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Published byStephen Dalton Modified over 9 years ago
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I Bought Leads, WHAT DO I DO NOW?
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What Have You Done So Far? Getting your carrier appointments Getting through training Getting your website set up Getting your direct links to work Getting your iBoomerang set up Getting your leads ordered You have just spent the last few weeks:
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The Secret About Lead Vendors Here is the dirty little secret that the lead vendors don’t want you to know… They call all the leads and ask them if they are going to buy. If they say no, those are the leads they will send you. If they say yes… they send all those leads to Don Trotter, Cindy Schaefer, and Rick Banville.
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What Is A Lead? A lead is a name and phone number of someone who has expressed some level of interest in a quote for insurance. Some will be a high level of interest and ready to buy right now Some will be a high level but future sales Some will be a low level of interest Some will be absolute trash
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Reality of Working Leads The Best lead is always the one you sell You are going to get leads that are no good Some people will not answer the phone or call you back You are going to blow an opportunity with a good lead Don’t get hung up on how much money you just spent on bad and blown leads. This will really mess you up! Stay positive and focus on finding that Best lead
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Attitude Adopt the attitude: Some Will, Some Won’t, Who’s Next? Because it’s a numbers game! Treat it like you are digging for Gold! You have to dig through a lot of dirt and rocks to find the nuggets, but when you do, you get the big payoff. You have to dig through a lot of dirt and rocks to find the nuggets, but when you do, you get the big payoff.
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Learn By Doing! Some agents want to know everything before getting started The only way you are going to learn everything is by jumping in and getting started. Don’t worry about looking like a fool. The worst case is you don’t make the sale, you hang up, and you go onto the next call. (you will never talk to them again so who cares?) But if you did something stupid, you won’t do it again. If you could not overcome an objection, you will find the answer and overcome it the next time.
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So How Do You Get Started? It may sound simple, but CALL YOUR LEADS! Industry wide, most leads are only called once (this is one reason why B leads work) Call them in the morning, afternoon and evening until you reach them Stay with the lead until they buy or they tell you to go away It is really what you do with a lead that makes the difference
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Burn to Learn, Learn to Earn Don’t expect to make one call closes right out of the box. Don’t try to sell everything, start with Team Corp and one major medical carrier. See how fast you can get 10 presentations under your belt. Get comfortable inviting & actually getting someone onto your computer(GP4) Focus on your presentation, getting comfortable showing them your website, the product brochures and quoting. (try to keep scrolling to a minimum)
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Burn to Learn, Learn to Earn Keep underwriting guides and build charts open on your computer and refer to them for accurate quoting. Practice the “Close” It would be nice to sell some of those first 10 presentations, but don’t worry if you don’t. This is where you are going to learn. This is a new sales technique you are learning Write down objections and figure out how to overcome them even before they are raised the next time.
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Give Your Leads A Chance You should buy leads from more than one source Try a combination of exclusive, shared, and B leads Give a lead vendor a chance, you can’t make an accurate evaluation of a lead vendor on 5 or 10 leads Make a commitment to try a certain lead for several weeks or a month before evaluating them
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Let’s Sum It Up Order your leads Call your leads Be prepared to Burn Because that’s how you Learn And once you Learn you WILL EARN! But you have to stay with it and PERSEVERE When in doubt, order more leads and make more calls
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