Thursday 16 August 2012

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Leads360 or Any Other Dialer

Here is what I am looking for:
1. Web Lead integration
2. Outbound cold calling campaign capability - prefer to dial 3-5 lines at a time
3. Customizable disposition buttons
4. Call recording capability
5. Campaign reports (not hugely detailed but enough that I can coach off it)
6. Call notes section
7. Create multiple campaigns

So I am exploring the possibility of using a new dialing system and I have heard of a few agents using Leads360 for lead management.
Some things I would like to have but are not essential:
1. Ability to schedule call backs and if possible integrate them into a cold call campaign
2. Email marketing
3. Live transfers or 3-way calls
I am sure there are more things but for now those are the biggies. By the way, I have tried salesdialers.com and hosteddialer.com; both are OK but not great.




knocking didn't go too well for me

So cold door knocking didn't go too well for me. Wasn't a complete failure but after trying it I can definetly say I'd at least like a set appointment before knocking on someone's door ever again. Well I take that back. While I'm in the neighborhood after a bonafide appointment I wouldn't mind so much knocking on doors, but ONLY because I'm in that neighborhood because I truly did have an appointment.

I did phone sales for like 4 years back in the day so my phone voice is fine. I'm thinking for just trying it out I'll do the 15 hours with 2 or 3 lines out at salesdiales.com for $30. Not a huge investment.


15 hours is about 3 days worth of cold calling I'd guess. Can't see myself cold calling more than 5 hours a day


If I see results I'll pay for the unlimited monthly deal. From what I can tell I just upload my csv file and salesdialers.com will then dial up to 3 lines at a time and connect me instantly when someone picks up.


Unless you guys say otherwise for reasons I'm not thinking of I'll go ahead and sign up.


(Brownie points and much appreciation to anyone that posts their favorite FE cold calling script)


Finally Have Gonads to CC

I am looking for articles (or other sources of information) on "cold calling" and telesales of leading insurance companies:
1. sales methods.
2. rates of success.
can anyone help?
Thanks,
Ron

So I've decided not to purchase $30 psychological crutches anymore, and finally grew the balls to make the calls.

Put in my first hour this afternoon -- made something like 25 or so contacts, 0 appointments, and 150 or so calls (something like that).


I'm really leading with MedSupp and/or burial insurance. I know most lead with one, but I thought I'd give it a try.


Don't know what I need help with and don't know if I got enough data to make any fair judgements, but here's the script:


"Hey... is Stan in? Hey Stan, Dave Rearden here.... I'm calling because, I'm kinda curious. <pause> You wouldn't know anyone who's paying, an arm and a leg, for Medicare Supplement insurance OR, anyone who fees like they need more burial insurance, would you?"


(Strangely-placed punctuation is done to capture the cadence of how I speak.)


They say "no" -- I hang up. I don't rebuttal because I figure if someone gets a rate increase or feels like they pay too much, they'll raise their hands and say YA THAT'S ME alright!


I'll take anyone's constructive criticism. And if anyone knows how to record calls in Mojo, I'll be happy to upload them for your review.

Changing My Approach Script for Your Review

Just came out of an agency meeting where a successful agent from another agency gave a presentation on how he runs his business and writes life insurance regularly (we're a multi-lines shop, but with how crazy the P&C market is right now, I would rather concentrate on life and then cross-sell the auto and home when I can be competitive).

During the Q&A session, it came out that this agent writes a lot of business by reviewing existing coverage and adding to what people already have, or better yet, replacing what they have because what they have is not what they think they have -- e.g. examples of people having AD&D policies instead of life, having a 10-year term or increasing term when they though they had a level T65 or something like that.


Now, this guy says he works “mostly off of referrals and my existing book” (plus his father is also a 30-year agent with the same company with a large book of his own…so I’m sure he has had a few bones tossed his way).


However, the conversation did get me to thinking.....maybe when making cold calls to a targeted list of prospects, I should lead with an approach of looking for people who already have life insurance. I would love to get the forum’s feedback on this approach and the script below.


