Looking for Leads In Health & Life Insurance..

14 replies
whats going on friends,

I am in California and going to be selling Health And Life Full-Time. I have connections with a firm doing well, but I am thinking about just doing this from home.

Does anyone provide Leads you know(Looking for Affordable Sources), or how to I tap into the Lists that Multiple agencies tap into?


Thanks,

-Edward
#health #insurance #leads #life
  • Profile picture of the author untappedrep
    Originally Posted by Edwards WOrld View Post

    whats going on friends,

    I am in California and going to be selling Health And Life Full-Time. I have connections with a firm doing well, but I am thinking about just doing this from home.

    Does anyone provide Leads you know(Looking for Affordable Sources), or how to I tap into the Lists that Multiple agencies tap into?


    Thanks,

    -Edward
    I have a friend in the same position as you. He found it much harder to sell then other services like payday loans, adult products. I have talked to people who have done well with Car Insurance using tools like WebFire to find leads on forums, blogs comments, and other place where people are talking about the subject.

    As an exsample: QuickQuote Insurance Forum - i need my family protection ???? I found that searching Google with the keywords "I need life insurance forum post" NETWORK!

    I would also look into Direct Mail, PPC, Facebook Ads ect.. IF you have the money to invest into that.
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  • Profile picture of the author Rearden
    Life insurance is sold, not bought.

    Let me do you a huge favor.

    Forget all the marketing bullsh*t you see on this forum and get off your rear end and start door knocking businesses for health and life business.

    If you won't do that, you will fail.

    And I'd suggest canning the health insurance market altogether -- Maobama has destroyed any certainty.

    Plenty of life business to go around.
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    David Duford -- Providing On-Going, Personalized Mentorship And Training From A Real Final Expense Producer To Agents New To The Final Expense Life Insurance Business.
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    • Profile picture of the author Claude Whitacre
      Originally Posted by Rearden View Post

      Life insurance is sold, not bought.

      Let me do you a huge favor.

      Forget all the marketing bullsh*t you see on this forum and get off your rear end and start door knocking businesses for health and life business.

      If you won't do that, you will fail.

      Plenty of life business to go around.
      I agree. I sold life insurance for a few years. I sold almost all of it by referrals, and knocking on doors. Me? I would buy the book The Feldman Method, and get to work.

      Yeah, almost nobody is thinking about buying life insurance. Are you?

      I bought a million dollar life policy from a guy that just walked into my retail store. Go thusly and do likewise.
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      • Profile picture of the author Rearden
        Why'd you get out of the life insurance business, Claude?

        Originally Posted by Claude Whitacre View Post

        I agree. I sold life insurance for a few years. I sold almost all of it by referrals, and knocking on doors. Me? I would buy the book The Feldman Method, and get to work.

        Yeah, almost nobody is thinking about buying life insurance. Are you?

        I bought a million dollar life policy from a guy that just walked into my retail store. Go thusly and do likewise.
        Signature
        David Duford -- Providing On-Going, Personalized Mentorship And Training From A Real Final Expense Producer To Agents New To The Final Expense Life Insurance Business.
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        • Profile picture of the author Edwards WOrld
          Okay... Thanks for your guys opinion.

          Can you explain why health insurance is going down?

          Also you suggest to knock on doors, but here in cali the firm I have a connect with most agents are doing around $75,000-$125,000 a year selling on the phone.

          Both Health And Life.

          I just figured there were better options in generating leads with you guys but I think they have it more clarity in moving these products than others, thank guys.

          -EA
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          • Profile picture of the author Edwards WOrld
            The process goes like this you sell them a good health insurance plan, then the relationship is good - Boom Life insurance up-sell.

            -EA
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        • Profile picture of the author Claude Whitacre
          Originally Posted by Rearden View Post

          Why'd you get out of the life insurance business, Claude?
          I sold for a couple years when I just turned 21. I was the youngest General Agent in the country. Monumental Life hired me as a debit agent, and my production allowed me to be one of their first General agents. My first full year, I was the #3 agent in the country, out of 2,200 agents. This was in 1976, I think.

          I was doing very well, selling insurance to company employees, and their referrals. One day a guy comes by my home and sells Kirby vacuum cleaners. I was very interested in a few things he said. 1) I get paid 4 days after the prospect buys, not a month later. 2) It was something I could demonstrate. 3) I could see that it was a more fun sale than insurance. I bought one (even after he almost talked me out of it. They are terrible salespeople). I bought one because it was shiny, did 1,000 things, and it was something I could play with.

          So I decided to give it a whirl. Not a sale in the first 6 weeks. Selling insurance was way different than selling vacuums. Completely different skill set. And I was still very young. Maybe that affected my choice.

          Anyway, a year later, I started selling another vacuum, buying at the real wholesale price. And except for a year selling life insurance again in 1981 (because of the recession) I stayed with vacuums.

          I could have stayed with life insurance and been perfectly happy. But the first time I saw someone on the edge of their seat, with their eyes widening.....watching my vacuum demonstration...I was more or less hooked.

