Those of You that Travel to Sell FE

[inreverse]

How do you develop leads in a city 3-5 hours away where you intend to stay a few days? DM leads seem to spread over a few weeks, do you wait for them to accumulate or do you primarily use TM leads. What is your strategy? Are fresh DM leads not as critical as TM leads in developing a target area? Thanks for your help.

 

[onefastpony]

How do you develop leads in a city 3-5 hours away where you intend to stay a few days? DM leads seem to spread over a few weeks, do you wait for them to accumulate or do you primarily use TM leads. What is your strategy? Are fresh DM leads not as critical as TM leads in developing a target area? Thanks for your help.

I drive on average 2-3 hours to the location I'm working. For instance, in Nov 1st I dropped 4K pieces to a city 3 hours away. I started working those leads the second and third week of December.

Just got to plan ahead of where you want to work.

 

[SPUR CITY]

How do you develop leads in a city 3-5 hours away where you intend to stay a few days? DM leads seem to spread over a few weeks, do you wait for them to accumulate or do you primarily use TM leads. What is your strategy? Are fresh DM leads not as critical as TM leads in developing a target area? Thanks for your help.

At 360 we have access to leads that have never been worked for a discounted price. They are basically the overflow leads from a particular agent that did not buy the leads for whatever reasons or the remaining leads that were left over after his or her purchase was fulfilled.


After 30 days those Direct Mail leads are discounted. When the 360 guys and I do blitzes we look at an area that has a high concentration of these types of leads. We then buy them up and work them for a few days. Some of us will also work telemarketing leads which can be created in just a few short days.


Some like Agentguy5 will drop 5-6 weeks before The blitz.

 

[Agentguy5]

How do you develop leads in a city 3-5 hours away where you intend to stay a few days? DM leads seem to spread over a few weeks, do you wait for them to accumulate or do you primarily use TM leads. What is your strategy? Are fresh DM leads not as critical as TM leads in developing a target area? Thanks for your help.

I let the leads build up and sometimes don't even get to them for a month or so. DM leads have one hell of a shelf life. Even after a month we still set them and still sell them.

 

[CJR]

At 360 we have access to leads that have never been worked for a discounted price. They are basically the overflow leads from a particular agent that did not buy the leads for whatever reasons or the remaining leads that were left over after his or her purchase was fulfilled.


After 30 days those Direct Mail leads are discounted. When the 360 guys and I do blitzes we look at an area that has a high concentration of these types of leads. We then buy them up and work them for a few days. Some of us will also work telemarketing leads which can be created in just a few short days.


Some like Agentguy5 will drop 5-6 weeks before The blitz.

I'm starting with 360 soon and talked to Ben about these aged DM leads, apparently there is a good amount in my area. For an average new guy starting out what would be an average closing ratio on these?

 

[SPUR CITY]

I'm starting with 360 soon and talked to Ben about these aged DM leads, apparently there is a good amount in my area. For an average new guy starting out what would be an average closing ratio on these?

Yeah swipe up as many of those as possible, in my opinion, in order to get started. At the discounted price they are a no-brainer. Depending on the age of them the closing percentage should not not be too far off

 

[HoosierDaddy]

At 360 we have access to leads that have never been worked for a discounted price. They are basically the overflow leads from a particular agent that did not buy the leads for whatever reasons or the remaining leads that were left over after his or her purchase was fulfilled. After 30 days those Direct Mail leads are discounted.

In all seriousness how much of a discount is worth traveling to work aged DM leads? Maybe if they were free?

I have said this many times, if an agent has an opportunity to have a fixed price fresh lead program they can take advantage of providing ample leads close to home, there would have to be a very strong incentive to travel to work aged DM leads before it is a true win for the agent.

The traveling leads may be sold at a discount, but the other cost incurred by the agent to work those leads will out weigh whatever discount received from the purchase of aged leads. (Travel, hotel, licenses for other states, ect... Along with all the other PIA non tangible things like hours in a vehicle along with opportunity cost and negative family impact.

I have had this discussion with another large IMO that supplemented leads. I don't really see where there is a real savings to the agent... (Unless maybe they have an older, fat wife and don't like being at home) or you are using it to train and recruit agents then maybe.

But for the everyday agent there is no upside. You will be out the same cost or more if you would have got fresh new leads in your own territory.

Obviously 90% or more of FE sales are one stop closes, however we have all had many sales and big ones, that took a follow up visit. This could be for many reasons (wife or husband not home, schedule changes...ect) I'm not talking about "think about it" follow ups, I'm referring to other "life events" that keep from closing a sale.

When working somewhere you may never work again, or that is hours from home you lose these opportunities.

