4more Life Insurance and Annuity Appointments

When prospects are considering using our service or a similar service I always try to tell them to make sure they are measuring apples to apples. The first thing is that prospects should forget the word “Lead”. It is misleading at best.

In this industry name, address and phone number is not a lead, it is the white pages. Just because you have their information doesn’t mean they want to discuss anything with you. When you find out that most people really don’t want to talk to you in the first place, gravity sets in. Could you help them? Sure, but no one cares what you know until they know you care. If can’t get in front of them there will be no transaction.

Is it amazing the one thing that all of the insurance and financial companies fail to tell their new recruits is how to get in front of people? On the contrary, these companies have become billion dollar conglomorations because they have kept all the premiums generated by millions of agents who have come and gone in the past. For every successful agent there were 10 who failed. The reason these people all failed is they starved out or ran out of people to talk to, not because they couldn’t pass the test. 

They starve out because the insurance industry provides little if any marketing dollars to agents. Most new agents sell anything they can to anyone willing to buy so they can build up a book of business. Most don’t ever get the financial support they need for propsecting and without a constant inbound source of new prospects the reps future begins to look shorter than longer. This is what leads them to the internet looking for ideas to get in front of more prospects. This is where a little homework gets you a little further down the road and increases your chances of having a successful campaign.

By far and away telemarketing is the best. You want to talk to people yourself and get your own initial opinion. You call them or someone else call them but someone has got to call them because your competition is.

1. Definitions: What are you buying? Are you buying a set number of appointments? Are you buying a certain amount of hours? Are getting live calls transferred?  Are you getting a list of names.

2. Guarantees: THERE ARE NO GUARANTEES IN MARKETING! I don’t care who you talked to or what it says on the contract there are none. Newspaper, radio, TV, Google, etc…none have guarantees so don’t think telemarketing does either. I would be suspect of marketing reps who talk about guarantees because it allows prospects to have an artificial sense of security about their campaign should it not work.

3. Transparency: You always want the ability to talk to them yourself. You have been in the industry long enough to know what a hot one is and what is not. Make sure you don’t set yourself up to walk out to someone’s house or business and they have no idea who you are or why you are there. This is where the live transferred call, appointment confirmation or email verification is crucial before the meeting.

 

Thanks,

Hope This Helps

Kris Lind