How Many Times Would You Call a Lead Before You Give Up?

[Thad.Sipple]

I ask because I think most agents don't work leads hard enough. My real life example below.

It took 38 calls (all no answers) from 1-6-2014 to 2-4-2014 to create the lead and make note the Data was incorrect, the data shows it's a women who is 72 years old. It was a man who is 52.

So we got the lead on 2-5 it took 35 calls before it turned into a $117 sale.

On the 8th call it was dispositioned as a "not interested", 1 week later I recycled all the not interested for this agents leads. Another agent got this lead and talked to the lead for 20 min and put him as a call back, then it took 27 calls to turn it into a sale, this time period was from 2-5 to 4-4, total time spent to turn this lead into a sale 59 mins of talk time and no answer time.

Maybe it's worth it maybe it's not. What if it was a $50 per month sale? Anyway this happens all the time and to me it proves that you can't call a lead too many times.

 

[Gooner]

I'd like to see if it stays on the books for you?

 

[axeman462]

[QUOT E=Thad.Sipple;832940]I ask because I think most agents don't work leads hard enough. My real life example below.

It took 38 calls (all no answers) from 1-6-2014 to 2-4-2014 to create the lead and make note the Data was incorrect, the data shows it's a women who is 72 years old. It was a man who is 52.

So we got the lead on 2-5 it took 35 calls before it turned into a $117 sale.

On the 8th call it was dispositioned as a "not interested", 1 week later I recycled all the not interested for this agents leads. Another agent got this lead and talked to the lead for 20 min and put him as a call back, then it took 27 calls to turn it into a sale, this time period was from 2-5 to 4-4, total time spent to turn this lead into a sale 59 mins of talk time and no answer time.



Maybe it's worth it maybe it's not. What if it was a $50 per month sale? Anyway this happens all the time and to me it proves that you can't call a lead too many times.[/QUOTE]


I have had many situations like this before. Most recent one was a t65 that I first talked to back in November, and just close him a few weeks ago for a Medicare Advantage plan. didn't take more than one appointment in November and a few five minute phone calls over the next few months too close him.
I have read many posts on here where people give up and don't follow up on leads or appointments because they don't think anything will come of it. And they see it as a waste of time. Seems to me that many agents only want to lay down Leads and appointments. I don't know maybe I am just more hungry than other agents...

 

[John Galt]

I'd like to see if it stays on the books for you?

Someone has never heard the "law of diminishing returns". At that point it aint profitable for anyone. Too many other leads could be called during that time period of 59 mins and turned into a sale for way more than $117 month. In that amount of time I would expect more around $250 to $300 monthly ap. But thats just been my experience. And no, it wont stay on the books.

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[QUOT E=Thad.Sipple;832940]I ask because I think most agents don't work leads hard enough. My real life example below.

It took 38 calls (all no answers) from 1-6-2014 to 2-4-2014 to create the lead and make note the Data was incorrect, the data shows it's a women who is 72 years old. It was a man who is 52.

So we got the lead on 2-5 it took 35 calls before it turned into a $117 sale.

On the 8th call it was dispositioned as a "not interested", 1 week later I recycled all the not interested for this agents leads. Another agent got this lead and talked to the lead for 20 min and put him as a call back, then it took 27 calls to turn it into a sale, this time period was from 2-5 to 4-4, total time spent to turn this lead into a sale 59 mins of talk time and no answer time.



Maybe it's worth it maybe it's not. What if it was a $50 per month sale? Anyway this happens all the time and to me it proves that you can't call a lead too many times.

I have had many situations like this before. Most recent one was a t65 that I first talked to back in November, and just close him a few weeks ago for a Medicare Advantage plan. didn't take more than one appointment in November and a few five minute phone calls over the next few months too close him.
I have read many posts on here where people give up and don't follow up on leads or appointments because they don't think anything will come of it. And they see it as a waste of time. Seems to me that many agents only want to lay down Leads and appointments. I don't know maybe I am just more hungry than other agents...[/QUOTE]

Do you sell Final Expense? If not its a different bird from Medigap or Medicare sales. I would agree to perform constant follow up on those leads as they are a different type of market. It does not work out that way with FE.

