Direct Mail Leads For the Senior Market Richard Bufkin

www.targetleads.com * (800)723-5254 What’s Working, Med Supp T-65’s – Target 4 to 6 Months Out (4%) 65+ (3%) Duals (5%) Combination Leads (2.5%) Duplicate Lists ($15)

www.targetleads.com * (800)723-5254 What’s Working, Final Expense - LTC Final Expense (1.5%) Long Term Care (1%) Both Very Profitable

www.targetleads.com * (800)723-5254 What’s Not Working… Over-qualifying your leads Higher incomes pull lower response rates Don’t try make the sale in the mail piece

www.targetleads.com * (800)723-5254 Treat Every Lead Like a $1,000 Bill These are people that have shown bona fide interest. Because they don’t buy today does not disqualify them. When you ask questions, they will give you insight into their lives. Record it, Organize it, Use it. (grandkids, golfer, pre-existing conditions) Databases allow you to search for “Like People.” 5

www.targetleads.com * (800)723-5254 Your Time is Precious Dealing with “paper only” is a huge mistake. Call people back when you say you will. With caller-ID, you have to record when people are answering their phones, or NOT answering their phones. Using the duplicate list when in the field can make you as much money as the responders. 6

www.targetleads.com * (800)723-5254 Client Retention is Critical to Your Business. Call people at least once a year. Send Birthday / Anniversary cards. Be aware of the changing policy landscape of your backyard and stay in front of potential policy switching. 7

www.targetleads.com * (800)723-5254 If You Want to Improve it, You Have to Measure it. Tracking your activity, success and challenges is the only way to improve your bottom line. 8

www.targetleads.com * (800)723-5254 Visit our custom site for USA Benefits Group agents! http://usabg.targetleads.com