This interesting article addresses
some of the key issues regarding insurance
agent telephone prospecting. A careful
reading of this material could make a big difference
in how you think about making insurance agent phone
calls, also
known as telemarketing.
At one point, way back when,
insurance phone prospecting for leads was as effective
as insurance direct mail. However, that was over ten
years Are you still trying to make a living by
thinking what worked then worked then must still
work now.
So many misleading articles
promote how easy it is for an agent to get on the
phone, handle those objections, and make a
profitable appointment. Did these article writers
find these reports buried at the bottom of a vault a
decade ago. WAKE UP! Are you selling insurance to
make a decent living or to keep riding a dying
horse?
20% of people have
unlisted telephone numbers, another 55% are on the
do not call list. If this is not bad enough, almost
all of them have cell phones
(which you are prohibited to call).
Did you ever think they feel your
phone call is much more intruding than a piece of
direct mail they can pitch out at their convenience?
Are they taking a nap? Just out of the hospital?
Having a quick romantic interlude? Devouring a
delicious hot meal? On the other hand, are they just
waiting to give hell to the next person that
interrupts them? You must think they are just
sitting around for a phone call that can make their
day. Think again, because if you do not, you will
pay dearly.
You may not consider everything
you just read to be crucial information about
insurance agent phone calls. But don't be surprised
if you find yourself recalling and using this very
information in the next few days.
You must have something better to
do with your time. An insurance professional does
not work at a wage ranging from minimum wage to
$12.00 an hour. That is exactly what you are doing
when you are making soliciting phone calls. Have you
registered with the Federal Trade Commission before
making even one single call? If not you are already
a violator. Have you checked with both the State and
National Do Not Call Lists about whom you are
calling? Did you make sure you are not calling a
cell phone number? Can you afford to pay the FTC a
huge fine they are more than willing to collect on?
If you are the typical insurance
agent, you earn about $40,000 a year. What would
just one $11,000 fine do to your career? Chances are
it would end it permanently. Quit acting like
insurance telemarketing is the only way, or the most
effective way, or even the cheapest way to obtain
new clients. You are wrong on all three points.
Career life insurance agencies are
the key suspect for implanting telemarketing for
leads in your head. Why? It is so simple you can
answer it yourself. How much does it cost the career
life insurance agency to have you make hundreds and
hundreds of phone calls? Now answer this. Do you
know of a career life insurance agency that provides
you with true leads? True leads are responses from
people interested in looking at an insurance product
you are comfortable at selling. With true leads, you
should have a minimum 65% closing rate.
Career life insurance agencies are
too cheap to provide a bounty of leads to keep you
selling. Instead it is company
procedure for having an insurance agent phone
prospecting for leads. Did you know that
instead of an $11,000 fine, that amount of money
invested in a quality lead source program would
have done miracles? Appointments from true leads
would have given you substantial new sales and
clients. Moreover, it should have jumped your yearly
income up at least 25%.
Now might be a good time to write
down the main points covered above. The act of
jotting down a note will help you remember what's
important to you about making insurance phone calls.
Hopefully the sections above have
contributed to your understanding of insurance
telemarketing. Share your new understanding about
insurance telemarketing with others.
