From The Desk Of Pat Wedeking
Hello
Friends,
Let’s talk about leads.
For those of you that have been around a while, if I asked you if it was easier
to get life insurance leads two years ago or today, what would you say? A lot
different, huh?
Used to be that a few search engine registrations, some pay per clicks and some
emailing would do the trick. Today, it’s a science, a big, large task and it
costs a lot.
Here’s a commentary on this important topic:
Most business developments represent opportunity mixed with difficulty. This is
no different. There is opportunity mixed with difficulty when it comes to the
question of “What about leads?”
1.
More than ever, OFG makes sense.
We are founded on an association approach to doing business. Together Everyone
Achieves More. We allow all consumers of life insurance leads to be a part of a
larger operation. Together, we compete better with the larger marketers in our
economy. Together, our production commands compensation. Together, we share
Technology costs and together we create a winning environment.
Promotion costs are not unlike many things in that it gets cheaper in bulk. If
an organization of any size could combine its marketing efforts with others who
are marketing for the same thing, then prices and quality would only get better.
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Part Time Effort,
Full Time Success
A
few years ago I was introduced to the insurance business in probably the worst
possible situation. A friend had gotten his insurance and securities license and
wanted me to do the same thing, so he kept pestering me about meeting with some
guys. At the time I was working full time as a high school teacher and doing
well investing in real estate on the side, so I politely told him to forget it.
Make a “Zillion Dollars”
After about a year of my
friend repeatedly asking however, I agreed to talk with the guys who were
“making zillions of dollars.” The company turned-out to be a multi-level
marketing organization and they were certainly good talkers. So being the sucker
that I am, I signed-on to become a financial advisor and make my “zillions”. I
went to about a hundred meetings (over an hour drive one way) while I worked on
getting my insurance license. I soon noticed that they talked a lot about the
unlimited possibilities, but never about specific sales they had made. Being
from Georgia, I talk a little slow and I must also think a little slow, but I
eventually figured-out that they were all recruiting and having meetings and no
one was selling much of anything. In fact, I couldn’t even get them to show me
how to run a life insurance quote.
Click Here to Read the Full Version.... |
What if a Customer Won’t Talk On
the Phone?
The Offset World of E-Mail and Fax
By David Hon
It
can still be heard in many insurance sales offices: “Just let me get in
front of a customer, and I can sell them.” And in many direct
response sales operations, we hear: “If I can just get them on the phone,
I can sell them.” One wonders whether these are merely macho
chest beating, or are perhaps a thinly veiled excuse for not selling more……Both
on the same platter of palaver.
But what if a customer
refuses to talk on the phone? Obviously, too many times too many
people have seen too many insurance salespersons take up too much of their time
trying to sell them too much of a product they don’t feel they need too much at
all. So what if the customer won’t talk on the phone? Then we’re
almost back to the days of written letters, which had the effect of keeping
people at a distance of days, and hence the pressure to a minimum. In this next
new world, if a customer wants only e-mail communication, we will have to find
out how to operate that way, in an “offset time” fashion, a little reminiscent
of mail call, and the leisure to answer soon, but not immediately.
When I sensed such a
customer a couple of months ago, I determined to maintain this sale ONLY through
e-mail and fax, as he originally wished. That is the essence of this article,
the e-mail track of a complete sale to placement. Sometimes, if you will
work their way, they are quite inclined to buy, and stay with you through the
process.
Click Here to Read the Full Version...
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LeadBoss Q&A
What Is LeadBoss?
Click Here For More Info
Q: Can I email quotes via
LeadBoss?
A: Yes, you can use the quoter
within LeadBoss to view, save, print, AND email quotes to a lead/client. In
order to email a quote via LeadBoss you will need to:
1)
Run a quote using the quoter WITHIN a specific lead
2) Check
off the box “Save for Email” (note: you can ALSO check off the box “Save to
Quote History” if you would like to save this quote to the Quote History area of
LeadBoss.) You can check multiple quotes.
3) If
you want to email the quotes right away, click the button “Email Quotes. If you
want to email the quotes later, click “Save”.
4) If
you clicked Email Quotes, you will be taken to the emailing screen. On the
emailing screen you can:
a. Add
a subject to the email
b.
You can add text to the body of
the email
c. You
can add text to the signature OR body below the quotes
d. You
can remove quotes you do not want to appear in the email
e. You
can email the quote to the client/lead
5)
If you clicked “Save”, you will
be able to email this quote later. NOTE: if you log out of LeadBoss, these
quotes you have saved TO EMAIL will be removed. You can access those quotes you
have saved by going to “Product Detail” and clicking the button “Email Quote”
which will appear just above “Quote History” when quotes have been saved for
emailing.
Q: How do I
print quotes?
A: Follow the steps above to get
to the emailing quotes screen. Once on the emailing screen, you will see a
“Print” button on the right side of the screen. The screen will be reformatted
allowing you to click the print icon ON YOUR BROWSER to print the quote. Once
the quote is printed, click “Back” on your browser and then “Back” at the bottom
of the emailing quote screen OR “Back” on your browser again.
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OFG Press Releases
Take a moment to read
through our press releases, and to learn more about our exciting
services and products which will increase your bottom line!
Press Release Archive |
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"Getting to Know Each Other"
Each month we will profile different
members of the OFG Team. This month, please click on the links
below to....
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Sales Corner
Increase Sales with NO
ADDITIONAL LEADS!!!
Car dealerships have always been one of the best illustrations for a pure
numbers game. My father-in-law is a car man and I’ve always admired his
awareness of the daily numbers. So we talked about a principal and an
application in his business that illustrates it so well.
Click Here to Read the Full Version |
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Got LeadBoss?
I’ve been using LeadBoss since signing on with OFG last September and I have to
say I don’t know what I’d do without it!
I tend to get disorganized so, anticipating thousands of leads to keep straight,
I wanted something like LeadBoss from the getgo. When I’d worked with it a bit,
I realized that it was even more useful than I thought it would be, and every
day it seems to get better (i.e., more useful).
For me, the big thing was, and I think always will be, The Reminders. My mantra
is “One Per Lead, One Per Lead, One Per Lead...”. By sticking to that, nobody
(including me) gets lost, and every lead gets followed up, on time and
appropriately, so the opportunity always exists for me to maximize my profits.
Whether I pull off that maximization or not is another story – but no
opportunity falls through a crack.
Recently OFG enhanced the quoter, big time. Among other things, they added all
the premium modes for each quote, and that alone has already saved us tons of
time, and will do so even more down the road.
I could go on, but I won’t. Suffice it to say that it’s an axiom in our business
that time is money. I’ve found that I like money. Therefore, I like LeadBoss. If
I weren’t using LeadBoss, I’d be missing a bet, and missing that bet would be
costing me money. I’d hate that.
So if you’d be so kind, please pass me those leads you’re not getting to... |
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Please Join Us
For Our Biweekly Teleconference's
iForum
"Engineered To Make You Money"
A
monthly teleconference of vendors, carriers and the nations top producers in
the Direct Response Market
Next Teleconference
New Day & Time!
Thursday
August 5th
at 12:00
PST
iShare
A
monthly teleconference of the nations top producers in the Direct Response
Market.
Next Teleconference
New Day & Time!
Thursday
August 19th
at 12:00 PST
Open to all
Only Financial Group vendors and agents.
For those
wishing to sit in, contact Brad from OFG at:
reminder emails will be sent
with access number
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Impaired
Risk through
OFG
Easy as
ABC, 123
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