I make no bones about being an ins agency owner. I've also been in the business since 1967, off and on. I took several detours as I did 20 w/the USAF, stock broker, RE broker and mortgage banker. All of it was real world experience giving me enough selling experience to sound like I know what I am saying.
This is a long thread but worth reading if you are interested in the lead gen biz. If not, click out and read something that does interest you.
Not bragging or complaining just stating facts. I almost always relied on me to generate my own leads until one day a nice lady from a lead gen co called me. Changed my entire outlook on leads.
She sold me a program that made our agency a lot of money. This lady was a lead gen person cold calling ins agencies. She had her schtick in one sock. Since that fateful day in 2008, I've been contacted by I can't count how many lead genners. None got my business. They simply didn't know how to talk the talk.
I fully realize there are WF members who have been cold calling since Christ was a corporal. Their stuff works and works to a T. However, the lead genners using their material seem to keep coming back asking for more help. I don't understand why since it is good stuff.
So I said to myself, self this is where I think I can put an end to folks asking for more help. Here is how to get an ins agent or agency to buy your leads.
You: Good ________. This is Harriet Lead Generator. We provide leads for agents selling (health) (life) (auto) (home). With whom do I speak with at your agency about our program?
Notice: You didn't use any of the standard hang up words like who buys, how many can we start you off with, etc. All you did was ask for the decision maker.
Agency: I do. Now if you get the gatekeeper and she asks you any question at all, simply repeat you are a lead gen company and you want to speak w/the person at the agency in charge of enrolling in your program. Notice you didn't say buy, you said enrolling.
Note: Believe me, both of you know the agent will be buying but it is easier to say enroll in the intro phase of your sales presentation. As agents we also appreciate a decent sales presentation.
You: Herb, thank you for taking a few minutes with me. Our company specializes in providing ins agents w/detailed information about the prospect on the leads we send you. For example, in your case, you write auto ins. We give you the name of the vehicle owner, thier DOB, VIN, address, current coverage, deductible, carrier, other in home drivers, number of accidents and tickets by date and their driver license number. Is this the type of lead you would like?
If the agent says anything but yes, hang up. You have someone w/an IQ of around 45.5 on the phone. Please note this is a script for auto ins only. You have to modify it for home owner or life or health ins.
You: Good. We always start our new clients with a package of 10 leads. The normal price is $45 per lead but since you are just joining our team your price is only $35 per lead.
Note: Don't be afraid to ask for at least $35 per lead - $350 - for this type of lead. I guarantee that the info you delivered is worth a hell of a lot more. I give you a price because some people always want to know how much to charge.
I am a bit biased and believe if you want a biz you can sit home in your underwear or pajamas and make money from, this is it. You don't even have to leave your home to get paid. If your leads are that good, the agent will drive to your house to pay you. In what clothing you answer the door is, of course, up to you.
All you need is a great lead source. My advice is to stick w/home owner leads because you can develop auto, home, life and health from this source.
How do I know? I've done it. One of our calls gave us 18 policies from one lead. Another gave us 14. The big banger was 235 policies. Believe me, homeowner ins is the way to go unless of course you think it isn't.
I won't bother to explain why. If you can't figure it out from the last paragraph, well, what can I say?
Yes, you need a source for HO leads. I gave that to you in several other threads. Find it and you'll be money ahead before you make your first call. I don't make a dime off the source. I mention them only because they made us a lot of money and for that I am very grateful.
I hope this helps all of the would be lead gen people. Either you will start off on a solid foot or you won't. One last word, lead genning is not an easy biz. You actually have to WORK.
The purpose of this thread wasn't to teach you how to get telemarketers. Other threads have done that. Hell, me and my son were, and still are, the only TMers in our office.
Note: I recently learned of a source of potential in house TMers that won't cost you a dime. It is a federally funded program and you can't pay them if you wanted to. You won't be responsible for social security taxes, income taxes, health insurance, disability insurance, worker comp ins or anything else. How sweet is that?
You have to have an honest to goodness business NOT located in your home. This program won't send their people to work at anyone's home.
Fellow countrymen and countrywomen if you can't start a lead gen biz w/what I just gave you...