comparisons
- Email quotes
- Online applications
Do I really get paid to do this?
Also, webinar today at 1pm EST to go over association benefits: www.ihiaa.com
Friday, April 18, 2008
Time Change
I'll be running webinar to go over membership benefits on tomorrow, Saturday at 11am EST - not tonight at 6pm. Info is below and on the website www.ihiaa.com
Trying to keep up with updates
Sorry all - trying to keep up with updates and I'm falling behind. Right now I'm still on LeadPod - absolutely love them.
Basically, all of my leads gets fed into LeadPod and they simply make the calls for me. In my particular situation it's a Godsend since most of my day is the association yet I still need to write some business.
This automates my business and frees me up to do other things during the day.
The association is doing extremely well - much better than I thought it would without any formal advertising.
I just started uploading courses online: www.ihiaa.coursehost.com
Right now I have over 30 courses to upload - it's a fantastic format since members can punch into any course and everything is indexed.
I'm also going to do my 1st live webinar this week about membership and I'm sorry if I have not replied to your email or called you back yet regarding questions. Between current members and writing business I'm behind on answering some questions.
Tonight at 6pm EST just go to:
www.infiniteconferencing.com/join
Code: 2101012
Call into: 712-432-1699 code: 449228
Basically, all of my leads gets fed into LeadPod and they simply make the calls for me. In my particular situation it's a Godsend since most of my day is the association yet I still need to write some business.
This automates my business and frees me up to do other things during the day.
The association is doing extremely well - much better than I thought it would without any formal advertising.
I just started uploading courses online: www.ihiaa.coursehost.com
Right now I have over 30 courses to upload - it's a fantastic format since members can punch into any course and everything is indexed.
I'm also going to do my 1st live webinar this week about membership and I'm sorry if I have not replied to your email or called you back yet regarding questions. Between current members and writing business I'm behind on answering some questions.
Tonight at 6pm EST just go to:
www.infiniteconferencing.com/join
Code: 2101012
Call into: 712-432-1699 code: 449228
Friday, April 11, 2008
Everything
Well, I had a goal this year to finally hit 1 million in business - 20K a week, which I've never done before. I've always been over $700K a year but never hit my ultimate goal.
This year, however, I'm tracking 1.4. Why? I have basically everything in place:
I spent a lot of years in sales and not too many days pass when I don't really appreciate what I'm doing for a living. Let's compare this to other sales jobs:
This year, however, I'm tracking 1.4. Why? I have basically everything in place:
- Flyers to businesses
- Flyers plastered up on community bulletin board
- Norvax quote site
- Shared leads
- LeadPod
- Referrals (I'm staying in touch much better with clients)
- Constant Contact following up with old leads
I spent a lot of years in sales and not too many days pass when I don't really appreciate what I'm doing for a living. Let's compare this to other sales jobs:
- No credit checks - which normally kills most sales (car, home improvement, etc...)
- No driving to see clients - totally unique to insurance sales
- Can sell all available products unlike other sales were you represent one company
- Renewals - totally insane. The 8th wonder of the world is compound interest - renewals are just like that. Name me a sales job outside of insurance were you continue to be paid on past business
- Economy proof. Check out the out-of-work real estate agents and mortgage brokers. That industry collapsed. However, when the economy tightens more people need a rate reduction. I'm doing more business now then ever. Everyone needs to save.
- This will never go away (despite for the "universal" people may dream about)
- You are truly helping people
- Six figures is relatively easy if you don't pack it in too soon and give yourself a chance
- Almost no start-up costs compared to running other businesses
Thursday, April 10, 2008
Norvax - sometimes you don't know what you're not getting
Of course I always knew Norvax existed but never really gave them too hard of a look before. I was in the "if it's not broke don't fix it" mode - been making great money without it so why mess with it.
Also, as any other biz owner, I'm always trying to maximize profits and minimize costs. However, in this case it not what I was making it's what I was losing. Obviously if you're making $500 by spending $100 more you can make $1,000 it's a no-brainer.
I've now had Norvax for two weeks and it's an amazing and noticeable difference - absolutely increased business and easier. My site's www.mdhealthquotes.com - if you want to run a quote just enter "test" as your name and a MD zip code - 21113 will do. Put in your real email.
