Complete automation

Man, I don't know how health insurance was sold 20 years ago but at this point my system is fully automated.

Technology is simply amazing. First of all, let's cover this first - I'm a fan of getting leads as exclusive as possible however generating exclusive leads takes at least 3 hours a day. That's 3 hours I don't have anymore with running the association.

But for brand new agents who have literally never written a single deal - to mirror this - just remember to have a big budget, product knowledge and closing skills.

Ok, so I'm getting shared leads from three different sources and they all get fed to LeadPod. LeadPod is transferring around 26% which is fantastic since on my own I only got a hold of around 12% since my follow-up skills are lacking.

I'm closing 1 out of 4 transfers so let's do the math:

Lead cost: $7 on average
4 transfers: $40 ($10 per transfer)
17 leads to get a deal X $7: $119
Total: $159
Average Commish: $700
Net Profit: $541

Just remember that if you want to budget this out:

20 leads a day X 5 = 100 leads per week X $7 = $700
26 transfers X $10 = $260
Total: $960

That's why I'm saying that this is an advanced system.

This means all I do is feed 17 leads a day into LeadPod and it's $2,700 per week net. Not bad for never having to make an outbound call.

When they transfer a prospect I qualify then take them right to infiniteconferencing.com/join. I like the fixed address - now I don't have to email an invite. I just give them the participation code and there's no download for them to log in.

I start a desktop share and take 'em to my Norvax site - line up a few plans side by side and they choose. I don't do hardly any "first call closes" but we go over the plans, compare them then I email the plan from the Norvax site that we discussed so they can review it.

To me it's all a bit insane:

1. Leads from the internet
2. Leads fed into Leadpod - only transfer prospect with interest and time to talk
3. Desktop share
4. Norvax comparisons
5. Email quotes
6. Online applications

Complete automation. Also, my day is surreal with this system. Feed 20 leads a day into LeadPod and my phone only rings around 4 times a day - that's it. Aside from those 4 calls a day I do my follow up call to take applications but that's about the extent of it.

Do I really get paid to do this?

Also, webinar today at 1pm EST to go over association benefits: www.ihiaa.com

Time Change

I'll be running webinar to go over membership benefits on tomorrow, Saturday at 11am EST - not tonight at 6pm. Info is below and on the website www.ihiaa.com

Trying to keep up with updates

Sorry all - trying to keep up with updates and I'm falling behind. Right now I'm still on LeadPod - absolutely love them.

Basically, all of my leads gets fed into LeadPod and they simply make the calls for me. In my particular situation it's a Godsend since most of my day is the association yet I still need to write some business.

This automates my business and frees me up to do other things during the day.

The association is doing extremely well - much better than I thought it would without any formal advertising.

I just started uploading courses online: www.ihiaa.coursehost.com

Right now I have over 30 courses to upload - it's a fantastic format since members can punch into any course and everything is indexed.

I'm also going to do my 1st live webinar this week about membership and I'm sorry if I have not replied to your email or called you back yet regarding questions. Between current members and writing business I'm behind on answering some questions.

Tonight at 6pm EST just go to:

www.infiniteconferencing.com/join
Code: 2101012

Call into: 712-432-1699 code: 449228

Everything

Well, I had a goal this year to finally hit 1 million in business - 20K a week, which I've never done before. I've always been over $700K a year but never hit my ultimate goal.

This year, however, I'm tracking 1.4. Why? I have basically everything in place:

• Flyers to businesses
• Flyers plastered up on community bulletin board
• Norvax quote site
  
• Shared leads
• LeadPod
• Referrals (I'm staying in touch much better with clients)
• Constant Contact following up with old leads

I will say this to anyone getting into this biz: This is a phenomenal career. It is well worth the hard work and patience needed to get off the ground.

I spent a lot of years in sales and not too many days pass when I don't really appreciate what I'm doing for a living. Let's compare this to other sales jobs:

• No credit checks - which normally kills most sales (car, home improvement, etc...)
• No driving to see clients - totally unique to insurance sales
• Can sell all available products unlike other sales were you represent one company
• Renewals - totally insane. The 8th wonder of the world is compound interest - renewals are just like that. Name me a sales job outside of insurance were you continue to be paid on past business
• Economy proof. Check out the out-of-work real estate agents and mortgage brokers. That industry collapsed. However, when the economy tightens more people need a rate reduction. I'm doing more business now then ever. Everyone needs to save.
  
