The system

Alright, all in all a decent day. I have Maggie and Annetta starting tomorrow for telemarketing. Haven't heard from Sherri today but if she doesn't produce today or tomorrow she's toast. It's no skin off my nose to hire another marketer. Some agents don't like hiring and managing marketers. I actually enjoy it.

I've followed up on all the 18 leads I got on Friday and the results are above. This is what it's all about - just a ton of junk but the gems pay off. I know agents who don't get 18 leads in an entire week. It's over before it starts. I've only called this list once - 11 out of 18 picked up. That's about right for the 1st call. Out of the 11 I've already toasted 7 of 'em. I don't play around. They either want my assistance or they don't. That doesn't mean they have to tell me they're gonna sign up now - just that they're interested enough to want my services. I'll get the other 7 tomorrow. I get in contact with over 95% of my leads since they're small biz owners.

One thing you'll notice about my spreadsheet is three categories; deal, appointment or dead. I don't not follow up with anyone or allow the "call me back later" bs. I do not spend my days calling people who are trying to avoid me. When I get in touch with someone it's one of two things:

1) An appointment to set up a future call to go over plans and rates
2) Dead

There is no middle ground. If I hear "You really caught me at a bad time" My reply is "That's fine. Just give me a specific time to call back when you have about 10 minutes." If they say crap like "this week is bad"then it's marked "dead." I will indeed follow up by email but never by phone again. What I will do is months later give my old lists to my marketers and have them go through it again. Sure....go ahead and call them back next week: "What? I caught you at ANOTHER bad time?" Go figure.

There's a few health issues and a few on group with employees (I don't mess with group when employees are on.) I had one lady already paying $120/mo - she's better off staying put.

Just when it's looking ugly I call Wanda and we have a phone app't tomorrow morning to over over plans. The best one however is Brenda paying $1,700 a month just for her and her husband. Perfectly healthy but they have a HMO - no deductible hence the horrid rate. She's been wanting to get cheaper coverage for a while. We really connected and spent almost an hour on the phone. That's over - phone appointment this Thursday to sign them up.

Things to mention:

*These are exclusive to me - I don't have a pack of wolves descending on my prospects
*I can concentrate on positive conversations instead or warning them about other agents/plans
*These people are the best clients - they are not trolling the net and actually have money.
*These are business owners who are savvy and understand health insurance.
*Almost all of leads leads are age 45 and older. I don't spend 2 weeks chasing "Becky, age 26" and her $82 a month premium.
*I can relax with these people. They aren't going anywhere.
*These leads cost me $4 a pop.