Hi, this is G-squared with the G2 Financial Group. I'm calling today because I'm looking for some people who already own life insurance as part of their financial plan. According to industry figures, there's about a 40% chance that you have life insurance that you personally own and pay for. Would you say that's true in your case?






[Prospect answers...I would think most people would say more than a year ago]


Hmmm, I see. And so, since you bought that policy, have you had it reviewed by an insurance professional to compare it to what's now available based on where you are in your life today as opposed to where you were “in 2004”


[I anticipate most would say no…but for the few who would say yes…]
Have you reviewed your existing life insurance coverage in the past year
Steve, my business is to find and meet folks in our community, like yourself, who would want to make sure the math is right to make sure their loved ones would be okay financially if their income were suddenly gone due to unexpected disability or premature death.


And the only way I know how to do that is to contact people and see if I can help.


So, what I am offering is…


A 20-minute conversation with you about your plan, to determine if I would be able to help you solve any problems, such as having too much coverage, not enough coverage, or overpaying premium for the coverage you do have.


After we talk, if I feel that I can help, I’ll tell you so. If I don’t think I can help at this time, I’ll tell you that too. I value your time and my own.


If you’re open to meeting with me on this, would [TOMORROW] or [TWO DAYS FROM NOW] be better for you? Is [10 a.m.] or [3 p.m.] better for you.


Just to confirm, both you and your spouse will be present for this meeting, correct? I have you at… (Confirm address).


(If appt) Great! __________ I will see you on (DAY), (DATE) at (TIME). Should you have any questions in the meantime, may I email you my contact information? Great, may I have your e-mail address?

That’s very interesting. I’m going to ask you a very tough question. And that is, if you were suddenly gone and your family had to manage on their own, have you done the math to make sure your loved ones would be OK financially? How would they pay the bills, pay the mortgage, save for college, and put money away for retirement if your income were suddenly gone due to unexpected disability or premature death?

We’ll let me tell you how I work. I work a little bit differently than other advisors when it comes to life insurance. First we need to do a needs analysis to determine the proper amount of coverage for your situation, so that in case something happens to you, we can make sure all the bills are paid, the mortgage is paid, and so we can put some money aside for education and retirement. Second, we’ll fill out an application for coverage to see if we can get you approved for the optimal amount, Finally, once you’re approved, I’ll come back with several options that all fit within your budget, we’ll discuss the pros and cons of each, and then you’ll decide which one makes the most sense for you.

Information on "cold Calling

On average, what would you say is the average----
calls to make a sale

voice mails left which return the call (no, I don't have high hopes)

number of times you call through your list

how big of a list do you start with??

not a number, but do you find better success with t65 or older?

I'm fascinated with statistics. Starting out with a t65 list for med supps which has approx 1400 names. Hoping to call entire list once per week for 10 weeks. Just curious what sort of returns I can expect?? I'm a broker and contracted with many carriers, so price not a factor.

Will provide my stats as they become available Is anybody here using live lead pros currently or have you used them in the past? I am considering giving them a shot this month to see if i can help boost production a little bit. 300 live transfers for 1k, or am I better off using that 1k in hiring someone to cold call for me. Any advice would be greatly appreciated.


Using Live Lead Pros for P&C

I am a relatively new health broker and I try to set appointments by calling aged leads. Half of the time they don't pick up or the phone is disconnected (these leads are anywhere from a few months to a few years old). But when I do get somebody to answer the phone, I tell them, "At one time it looks like you requested some information on affordable benefits. I'm simply following up to see what interest or need you may still have in that." Usually they say something along the lines of, "I already have health insurance". After which I am stumped, ask them a few questions, tell them that I could get them something better, and proceed to TRY and set the appointment with no luck (that is If they don't hang up on me). Basically I know that I should convey the message of "what I have to offer is better and more affordable", and then proceed to set the appointment. But being new, I lack the ability to structure a proper response which would get them interested in meeting with me.

So I would like to ask more seasoned agents, how do you go about overcoming that objection and turning it into an appointment. Any input would be greatly appreciated, so thanks in advance!