Now I can do company side-by-side comparisons - which I've done so far for every prospect and absolutely amazes people. They also get an email shot out with quotes and the auto responder keeps in touch by email at times you set.
I use to follow up by Constant Contact or simply manually sending emails - now it's set for me. Follow-up is crucial in this biz and it's one less thing I have to do.
Norax also alerts me by email when someone's in my site playing around and also shows me the specific plan they're looking at. Basically, when I give prospects my web address and go over some plans the shopping stops. They can now play around in my site on their own and look at plans - which they do.
I bought it since it's a tool and from running the association I'm basically comparing all tools and lead sources. I want to see what's a waste of money or "fluff" and what's legit.
Norvax is one of those things where if you don't have it then it's not what you're saving, it's what you're losing.
You'll pay what I pay - it's $75 a month for the engine/broker office and $50 if you want auto-responder - so it's $120 if you want both which is a $100 per month discount if you're a member. If anyone wants any details just contact me.
Also, as any other biz owner, I'm always trying to maximize profits and minimize costs. However, in this case it not what I was making it's what I was losing. Obviously if you're making $500 by spending $100 more you can make $1,000 it's a no-brainer.
I've now had Norvax for two weeks and it's an amazing and noticeable difference - absolutely increased business and easier. My site's www.mdhealthquotes.com - if you want to run a quote just enter "test" as your name and a MD zip code - 21113 will do. Put in your real email.
Now I can do company side-by-side comparisons - which I've done so far for every prospect and absolutely amazes people. They also get an email shot out with quotes and the auto responder keeps in touch by email at times you set.
I use to follow up by Constant Contact or simply manually sending emails - now it's set for me. Follow-up is crucial in this biz and it's one less thing I have to do.
Norax also alerts me by email when someone's in my site playing around and also shows me the specific plan they're looking at. Basically, when I give prospects my web address and go over some plans the shopping stops. They can now play around in my site on their own and look at plans - which they do.
I bought it since it's a tool and from running the association I'm basically comparing all tools and lead sources. I want to see what's a waste of money or "fluff" and what's legit.
Norvax is one of those things where if you don't have it then it's not what you're saving, it's what you're losing.
You'll pay what I pay - it's $75 a month for the engine/broker office and $50 if you want auto-responder - so it's $120 if you want both which is a $100 per month discount if you're a member. If anyone wants any details just contact me.
Wednesday, April 9, 2008
Sorry for the down time!
A week and no blog update - I apologize but it's been absolutely nuts. Most of my time is now spent on the association with about 6 new members per day on average.
Marketing and leads are obviously everyone's biggest issue and members are looking to me for legitimate sources. As everyone knows, I'm not an internet lead guy - been off them for 2 years.
So let's cover this first:
I feel the best way to build your business is local marketing; telemarketing, BtoB, flyers, chamber of commerce, etc...I'm still a fan of Marketing Campaign Solution's auto-dialer CRM. I think new agents need to learn to get comfortable on phone and spend as little money possible on leads while generating a lot of leads.
Telemarketing accomplishes that - $300 a month for the dialer (for members) and you should be spending at least 10 hours a week on it - 15 for newbies. That's the lowest cost-per-lead you'll find in the biz....and obviously the leads are exclusive.
That being said, it's not a perfect world and many agents simply do not want to telemarket. Fine - not an issue. They're looking to buy leads so I've been busy testing out lead sources. I'm not going to recommend lead sources that I can't close. Not to blow my own horn - but if I can't close 'em I doubt a new agent would be able to.
So I'm running the alossociation and dealing with shared leads....doing decent with the BETTER sources. And there are indeed good and crappy sources - the difference is immediate and apparent. Hardly anyone answers the phone on the crappy sources:
I also just started using LeadPod a few days ago - they call my leads for me and transfer the prospects to be so I don't have to plug away on the phone all day. So far so good but too soon to post actual results.
But yes, there are indeed still some fantastic shared lead source out there.
Marketing and leads are obviously everyone's biggest issue and members are looking to me for legitimate sources. As everyone knows, I'm not an internet lead guy - been off them for 2 years.