 

[Thad.Sipple]

I'd like to see if it stays on the books for you?

78.5% of what I write does, so we will see, but I think what everyone misses is if they were interested in January for a final explants plan why would they not be interested four months later the only answer is if they bought. Like I stated this happens all the time.

 

[jdeasy]

78.5% of what I write does, so we will see, but I think what everyone misses is if they were interested in January for a final explants plan why would they not be interested four months later the only answer is if they bought. Like I stated this happens all the time.

If it happens all the time then why was this one unusual enough for you to post about it?

 

[Thad.Sipple]

Someone has never heard the "law of diminishing returns". At that point it aint profitable for anyone. Too many other leads could be called during that time period of 59 mins and turned into a sale for way more than $117 month. In that amount of time I would expect more around $250 to $300 monthly ap. But thats just been my experience. And no, it wont stay on the books. ---------- I have had many situations like this before. Most recent one was a t65 that I first talked to back in November, and just close him a few weeks ago for a Medicare Advantage plan. didn't take more than one appointment in November and a few five minute phone calls over the next few months too close him. I have read many posts on here where people give up and don't follow up on leads or appointments because they don't think anything will come of it. And they see it as a waste of time. Seems to me that many agents only want to lay down Leads and appointments. I don't know maybe I am just more hungry than other agents...

Do you sell Final Expense? If not its a different bird from Medigap or Medicare sales. I would agree to perform constant follow up on those leads as they are a different type of market. It does not work out that way with FE.[/QUOTE]


Did you miss the part where I said it was a total phone call time of 60 minutes 38 calls two of them were 30 minutes each approximately all the rest were five or six second calls how is that a point of diminishing return. At the end of the day it was still one hours worth of work the hour was just spread over four months I don't know maybe I'm crazy

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Well I would hope you guys know me well enough to know if I say I will update I will update in few months and let you know if it's still on the books.

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Someone has never heard the "law of diminishing returns". At that point it aint profitable for anyone. Too many other leads could be called during that time period of 59 mins and turned into a sale for way more than $117 month. In that amount of time I would expect more around $250 to $300 monthly ap. But thats just been my experience. And no, it wont stay on the books. ---------- I have had many situations like this before. Most recent one was a t65 that I first talked to back in November, and just close him a few weeks ago for a Medicare Advantage plan. didn't take more than one appointment in November and a few five minute phone calls over the next few months too close him. I have read many posts on here where people give up and don't follow up on leads or appointments because they don't think anything will come of it. And they see it as a waste of time. Seems to me that many agents only want to lay down Leads and appointments. I don't know maybe I am just more hungry than other agents...

Do you sell Final Expense? If not its a different bird from Medigap or Medicare sales. I would agree to perform constant follow up on those leads as they are a different type of market. It does not work out that way with FE.[/QUOTE]



Also this was a telesale, so part of that 60 mins was the actual sale itself. If that makes sense.

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If it happens all the time then why was this one unusual enough for you to post about it?

I dunno just figured I would post, it's also funny that I reset my not interested list every 6 weeks and get sales from them simply cuz a different agent called on them or the timing was different, haven't posted about those either.

 

[somarco]

Too many other leads could be called during that time period of 59 mins and turned into a sale for way more than $117 month.

I agree, and no, I do not sell final expense. But I have sold a lot of things over the years and I know how to pursue the low hanging fruit and let others be the pesky sales person that tries to wear them down.

Glad this worked out for you Thad.

 

[Thad.Sipple]

I agree, and no, I do not sell final expense. But I have sold a lot of things over the years and I know how to pursue the low hanging fruit and let others be the pesky sales person that tries to wear them down. Glad this worked out for you Thad.

Maybe I view it different cuz it's telesales, with this example though it would have taken 8 calls to get an appt I guess.

 

[somarco]

Telesales is all I do too. Haven't done F2F in years but the only pestering I did with those was to call them the day before the appointment and again before I got in the car to go see them.