How do I work my final expense leads?

[NewKid]

I'm getting about 10 Final Expense leads per week and I'm not having much luck I need to earn about a grand per week in commission. When I call them, either someone else got there first; they're not interested anymore, or some other excuse. Maybe I should go by the house instead of calling. Suggestions?

[TRK303]

You probably should be doing a drive by instead of calling. Another thing to look at is, where are you getting your leads? If these are mailers you're talking about, the reason others are getting there first is because they've had a mail drop done before you have and the potential client has gotten many of them in the mail and returned a few, not just yours.

You might want to also look at telemarketed leads. They are usually cheaper in the long run and the potential client should know you're going to be contacting them.

I do suggest to my agents that they use both methods; Mailers and Telemarketed leads. You also need to get good at asking for referrals.

[JRIM]

You also need to make sure you're caling the leads as soon as you get them. I've had agents sit on the cards a few days before they call. Every day that goes by is another day they might forget they sent the card in. Whether you door knock or call them is really a personal preference.

Try door knocking the ones that are in close proximity to your location and call those that are longer distances away. That way you don't burn gas to drive 20+ miles to find out nobody is home.

As stated in the previous post, you need to try different lead sources as well. You can do your own mailer through Monumental for $300/1000. Agents contracted through JR Insurance Marketing get telemarketed leads for $24 each depending on where you're located.

[Jody]

Good points guys and I agree. I feel 10 final expense leads a week should definitely earn you $1k per week. No problem.

I'd say you either need a final expense appointment setter that can make those appointments or you need to just go to the door and try to get in.

I used to just drive door to door and it worked really well.

Not as good as using an appointment setter but it worked better than me making the appointments. I wasn't good at it at making final expense phone appointments at all. I'm also not that good at selling final expense insurance over the phone.

In the beginning, I had no money so I went door to door. I was emphatic about making it to all the homes and not giving up until told me to eff off.

However, I got in most of the time.

If you are non threatening and non salesy, you will have more a chance.

I'm very non chalant about it and act as if I'm there because they wanted the information. I put the whole meeting on them as if they are the one that asked me to come. But it's subtle. Very subtle.

When you knock on the door, step back and when they answer look at the card, squint and say, "is Mrs. Jones here?"

Then hand them the card and say, "You sent this in and I'm just following up."

Ask to come in for a minute and if they hesitate, tell them, "Not right now but later today... or tomorrow.... or ..."

If say no, don't hesitate to go and try again and again.

The hardest to break are also the hardest to fall.

That is how I sell final expense on the fly