So let's cover this first:
I feel the best way to build your business is local marketing; telemarketing, BtoB, flyers, chamber of commerce, etc...I'm still a fan of Marketing Campaign Solution's auto-dialer CRM. I think new agents need to learn to get comfortable on phone and spend as little money possible on leads while generating a lot of leads.
Telemarketing accomplishes that - $300 a month for the dialer (for members) and you should be spending at least 10 hours a week on it - 15 for newbies. That's the lowest cost-per-lead you'll find in the biz....and obviously the leads are exclusive.
That being said, it's not a perfect world and many agents simply do not want to telemarket. Fine - not an issue. They're looking to buy leads so I've been busy testing out lead sources. I'm not going to recommend lead sources that I can't close. Not to blow my own horn - but if I can't close 'em I doubt a new agent would be able to.
So I'm running the alossociation and dealing with shared leads....doing decent with the BETTER sources. And there are indeed good and crappy sources - the difference is immediate and apparent. Hardly anyone answers the phone on the crappy sources:
- Too many agents calling
- Lead generated by affiliate spam or incentive ads
- Leads target the broke: "guaranteed issue for $29.95 a month!"
I also just started using LeadPod a few days ago - they call my leads for me and transfer the prospects to be so I don't have to plug away on the phone all day. So far so good but too soon to post actual results.
But yes, there are indeed still some fantastic shared lead source out there.
Wednesday, April 2, 2008
Great Press!
Read Benpath's press release as we endorse them as our exclusive lead provider - actually our only association provider of exclusive leads.
Benepath not only offers exclusive leads, but when the quote is submitted the prospect goes to your page that Benepath designs for you. You integrate that with Norvax and now the prospect clicks "submit" and immediately sees quotes from your Norax engine with your contact information on the left side.
You get instant notification and when you call the prospect is actually on your Norvax page looking and quotes. No call centers, no affiliate crap, no redirects to Ehealth.
http://www.msnbc.msn.com/id/23916571/
We'll also be having another webinar tonight at 6pm to go over member benefits - some newly added benefits and do a Q&A session.
Go to www.ihiaa.com at 5pm to log in.
Benepath not only offers exclusive leads, but when the quote is submitted the prospect goes to your page that Benepath designs for you. You integrate that with Norvax and now the prospect clicks "submit" and immediately sees quotes from your Norax engine with your contact information on the left side.
You get instant notification and when you call the prospect is actually on your Norvax page looking and quotes. No call centers, no affiliate crap, no redirects to Ehealth.
http://www.msnbc.msn.com/id/23916571/
We'll also be having another webinar tonight at 6pm to go over member benefits - some newly added benefits and do a Q&A session.
Go to www.ihiaa.com at 5pm to log in.
PLEASE DON'T SHOP AT WALMART!
I've totally had it with this filthy and disgusting company. How many times do we have to hear how they screw their employees?
This takes the cake:
http://www.cnn.com/2008/US/law/04/02/walmart.decision/index.html
This poor woman - loyal employee of Walmart was permanently brain damaged in a car accident. She was awarded 1 million of which $400,000+ was hers after legal fees. She needed that money for continuing care.
Walmart, however SUES HER to recover what they paid towards her medical expenses - the goal was leaving her penniless they a mult-zillion dollar company would have $400,000+ while this lady struggles with daily life without money for on-going medical.
I will never stop foot in another Walmart and I encourage everyone to follow.
This takes the cake:
http://www.cnn.com/2008/US/law/04/02/walmart.decision/index.html
This poor woman - loyal employee of Walmart was permanently brain damaged in a car accident. She was awarded 1 million of which $400,000+ was hers after legal fees. She needed that money for continuing care.
Walmart, however SUES HER to recover what they paid towards her medical expenses - the goal was leaving her penniless they a mult-zillion dollar company would have $400,000+ while this lady struggles with daily life without money for on-going medical.
I will never stop foot in another Walmart and I encourage everyone to follow.
Monday, March 31, 2008
Membership webinar today
Again, it's far better to just hold a webinar to answer questions about the association - so if you've emailed me with questions just go to the site:
www.ihiaa.com
at 5p, click the webinar link and call into the conference number. The webinar will last about 10 minutes.
I've been busy lining up more and more member discounts, and it's gonna get real nice. So far we have three lead sources offering discounts - and lesser known sources that don't use spam tactics.
