Follow-Up to Get the Most Out of Your Life Insurance Leads
One of our life insurance agents sent out 35 follow-up letters to leads she got from one of our marketings and made three solid appointments, which she already sold one annuity for $50,000!
With a $4,500 commission. She’s already made double her money back on the marketing with just one case! But…she’s not happy…
She called to complain saying she “only” made one sale. Our office asked her how many follow up steps she did besides the one free report. To which she replied she hasn’t done any.
Now, think about this. She does one follow-up, doubles her money on the marketing, and is upset.
Is she a “cup half full” person? I don’t think so.
So how would she be better off with this? Any ideas?
Idea to Make the Most off Your Life Insurance Leads
How about this little idea:
How About Following Up With The Leads Until They “Buy Or Die” (Or Tell You To Go To Hell)?
If one follow up worked, do you think that three or four or five or six or seven follow ups would work even better?
Yes, they would! BIG TIME!
We see this problem over and over and over.
Remember, the leads are saying they’re definitely interested…but not yet ready…and we don’t know when they’re going to be ready do we??
So when they DO become ready, how can you be sure YOU get the business?
There’s only ONE Way. Only one…
How About Following Up With The Leads Until They “Buy Or Die” (Or Tell You To Go To Hell)?
Ooops. Did I already mention that?
How can we get this point across? Maybe with another story.
Sending Newsletter to Existing Clients Only? Send It to Your Leads Also!
A Wisconsin life insurance agent has been using a "professional" newsletter for a couple of years, and never gets any calls or referrals or anything. (He does have that valuable name recognition, though.) He sent the a few month’s issues after we yelled at him for not following up with his clients AS WELL AS his life insurance leads.
Anyway, he finally began sending out the client newsletter template we give our members. He made 8 appointments with his own clients, who called him to get the FREE report provided to him (and all our members) and then scheduled updates!
Similarly, one of our California life insurance agents has been using the referral reward and free subscription forms in the “nonprofessional” (translation – direct response) newsletter he sends out each month, just like you all get (when you become a member), and in less than a year has generated over 100 referrals from his clients!
Do you still want to send out newsletters that say things like, "Asset Allocation Strategies", or "New 401(k) Limits"?
Proof You Can Get More Life Insurance Leads
I share these success stories because I want you to understand that this stuff works! And, because I want you understand that there is a formula for success that we can all replicate.
I will go into details in a minute. But first, I want to give you a couple of examples of nonsuccess stories, to help illustrate the formula.
One is a member who refused to listen to us, and another is from one who did, and didn't give up.
The first story is from a New Jersey member, who did a marketing for CD replacements at the end of last year, and sent the reports, but that was about it. No follow up to speak of. He was determined to sell products, without going through all this follow-up stuff.
He wasn't happy. He wanted to do some marketing that would get product leads, and use a hard core, "selling system" of some kind he picked up from some so-called “sales trainer” (something to do with godfathers or something, I think) to close immediate product sales. Well, he didn’t make any sales in the first week and half and thought the system wouldn't work.
Anyway, due to our staff’s stubborn prodding, he re-mailed all the "CD" leads for three months after, along with follow up calls. In the course of one day he made nine phone appointments off of a batch of follow up calls to the leads after a recent mailing, which turned into five sales and $23,750 in commissions! (And a bunch of "X-Dates" for maturing CD's over the next few months!)
All the rest of the 39 leads he got from the marketing said they would eventually want to talk seriously about doing something to get rid of their miserable CD’s! Not one blew him off!
Also, when he talked to the people, he realized his hard selling crap, was way too brutal for these nice folks, and he softened up using our forms and techniques for the phone interviews.
Bottom line?
He called the other day, he said he finally realizes what we're doing. That he now understands. "We're appealing to their interests, in a soft, step by step way, and eliminating all that sales garbage we've all been brainwashed with!", he said. "I didn't understand that those leads from the "CD" ad were truly interested in a person who could help them. NOT A PRODUCT!
Magic Pill to Get More Life Insurance Leads
I know you want the magic pills, so I try as hard as I can to give them to you. Follow-up to steaming hot life insurance leads who’ve called you is the magic-est of the magic pills! Between our systems and your own imagination, you should always be on the top of your game!
But don't stop at what you read here! If you use the techniques you learn from us as a springboard, and create something similar, but different, that works, then let us know about it!
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