That's why it is better to invest in leads in your own (90 day rotation) territory... Don't be fooled into thinking you are getting a good deal without factoring all of the other variables.

Travis

P.S. If those leads are so good why didn't the agent purchase the overflow? Why wouldn't an agent take the additional leads after they were able to test the quality of the initial batch?!

I'm being rhetorical and humorously vicious... Newby has been on the phone all day passing out huge contracts like the guy passing out breadsticks at Fazoli's... So I'm sipping high ball of Monster and Ciroc....Nectar of the Gods.

 

[theinsuranceman]

In all seriousness how much of a discount is worth traveling to work aged DM leads? Maybe if they were free?

I have said this many times, if an agent has an opportunity to have a fixed price fresh lead program they can take advantage of providing ample leads close to home, there would have to be a very strong incentive to travel to work aged DM leads before it is a true win for the agent.

The traveling leads may be sold at a discount, but the other cost incurred by the agent to work those leads will out weigh whatever discount received from the purchase of aged leads. (Travel, hotel, licenses for other states, ect... Along with all the other PIA non tangible things like hours in a vehicle along with opportunity cost and negative family impact.

I have had this discussion with another large IMO that supplemented leads. I don't really see where there is a real savings to the agent... (Unless maybe they have an older, fat wife and don't like being at home) or you are using it to train and recruit agents then maybe.

But for the everyday agent there is no upside. You will be out the same cost or more if you would have got fresh new leads in your own territory.

Obviously 90% or more of FE sales are one stop closes, however we have all had many sales and big ones, that took a follow up visit. This could be for many reasons (wife or husband not home, schedule changes...ect) I'm not talking about "think about it" follow ups, I'm referring to other "life events" that keep from closing a sale.

When working somewhere you may never work again, or that is hours from home you lose these opportunities.

That's why it is better to invest in leads in your own (90 day rotation) territory... Don't be fooled into thinking you are getting a good deal without factoring all of the other variables.

Travis

P.S. If those leads are so good why didn't the agent purchase the overflow? Why wouldn't an agent take the additional leads after they were able to test the quality of the initial batch?!

I'm being rhetorical and humorously vicious... Newby has been on the phone all day passing out huge contracts like the guy passing out breadsticks at Fazoli's... So I'm sipping high ball of Monster and Ciroc....Nectar of the Gods.

I agree 100%. Plus those aged leads will have already been worked.....by other agents from other agencies who did a DM to this same demographic before you get to them.

There will be sales in those old aged DM leads, it's just that there will be so many more "no's" in between the "yesses", and the "no's" is what really burns up your time, or your appointment setter's time.

 

[CJR]

Yeah swipe up as many of those as possible, in my opinion, in order to get started. At the discounted price they are a no-brainer. Depending on the age of them the closing percentage should not not be too far off

Good to know. Thanks Spur.

 

[rousemark]

In all seriousness how much of a discount is worth traveling to work aged DM leads? Maybe if they were free?

I have said this many times, if an agent has an opportunity to have a fixed price fresh lead program they can take advantage of providing ample leads close to home, there would have to be a very strong incentive to travel to work aged DM leads before it is a true win for the agent.

The traveling leads may be sold at a discount, but the other cost incurred by the agent to work those leads will out weigh whatever discount received from the purchase of aged leads. (Travel, hotel, licenses for other states, ect... Along with all the other PIA non tangible things like hours in a vehicle along with opportunity cost and negative family impact.

I have had this discussion with another large IMO that supplemented leads. I don't really see where there is a real savings to the agent... (Unless maybe they have an older, fat wife and don't like being at home) or you are using it to train and recruit agents then maybe.

But for the everyday agent there is no upside. You will be out the same cost or more if you would have got fresh new leads in your own territory.

Obviously 90% or more of FE sales are one stop closes, however we have all had many sales and big ones, that took a follow up visit. This could be for many reasons (wife or husband not home, schedule changes...ect) I'm not talking about "think about it" follow ups, I'm referring to other "life events" that keep from closing a sale.

When working somewhere you may never work again, or that is hours from home you lose these opportunities.

That's why it is better to invest in leads in your own (90 day rotation) territory... Don't be fooled into thinking you are getting a good deal without factoring all of the other variables.

Travis

P.S. If those leads are so good why didn't the agent purchase the overflow? Why wouldn't an agent take the additional leads after they were able to test the quality of the initial batch?!

I'm being rhetorical and humorously vicious... Newby has been on the phone all day passing out huge contracts like the guy passing out breadsticks at Fazoli's... So I'm sipping high ball of Monster and Ciroc....Nectar of the Gods.

Travis, you are overlooking the one strong incentive for those that choose to work out of town on a road trip... PARTY TIME!..