I've also lined up a fantastic agency offering Humana advances - so if anyone is interested in a Humana contract with an advance just contact me today at admin@ihiaa.com or just call: 410-874-7241
www.ihiaa.com
at 5p, click the webinar link and call into the conference number. The webinar will last about 10 minutes.
I've been busy lining up more and more member discounts, and it's gonna get real nice. So far we have three lead sources offering discounts - and lesser known sources that don't use spam tactics.
I've also lined up a fantastic agency offering Humana advances - so if anyone is interested in a Humana contract with an advance just contact me today at admin@ihiaa.com or just call: 410-874-7241
Thursday, March 27, 2008
Another webinar
As the days go by I get more and more emails and calls about the association. I try to get back to everyone but I'm falling behind with the emails.
I'll be holding a webinar tonight at 6pm - just hit the site: www.ihiaa.com and click the webinar section. All you need to do is click the meeting link and call in right before 6pm EST. I'll go over everything and answer any question.
If you want to be sent a reminder before the meeting starts just email me at admin@ihiaa.com
Yesterday it was call after call lining up discounts and agencies. I have a line on a fantastic agency that gives Humana advances - got more talking to do today for that.
Lined up a very good lead source; shared but they don't redirect to Eheatlh nor use affiliate spam to generate leads. 100% search driven, and tested. 75 cent per-lead discount to members to boot.
Back on the phone today to scour more lead sources.
I'll be holding a webinar tonight at 6pm - just hit the site: www.ihiaa.com and click the webinar section. All you need to do is click the meeting link and call in right before 6pm EST. I'll go over everything and answer any question.
If you want to be sent a reminder before the meeting starts just email me at admin@ihiaa.com
Yesterday it was call after call lining up discounts and agencies. I have a line on a fantastic agency that gives Humana advances - got more talking to do today for that.
Lined up a very good lead source; shared but they don't redirect to Eheatlh nor use affiliate spam to generate leads. 100% search driven, and tested. 75 cent per-lead discount to members to boot.
Back on the phone today to scour more lead sources.
Wednesday, March 26, 2008
And the mailers go out!
1st batch of mailers go out today - this is the real size (click on it) and the only change they made was centering and enlarging the text under "webinar." The postcards can be simple since all I really need agents to do is hit the website. Should be interesting results.
In other news I'm getting the Norvax quote engine installed on my site since they just came out with changes that really made a huge difference to me in the way I like to present quotes to my clients.
I'll update you more on the new Norvax features either later today or tomorrow.
In other news I'm getting the Norvax quote engine installed on my site since they just came out with changes that really made a huge difference to me in the way I like to present quotes to my clients.
I'll update you more on the new Norvax features either later today or tomorrow.
Tuesday, March 25, 2008
Are you an information kiosk - and IHIAA webinar today
First off - we're holding a webinar today on the benefits of joining the association followed by a Q&A session. Go to www.ihiaa.com and click into the webinar link. Yesterday was our largest enrollment date yet!
There is power in numbers and as membership grows we have more leverage to work on steep discounts on services agents use every day.
Onto closing deals. Are you wasting time with tire kickers? Are you trying to chase people down - calling over and over, leaving message after message?
Don't wast time with tire kickers and don't spend countless hours just giving away free information to prospects who never had any intention of enrolling.
It's hard in this business to create a sense of urgency; we can't offer discounts; "buy by tomorrow and save 10%" like most sales industries.
Still - urgency needs to be created but it's a thin like between coming across as helpful without turning into a used car salesman.
Qualification is the key. Regardless of the lead source, my initial conversation is a series of questions - not statements. A huge mistake agents make is going into sales mode with prospects; going over plan benefits and rates.
Instead of launching into a presentation, ask a battery of questions. They won't answer the questions or seem disinterested? Done - move on:
Me: "So what's your biggest concern now about your coverage - your rate or benefits"
Prospect: "ummm, I dunno."
Me: "Ok, what's your current rate?"
Prospect: "Ummm, I dunno. Around $300 I guess."
DONE!!! Move on! There's no interest there. Interested prospects will engage you, answer questions and convey dissatisfaction about their current situation.
However, if you're not careful you can even lose the interest ones but not setting yourself up as someone who's gonna do business.
