Is It the Economy or is It Me???

[dallas1]

I'm an agent in North Carolina and my final expense sales have hit a slump. It seems that I was doing a lot better a year and half ago when I first started. I was reading that in 2007 the Charlotte, NC area had an unemployment rate of 4.2% and now the rate has jumped up to 12.9%. Are my sales skills getting worse or is this economy definitely having an effect on my sales?

I do direct mailings for my leads. I use the mailings that have the "checkboxes" on them for the consumer to choose a benefit amount. My returns have not been great. When you talk to the different direct marketing lead companies they will tell you that statewide they get anywhere from a 2-3% return rate in NC and much higher returns in other states. I am not getting that high of a return. Maybe it is the economy in the Charlotte Metro area and that's why I have such low rates of return.

I listened to a recording, featuring Alan Benedict, and he said in CA he's getting 20 to 30 leads from a 1000 peice mailing. I would be very happy with that kind of return. With that being said, am I possibly using the wrong kind of lead? I know there are the "$255 social security" lead peices out there and that you can get a higher rates of return on them, but I have found with those leads you are just wasting gas because the consumer thinks you are out there to talk about their social security benefits.

Am I just making excuses here and I need to suck it up and order more leads or do I have valid concerns about the economy and that this is the real reason for my slump? Your thoughts...

 

[arnguy]

Mmmm.....I think it is you!

 

[briko3]

If mail leads weren't working, I'd do something other than mail leads. Just me though.

 

[elder]

Its, the economy. Try a different lead piece.

 

[WinoBlues]

We all hit slumps. It is normally, not always, self imposed. At least in my case.

>>It seems that I was doing a lot better a year and half ago when I first started.

A suggestion: Make service calls to those clients. It is rare that does not create activity for me. Checking beneficiary wording many times leads to a referral. Also whether or not the app ask for it always get the Bene's DOB, address and phone number. Also permission to call them to introduce yourself, just in case. Make notes about them also. Work, married, ages, kids etc..

That one lead or sale can become 6.

Service what you sell or someone else will. The majority of my new business are people that already have insurance.

Good luck.

I'm an agent in North Carolina and my final expense sales have hit a slump. It seems that I was doing a lot better a year and half ago when I first started. I was reading that in 2007 the Charlotte, NC area had an unemployment rate of 4.2% and now the rate has jumped up to 12.9%. Are my sales skills getting worse or is this economy definitely having an effect on my sales?

I do direct mailings for my leads. I use the mailings that have the "checkboxes" on them for the consumer to choose a benefit amount. My returns have not been great. When you talk to the different direct marketing lead companies they will tell you that statewide they get anywhere from a 2-3% return rate in NC and much higher returns in other states. I am not getting that high of a return. Maybe it is the economy in the Charlotte Metro area and that's why I have such low rates of return.

I listened to a recording, featuring Alan Benedict, and he said in CA he's getting 20 to 30 leads from a 1000 peice mailing. I would be very happy with that kind of return. With that being said, am I possibly using the wrong kind of lead? I know there are the "$255 social security" lead peices out there and that you can get a higher rates of return on them, but I have found with those leads you are just wasting gas because the consumer thinks you are out there to talk about their social security benefits.

Am I just making excuses here and I need to suck it up and order more leads or do I have valid concerns about the economy and that this is the real reason for my slump? Your thoughts...

 

[Mark]

Your numbers are all wrong. F.E. direct mail is more like 1/2 of 1% to 1% at best.


Also, time are hard on everyone, but you just have to find your niche market and work harder.

People still need insurance.

 

[The Brokerage Resource]

North Carolina is the most targeted state in US for Direct mail for senior products.

Ask your mailing people which state they do the most drops for, and 99% its NC or TX

 

[yabadabadoo1026]

I know there are the "$255 social security" lead peices out there and that you can get a higher rates of return on them, but I have found with those leads you are just wasting gas because the consumer thinks you are out there to talk about their social security benefits.



you are right, this piece may get higher mail returns but they are very low quality returns --yes, most have no legitimate interest in insurance and think its just another free government handout----these folks see $$$$$ and Social Security and then quit reading even though it says "Final expense life insurance" on the mailer--I'm going dizzy from hard thump of palm to head when get back to the car after they say they disnt know this had to do with life insurance

It's probably not you, these folks first thought in this entitlment socieity has become what is Obama "giving" us now---half them you cant even reach in advance cause they have a goverment paid for phone thats out of minutes and it just goes unavailable for incomeing calls till the next free reload

I've told my mailer any other piece but this 255 one going forward

 

[PostcardMania]

I'm an agent in North Carolina and my final expense sales have hit a slump. It seems that I was doing a lot better a year and half ago when I first started. I was reading that in 2007 the Charlotte, NC area had an unemployment rate of 4.2% and now the rate has jumped up to 12.9%. Are my sales skills getting worse or is this economy definitely having an effect on my sales?

I do direct mailings for my leads. I use the mailings that have the "checkboxes" on them for the consumer to choose a benefit amount. My returns have not been great. When you talk to the different direct marketing lead companies they will tell you that statewide they get anywhere from a 2-3% return rate in NC and much higher returns in other states. I am not getting that high of a return. Maybe it is the economy in the Charlotte Metro area and that's why I have such low rates of return.

I listened to a recording, featuring Alan Benedict, and he said in CA he's getting 20 to 30 leads from a 1000 peice mailing. I would be very happy with that kind of return. With that being said, am I possibly using the wrong kind of lead? I know there are the "$255 social security" lead peices out there and that you can get a higher rates of return on them, but I have found with those leads you are just wasting gas because the consumer thinks you are out there to talk about their social security benefits.

Am I just making excuses here and I need to suck it up and order more leads or do I have valid concerns about the economy and that this is the real reason for my slump? Your thoughts...

Honestly, it could be a number of things... your offer, your design, your mailing list, your follow up marketing efforts, etc. I know this was posted back in Oct. are you still having a hard time? Have you changed any of your marketing methods?

 

[G.Gordon]

Sort of the economy. High unemployment numbers have turned more and more people into insurance agents. One of the quickest places to make a buck is FE. So there is way more mail, phone, and other marketing than before. Kinda of makes your efforts get lost in a pile of rubbish.