Re: Something I Dont Understand
If you were going to buy one of Seth's books, which one would it be?
If you were going to buy one of Seth's books, which one would it be?
Something I Dont Understand About Lack Of Prospecting
- Thread starter jmatos
- Start date
Re: Something I Dont Understand
spend $400 make $2400-$3200.
spend $1 make $6-$8
spend 5 hours figure your avg hourly rate x 6-8
spend $400 make $2400-$3200.
spend $1 make $6-$8
spend 5 hours figure your avg hourly rate x 6-8
Re: Something I Dont Understand
Or do number 3 until you have the money to do number one.
Or do number 3 until you have the money to do number one.
Re: Something I Dont Understand
Yep, whatever. I don't care what method, as long as it has the returns that you're looking for. I know a lot of people using the lead companies (efes, securus, etc.) make those kind of returns. The ones that don't should probably pay attention to the ones that do and steal every idea they have OR find a new marketing plan. Everyone has different strengths so what works well for me, may not work for you. For example, I would rather pay someone to get me out in the field. I've used telemarketers, mail houses, lead companies, you name it. Not because I'm scared of the phone but because I don't like being stuck in an office during selling hours. Does that mean that doing your own prospecting on the phone is bad, wrong, or stupid? Absolutely not. I don't think one is better than the other they are just another way to "get in the way". That's all we do. There are lots of broke agents that pound the phone everyday, and lots of broke agents that knock doors, and lots of broke agents that buy leads.
Yep, whatever. I don't care what method, as long as it has the returns that you're looking for. I know a lot of people using the lead companies (efes, securus, etc.) make those kind of returns. The ones that don't should probably pay attention to the ones that do and steal every idea they have OR find a new marketing plan. Everyone has different strengths so what works well for me, may not work for you. For example, I would rather pay someone to get me out in the field. I've used telemarketers, mail houses, lead companies, you name it. Not because I'm scared of the phone but because I don't like being stuck in an office during selling hours. Does that mean that doing your own prospecting on the phone is bad, wrong, or stupid? Absolutely not. I don't think one is better than the other they are just another way to "get in the way". That's all we do. There are lots of broke agents that pound the phone everyday, and lots of broke agents that knock doors, and lots of broke agents that buy leads.
- 7,066
I can't. I only sell Med Supps.
I believe Med Supps are unique unto to themselves when it comes to prospecting. I have sold other kinds of insurance and I would not attempt to prospect for other products the way I prospect for Med Supps.
I do a lot of cold calling and I have found it is the best way for me to get new clients, other than referrals. I have purchased every kind of lead that has ever been available and I have found them to be nothing more than a name, address and phone number. I would not even classify them as "room temperature" leads let alone "warm" leads.
Virtually every senior believes that Medicare is not adequate health coverage, they all believe that they need something in addition to Medicare. This makes every senior a viable prospect, not only today but also in the future.
Every seniors situation is constantly changing. The guy I talk to today who isn't interested may be willing to send a cab for me eight months from now when he gets a premium increase. When premiums increase, seniors go shopping. If I get the name of the company they currently have I know at some point in the future that prospect will become a client. It's just a matter of time.
I routinely sell policies to people who I originally talked to 12, 24, and even 36 months ago. I am constantly recycling the people in my prospects database. As a result a good number of my new clients come out of my prospects database and are people I have talked to in the past.
Start with Permission Marketing.
I have Purple Cow and Meatball Sundae. Lot's of repeat material.
Jeff Gitomer is another good resource. Sign up for his newsletter.
His books repeat but not as much as Godin.
I have Sales Bible, Little Red Book (both books), and Getting Your Way.
- 170
There are tons of ways to market. I've never really met anyone that actually likes cold calling. But it still is an effective marketing tool. I've seen some people call all day and only get 1 appointment while others call for a few hours and get 5 or 6 appointments. Some days are good, some are bad. But you can most definitely make money cold calling.
I agree with Somarco on ROI. If you are buying leads you need to be getting a much better return. Normally if I don't make at least 2-3 appointments of the free leads I get I don't bother keeping the lead vendor. Since its a good possibility that if there "free" leads suck, there paid ones do as well.
I've bought exclusive, orphan, shared and aged. I've learned exclusive is only exclusive if the person hasn't gone to 50 other sites looking for quotes, aged are alright since they haven't been contacted for awhile. Shared are in my opinion the worst. The customer gets bombarded by people calling, gets fed up and doesn't want to do anything. I learned calling once to leave a message then call it a week later go and review what the client had done and normally save him money by switching him to something else.
Best leads I bought was a trade show. Held a raffle with a 100 dollar visa gift card, entry needed a name, phone, age, address, and what they were interested in. The show cost 800 + the 100 gift card. Give away gifts, set-up I think it was about 1000 total. But that 1000 turned back 9:1 with a few annuities a few long term care cases, a few life cases.
Personally I love trade shows and have had good luck with them. There are senior trade shows all the time in SD about 4 a year. One in LA is huge but it costs nearly 4k to sign up...
I don't do mailers. I'll do email blasts if things get really slow to past lead emails, normally 1-2 come back for an appointment.
CPA's, realtors, attorney's are all great resources as well.
Referrals are great, working your current book of business.
I agree with Somarco on ROI. If you are buying leads you need to be getting a much better return. Normally if I don't make at least 2-3 appointments of the free leads I get I don't bother keeping the lead vendor. Since its a good possibility that if there "free" leads suck, there paid ones do as well.
I've bought exclusive, orphan, shared and aged. I've learned exclusive is only exclusive if the person hasn't gone to 50 other sites looking for quotes, aged are alright since they haven't been contacted for awhile. Shared are in my opinion the worst. The customer gets bombarded by people calling, gets fed up and doesn't want to do anything. I learned calling once to leave a message then call it a week later go and review what the client had done and normally save him money by switching him to something else.
Best leads I bought was a trade show. Held a raffle with a 100 dollar visa gift card, entry needed a name, phone, age, address, and what they were interested in. The show cost 800 + the 100 gift card. Give away gifts, set-up I think it was about 1000 total. But that 1000 turned back 9:1 with a few annuities a few long term care cases, a few life cases.
Personally I love trade shows and have had good luck with them. There are senior trade shows all the time in SD about 4 a year. One in LA is huge but it costs nearly 4k to sign up...
I don't do mailers. I'll do email blasts if things get really slow to past lead emails, normally 1-2 come back for an appointment.
CPA's, realtors, attorney's are all great resources as well.
Referrals are great, working your current book of business.