          To the OP;

          Don't buy leads. You'll be one of 3-5 agents getting the leads, and you'll hate having sales cancel, because the next agent saved them 2%. In surance is the single easiest thing to cancel with no penalty. You want loyalty from your clients. That comes from relationship building.

          Prospecting on the phone pays. Selling on the phone pays. But walking in the door of a small business will get you there faster, and help protect against the next insurance guy with a direct mail piece.

          Work "nests". I worked groups of oil drillers, car repair guys, employees of local companies, and their referrals.

          When you get one policyholder, you get referrals of everyone they know at work, and ask the treasurer if they can takethe premium out of the client's paycheck. Now you go see the rest of the employees...and their relatives...and where they work.

          But I already shared too much. Do whatever the other agents are doing.
          That's how you become average.

          Life insurance is a relationship sale. If people are still phone cold calling selling life insrance, after six months, it's because they haven't learned anything else.

          There are agents making $300,000-$500,000 a year, right now, in the recession. Are they on the phones talking to strangers? No. They are either selling huge policies to CEOs, or selling large groups of employees.

          I know nothing of the new health insurance laws, and they don't affect my business.

          OP "but I think they have it more clarity in moving these products than others, thank guys".

          See? I still want to help, even after you insult us. Good luck.
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          • Profile picture of the author Edwards WOrld
            Originally Posted by Claude Whitacre View Post

            I sold for a couple years when I just turned 21. I was the youngest General Agent in the country. Monumental Life hired me as a debit agent, and my production allowed me to be one of their first General agents. My first full year, I was the #3 agent in the country, out of 2,200 agents. This was in 1976, I think.

            I was doing very well, selling insurance to company employees, and their referrals. One day a guy comes by my home and sells Kirby vacuum cleaners. I was very interested in a few things he said. 1) I get paid 4 days after the prospect buys, not a month later. 2) It was something I could demonstrate. 3) I could see that it was a more fun sale than insurance. I bought one (even after he almost talked me out of it. They are terrible salespeople). I bought one because it was shiny, did 1,000 things, and it was something I could play with.

            So I decided to give it a whirl. Not a sale in the first 6 weeks. Selling insurance was way different than selling vacuums. Completely different skill set. And I was still very young. Maybe that affected my choice.

            Anyway, a year later, I started selling another vacuum, buying at the real wholesale price. And except for a year selling life insurance again in 1981 (because of the recession) I stayed with vacuums.

            I could have stayed with life insurance and been perfectly happy. But the first time I saw someone on the edge of their seat, with their eyes widening.....watching my vacuum demonstration...I was more or less hooked.

            To the OP;

            Don't buy leads. You'll be one of 3-5 agents getting the leads, and you'll hate having sales cancel, because the next agent saved them 2%. In surance is the single easiest thing to cancel with no penalty. You want loyalty from your clients. That comes from relationship building.

            Prospecting on the phone pays. Selling on the phone pays. But walking in the door of a small business will get you there faster, and help protect against the next insurance guy with a direct mail piece.

            Work "nests". I worked groups of oil drillers, car repair guys, employees of local companies, and their referrals.

            When you get one policyholder, you get referrals of everyone they know at work, and ask the treasurer if they can takethe premium out of the client's paycheck. Now you go see the rest of the employees...and their relatives...and where they work.

            But I already shared too much. Do whatever the other agents are doing.
            That's how you become average.

            Life insurance is a relationship sale. If people are still phone cold calling selling life insrance, after six months, it's because they haven't learned anything else.

            There are agents making $300,000-$500,000 a year, right now, in the recession. Are they on the phones talking to strangers? No. They are either selling huge policies to CEOs, or selling large groups of employees.

            I know nothing of the new health insurance laws, and they don't affect my business.

            OP "but I think they have it more clarity in moving these products than others, thank guys".

            See? I still want to help, even after you insult us. Good luck.
            Hey Claude, thanks for your Detailed experience and respond. I apologize if I insulted anyone not my intention at all I hope this is clear :] And Happy Thanksgiving!
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            • Profile picture of the author Claude Whitacre
              Originally Posted by Edwards WOrld View Post

              Hey Claude, thanks for your Detailed experience and respond. I apologize if I insulted anyone not my intention at all I hope this is clear :] And Happy Thanksgiving!
              You're fine. And I got your PM. Good luck. Read a few books by legendary insurance men, John Savage, Ben Feldman, Joe Gandolfo.

              The vast majority of sales people never learn past their first few months. Be different. When I started selling life insurance, I knocked on doors for six months. All day, every day except Sunday.

              I remember at first being intimidated by the agents that drove nice cars, and talked a big game. But I had one huge advantage that they didn't have... I had no idea what I was doing.

              So I knocked on doors, when nobody else in the company was doing it. Everyone else was making one or two appointments a week. And not learning anything from the experience. It's soooo easy to be a star in most businesses. There is so little competition. So few people trying.

              Six months after I began, I was the star of the office. VPs came to meet me. I was interviewed to learn what I was doing. ME! shy, awkward bumbling Claude. I was knocking on doors, reading great books by the best Life insurance salesmen, and learning fast. I remember going to the office once a week, and walking out with the policies to deliver in a briefcase. The case would be full. I was so excited, I showed another salesman there all the business I wrote the week before. When he saw the policies falling out of my briefcase, that was the first time someone acted like I was doing something wrong.

