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

[somarco]

Before caller ID became prevalent, I would call several times. But now that almost everyone has ID I figure someone looking at their ID says to themselves, "Dang, this guy must be desperate. He called 14x in the last 3 days."

Like I said. I go for low hanging fruit.

What works for me won't necessarily work for you.

 

[KidsGotHeart]

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.

Why do you think they finally answer? Do you call from different numbers?

 

[Thad.Sipple]

Why do you think they finally answer? Do you call from different numbers?

I dunno, but I do have 50 or so caller ID's, so they will never see the same one.

 

[axeman462]

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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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]

Thats a good point, didnt consider that.
I do mostly medicare, its at least 70% of my business.

 

[somarco]

Just curious. Why is an FE prospect any different from a prospect for any other insurance product?

 

[John Galt]

Keep them on the call list for the next time you're in the area...except call *after* the newer leads...and call through the newer leads twice before calling the older leads...

Eventually there will be a group of older leads at the bottom of the list that just don't get called very much because you've already filled up your day with appointments...that's when you stop calling them, your day is already full.

Then you might try door knocking them if they just happen to be en route between appointments or other new leads and you have some spare time.

Keep calling, just not to the detriment of the new cream.

Exactly, that is how you manage the "law of diminishing returns" Good post.

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Just curious. Why is an FE prospect any different from a prospect for any other insurance product?

Have you ever sold FE? And not just cross selling to your medsupp clients, I mean straight away fully sold only FE? If you have then you know the answer, they are different....thats the nicest way I can post.

 

[moonlightandmargaritas]

Why is an FE prospect any different from a prospect for any other insurance product?

They aren't.

Some want to think that they are, that it takes something special to connect with the market. It doesn't.

Good sales fundamentals work - in every market.

 

[Norwayguy]

Before caller ID became prevalent, I would call several times. But now that almost everyone has ID I figure someone looking at their ID says to themselves, "Dang, this guy must be desperate. He called 14x in the last 3 days."

Like I said. I go for low hanging fruit.

What works for me won't necessarily work for you.

Yeah but who does not have a couple of numbers. I have my toll free number my office number, cell phone and a couple of google voice numbers. I can have the dialer show different caller id numbers I only have to have the dialer call me once and enter a code to verify my control of the number to be able to use it. Also if you work out what was the first example 38 calls over 4 months or 120 days that's a 1 call on average every 3 days assuming all calls use the same phone number.

 

[goillini52]

Just curious. Why is an FE prospect any different from a prospect for any other insurance product?

From what I read, they're different because of flies, fleas, cockroaches and cat piss for starters.

 

[Thad.Sipple]

From what I read, they're different because of flies, fleas, cockroaches and cat piss for starters.

Have you been to my office?