When I have a prospect on the phone who's conveying interest I have to get them excited about what I can do for them. Normally I'm saving clients money and I put it like this:
"Well Pam, you're currently paying $640 and based on some quick quotes I'm looking at you can save just over $200 a month. How does that sound?" When she says it sounds great I'll say:
"The good news is this is very simple. I can show some plans side-by-side and once you choose the plan you want I can take care of the application in minutes."
This positions me as someone who's gonna do business - no someone who's gonna just "show them quotes." When you do a presentation it's important for them to be in "buying mode" instead of "researching mode."
There is power in numbers and as membership grows we have more leverage to work on steep discounts on services agents use every day.
Onto closing deals. Are you wasting time with tire kickers? Are you trying to chase people down - calling over and over, leaving message after message?
Don't wast time with tire kickers and don't spend countless hours just giving away free information to prospects who never had any intention of enrolling.
It's hard in this business to create a sense of urgency; we can't offer discounts; "buy by tomorrow and save 10%" like most sales industries.
Still - urgency needs to be created but it's a thin like between coming across as helpful without turning into a used car salesman.
Qualification is the key. Regardless of the lead source, my initial conversation is a series of questions - not statements. A huge mistake agents make is going into sales mode with prospects; going over plan benefits and rates.
Instead of launching into a presentation, ask a battery of questions. They won't answer the questions or seem disinterested? Done - move on:
Me: "So what's your biggest concern now about your coverage - your rate or benefits"
Prospect: "ummm, I dunno."
Me: "Ok, what's your current rate?"
Prospect: "Ummm, I dunno. Around $300 I guess."
DONE!!! Move on! There's no interest there. Interested prospects will engage you, answer questions and convey dissatisfaction about their current situation.
However, if you're not careful you can even lose the interest ones but not setting yourself up as someone who's gonna do business.
When I have a prospect on the phone who's conveying interest I have to get them excited about what I can do for them. Normally I'm saving clients money and I put it like this:
"Well Pam, you're currently paying $640 and based on some quick quotes I'm looking at you can save just over $200 a month. How does that sound?" When she says it sounds great I'll say:
"The good news is this is very simple. I can show some plans side-by-side and once you choose the plan you want I can take care of the application in minutes."
This positions me as someone who's gonna do business - no someone who's gonna just "show them quotes." When you do a presentation it's important for them to be in "buying mode" instead of "researching mode."
Monday, March 24, 2008
Addicted to the live desktop presentation
I've now signed up every client over the past 2 weeks using the Zoho desktop share feature and now I really don't know how else I would ever do it.
I like controlling the presentation. Before, I was just telling my prospects to "click this" and "click that" but you're really not on the same page as them.
I'm doing the side-by-side plan comparisons and it really turns it onto a shopping experience. My next step is hooking up with the Norvax engine. As it stands now, I can take them to my site and do side-by-sides for one company but what I'd love to do is comparisons between other carriers.
Imagine taking a healthy prospect and doing a side by side with Copay Select, Aetna ppo30 and Max Plan with a copay. Lol - "Ok Jim, choose $140, $260 or $310."
On the association front, I went with "website tonight" from Godaddy and greatly improved the look of the main site: http:/www.ihiaa.com and the member's site. In fact, from the modest monthly fee ($12) Godaddy charges for unlimited pages it's a far better overall value than using Google's free site.
I like controlling the presentation. Before, I was just telling my prospects to "click this" and "click that" but you're really not on the same page as them.
I'm doing the side-by-side plan comparisons and it really turns it onto a shopping experience. My next step is hooking up with the Norvax engine. As it stands now, I can take them to my site and do side-by-sides for one company but what I'd love to do is comparisons between other carriers.
Imagine taking a healthy prospect and doing a side by side with Copay Select, Aetna ppo30 and Max Plan with a copay. Lol - "Ok Jim, choose $140, $260 or $310."
On the association front, I went with "website tonight" from Godaddy and greatly improved the look of the main site: http:/www.ihiaa.com and the member's site. In fact, from the modest monthly fee ($12) Godaddy charges for unlimited pages it's a far better overall value than using Google's free site.
Wednesday, March 19, 2008
Exclusive lead source - largest membership day yet
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.
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.
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