              You'll know you have really made it when the others in the office stop talking to you. At first you'll take it personally, and try to stay friends. But then you'll eventually realize that they are paying tribute to you.

              You will be the constant reminder of what they could easily do, but don't.
              That's why really top agents are not at the office.

              Every office has its group of regular guys. They joke together, talk about sports, and women. Every office has this. These guys are poison to your potential. They will want to tell you "the real way it is around here". Run.
              They are losers, and they want company.

              I wish you luck, I really do. You are just at the beginning of your adventure. I envy you.
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              • Profile picture of the author kenmichaels
                Originally Posted by Claude Whitacre View Post

                But I had one huge advantage that they didn't have... I had no idea what I was doing.

                . It's soooo easy to be a star in most businesses. There is so little competition. So few people trying.

                When he saw the policies falling out of my briefcase, that was the first time someone acted like I was doing something wrong.

                You'll know you have really made it when the others in the office stop talking to you. At first you'll take it personally, and try to stay friends. But then you'll eventually realize that they are paying tribute to you.
                Only the few and far between will actually "get" any of that.

                I thought i had a million things to say in response, but i don't.
                You said it all.

                It is rather refreshing to see a true "player"
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                Selling Ain't for Sissies!
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  • Profile picture of the author facetofacesales
    I agree with what both of the guys above were saying before life insurance is sold value has to be brought to the table without value, people see NO reason for life insurance. Value cannot come from a phone call. In order to be successful in this business plan on walking into business day after day get 100 no's and 1 yes a week

    Insurance was my first sales job and might I add one of the toughest... people have to feel/touch something, than they get emotionally attached to Product A for example, than they buy. If buying leads and cold calling on the phone was so easy to sell and make 6 figures ... Why is the turnover rate so high? Why are Most good salesman not in the life/health insurance business?

    Again not saying it cant be done, agents who have been doing it for 5 + years will probably never get out..... but its very hard to live on nothing for 3+ years with a family that depends on you to be the bread winner
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  • Profile picture of the author Rearden
    Thanks Claude.

    Didn't you do a short stint at New York Life later?
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    David Duford -- Providing On-Going, Personalized Mentorship And Training From A Real Final Expense Producer To Agents New To The Final Expense Life Insurance Business.
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    • Profile picture of the author Claude Whitacre
      Originally Posted by Rearden View Post

      Thanks Claude.

      Didn't you do a short stint at New York Life later?
      Yes, in 1981 & 1982. Great company. I was in a low producing agency, then moved and switched to a much better agency with some real producers.

      But, the reason I went back to selling insurance was that my financing was dropped for vacuums, because of the recession.

      You guys may find this interesting.

      I wanted to sell life insurance because I watched Mutual of Omaha's Wild Kingdom with Marlin Perkins. I'm not kidding. I really thought that selling insurance was a cool thing to do. I met a Mutual of Omaha agent that dressed nicely, and she looked like she was somebody.

      They turned me down. Heck, I would have turned me down too. So I went to Monumental Life in Akron Ohio, and they needed an agent.

      During my entire life before this, I was so painfully shy. I never had a date until I was 19. I never went to school sports games. I never went to the dances. I didn't even go to my own high school graduation. I was a science geek.

      I started selling life insurance with nothing. Less than nothing. My door approach (I get chills at how bad this is) was something like "Hi, I'm your Monumental life insurance agent. Could I talk to you about life insurance?". That was it. Door to door, talking to strangers at their homes.
      The only things I had going for me was my willingness to work, my ignorance at how much work was enough. I was so shy, I never developed the fear of rejection. I assumed that the other agents were really working all day, like my dad worked at Ford Motor Company...like my grandfathers worked on farms. You know, work. I was so backward, I thought I kept selling, because I was lucky. When the other agents said I was lucky, I actually took them at their word. What a rube I was.

      But I was a reader....and I was smart. So I went to the library and read books by insurance salesmen. Most were full of pithy sayings that passed for sales technique. But I didn't know any better. Occasionally, I would say something that made the sale easier, and I would memorize it. I asked the few insurance agents in my small town about how to sell. They tried to help, but were not much better than I was.

      The Feldman Method changed that. Real techniques by a real Master Salesman. I know I drove my wife crazy with my new ideas (meaning Ben's ideas). I bought books by Joe Gandolfo, another leader. I joined the industry association. I bought every book they offered. I got better.
      Honestly, it took me six months before I was any good at all.

      Oh, and I got over my shyness.



      Added later; To my Cold Calling friends and Mentors. This was decades ago. Laws were different. Technology was different, and cold calling on the phone today is faster and far cheaper. But after you have maybe 100 clients or so, building on that referral business is much easier than cold calling. You can sell someone insurance over and over again, but you can only cold call them once.

      I may be way off on this thinking, and wouldn't mind being wrong.
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  • Profile picture of the author Aaron Doud
    I love listening to you guys who have been doing sales since I was a kid. Great thread. Just a big thanks to all you guys share with us.
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