1. Direct Mail Leads
For the Senior Market
Richard Bufkin

2. 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)

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

4. 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

5. 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

6. 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

7. 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

8. 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

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