| PHONE CALLING | | | | five or 20%.You sell a cheap life insurance plan for |
| Many insurance sales managers have their insurance | | | | $30 monthly, and receive 60% commission. Total |
| reps making phone call after phone call attempting to | | | | expenses of 5 selling attempts at $40 equals $200.00, |
| get appointment leads. It is very difficult to ask | | | | your sales commission equals $216.00 |
| someone if they want to buy more insurance. Very, | | | | THE END RESULT ON INSURANCE QUOTES |
| very few will answer yes to that question The | | | | If you used phone prospecting you spent 3 hours for |
| insurance sales manager tells you that the more | | | | one prospecting appointment, and for 10 appointments |
| appointment you make the more sales that will result. | | | | you used 30 hours. Working 50 hours on prospecting |
| You are told the "magic trick" of the trade to get leads. | | | | and appointments earns a whopping $32.00 after |
| Ask the person you are calling to allow you to give | | | | expenses. Using the internet exclusive lead program |
| them a quote. Asking for quotes gets more yes | | | | would have eliminated your prospecting. Nonetheless, |
| response than the more direct approach. | | | | now your sales just to four weekly. Using the internet |
| BUYING INTERNET LEADS | | | | leads, selling $1,512 weekly in premium and $78,624 |
| Companies that sell leads to insurance representatives | | | | yearly in premiums, makes you sound like a pro. |
| often use the same approach. They use emailing, | | | | Analyzing the figures, now deduct all those expenses. |
| phone calling, and even television commercials. Their | | | | Reality shows you better off working a minimum |
| approach is to compare rates. Stop and analyze the | | | | wage job. |
| person that goes to an internet site requesting a cheap | | | | SELL INSURANCE CORRECTLY |
| insurance quote. They are shoppers. Some of them | | | | Never ever go on an appointment again when a |
| use the internet search engines and side ads to | | | | prospect wants a quote. Those leads are for |
| request quotes from a dozen companies. To the | | | | misguided losers. Unfortunately, the health and life |
| internet companies that sell you the leads, these are | | | | insurance industry already has thousands and |
| called exclusive leads. (Even though a dozen of this | | | | thousands of these representatives. They have been |
| now identical exclusive leads exist) | | | | brainwashing you to stay on a sinking ship. JUMP OFF |
| INSURANCE REP COSTS | | | | NOW, You have to exclusively talk to prospects that |
| Figure time being worth around $15.00 to $20.00 an | | | | have a wound you can expose and then close the |
| hour. Since so much time is spent on trying to obtain | | | | gap just where your product will cover the need. |
| leads, little is left for selling. Therefore, life and health | | | | These prospects are buying belief in you and your |
| insurance sales people in their first few years average | | | | product, the price is secondary. Experienced insurance |
| an income of $24,000 to $30,000. This amount often is | | | | reps often show them two plans, one with few |
| reduced by 25% or more because there is usually no | | | | benefits and one deluxe. Most sales result in the client |
| company reimbursement for expenses. Expenses for | | | | choosing the higher cost plan with the most benefits. |
| gas, car, car maintenance, clothing, lunches, and leads | | | | Imagine the change you can make for yourself. |
| add up very quickly. There is a gigantic difference | | | | Eliminating prospecting, learning a flexible presentation, |
| between a income tax write off and yourself paying | | | | never giving quotes, and working with the right |
| for necessary business needs | | | | prospects will make a dynamic change in your career. |
| WHY BOTH LEAD SYSTEMS USING INSURANCE | | | | You now can still work 40 hours weekly and quickly |
| QUOTES ARE JUNK | | | | increase your closing ratio to 50%. See 12 prospects, |
| You can either work hours to obtain leads, or buy | | | | sell 6 plans that average $700 a year and collect an |
| them from an internet lead company.Either method of | | | | average of 65% commission. Take a look at the new |
| obtaining leads is going to be very costly, time | | | | results. You will have 6 sales worth $455 each. If |
| consuming, and producing terrible results. These | | | | better quality leads cost $45 each, and gas $10 per |
| prospects are looking for quotes. This means they are | | | | appointment, you net a super $2,070 a week. The |
| shoppers and not immediate buyers. You are told that | | | | earnings of an insurance superstar, not even selling |
| the first agent to get the appointment gets the sale. | | | | sophisticated estate planning services. That simply you |
| WRONG. | | | | jumped from the bottom 45% way up to the top 10%. |
| After maybe 5 or 6 presentations one of these | | | | WHAT WORKS |
| prospects might make up their mind to buy, and | | | | No telephone soliciting. You have two choices. The first |
| occasionally it is you who is chosen.. They are buying | | | | is to find a very refined prospect list, where you know |
| on price only. Well these purchasers, next year might | | | | enough information about your prospects to match the |
| drop the policy for a lower price one. You are being | | | | couple insurance products you sell most. From there |
| controlled, Even when you think you are successful. | | | | you write a compelling sales message for an |
| They bought your lowest cost policy, where you make | | | | oversized postcard. Many internet articles can assist |
| the lowest commissions. | | | | you on this. Make sure you mail it BULK MAIL. A |
| Stop and figure your costs. Let's say the lead | | | | qualified response will cost you from $35.00 to $50.00 |
| company charged $30 for this exclusive lead, or you | | | | each. |
| spent two or more hours on the phone acquiring it. | | | | The other option is an internet lead from a reputable |
| Next, add $10 for gas and car expenses. Do not | | | | company. You may have to test a couple sources to |
| forget the time of driving and giving the appointment | | | | check for quality of the prospect and integrity of the |
| time of 2 hours at $30 value. Leaving the driving out, it | | | | company. For these, high earning insurance reps pay |
| still adds up to $40.00. Your closing average is one in | | | | from $35.00 to $60.00 each. NEVER buy cheap leads. |