• This will never go away (despite for the "universal" people may dream about)
• You are truly helping people
• Six figures is relatively easy if you don't pack it in too soon and give yourself a chance
• Almost no start-up costs compared to running other businesses

Today's just one of those days where I appreciate what I do. I just came up from watching the morning news and the Baltimore beltway is jammed. I just watched, though "damned" and went back upstairs with my coffee and cranberry muffin.

Norvax - sometimes you don't know what you're not getting

Of course I always knew Norvax existed but never really gave them too hard of a look before. I was in the "if it's not broke don't fix it" mode - been making great money without it so why mess with it.

Also, as any other biz owner, I'm always trying to maximize profits and minimize costs. However, in this case it not what I was making it's what I was losing. Obviously if you're making $500 by spending $100 more you can make $1,000 it's a no-brainer.

I've now had Norvax for two weeks and it's an amazing and noticeable difference - absolutely increased business and easier. My site's www.mdhealthquotes.com - if you want to run a quote just enter "test" as your name and a MD zip code - 21113 will do. Put in your real email.

Now I can do company side-by-side comparisons - which I've done so far for every prospect and absolutely amazes people. They also get an email shot out with quotes and the auto responder keeps in touch by email at times you set.

I use to follow up by Constant Contact or simply manually sending emails - now it's set for me. Follow-up is crucial in this biz and it's one less thing I have to do.

Norax also alerts me by email when someone's in my site playing around and also shows me the specific plan they're looking at. Basically, when I give prospects my web address and go over some plans the shopping stops. They can now play around in my site on their own and look at plans - which they do.

I bought it since it's a tool and from running the association I'm basically comparing all tools and lead sources. I want to see what's a waste of money or "fluff" and what's legit.

Norvax is one of those things where if you don't have it then it's not what you're saving, it's what you're losing.

You'll pay what I pay - it's $75 a month for the engine/broker office and $50 if you want auto-responder - so it's $120 if you want both which is a $100 per month discount if you're a member. If anyone wants any details just contact me.

Sorry for the down time!

A week and no blog update - I apologize but it's been absolutely nuts. Most of my time is now spent on the association with about 6 new members per day on average.

Marketing and leads are obviously everyone's biggest issue and members are looking to me for legitimate sources. As everyone knows, I'm not an internet lead guy - been off them for 2 years.

So let's cover this first:

I feel the best way to build your business is local marketing; telemarketing, BtoB, flyers, chamber of commerce, etc...I'm still a fan of Marketing Campaign Solution's auto-dialer CRM. I think new agents need to learn to get comfortable on phone and spend as little money possible on leads while generating a lot of leads.

Telemarketing accomplishes that - $300 a month for the dialer (for members) and you should be spending at least 10 hours a week on it - 15 for newbies. That's the lowest cost-per-lead you'll find in the biz....and obviously the leads are exclusive.

That being said, it's not a perfect world and many agents simply do not want to telemarket. Fine - not an issue. They're looking to buy leads so I've been busy testing out lead sources. I'm not going to recommend lead sources that I can't close. Not to blow my own horn - but if I can't close 'em I doubt a new agent would be able to.

So I'm running the alossociation and dealing with shared leads....doing decent with the BETTER sources. And there are indeed good and crappy sources - the difference is immediate and apparent. Hardly anyone answers the phone on the crappy sources:

• Too many agents calling
• Lead generated by affiliate spam or incentive ads
• Leads target the broke: "guaranteed issue for $29.95 a month!"

Decent lead sources don't use affiliates - don't spam, don't use banner or incentive ads, aren't sold and re-sold 20 times and people actually answer.

I also just started using LeadPod a few days ago - they call my leads for me and transfer the prospects to be so I don't have to plug away on the phone all day. So far so good but too soon to post actual results.

But yes, there are indeed still some fantastic shared lead source out there.

5pm - not 6 for the webinar

Typo - 5pm tonight, not 6pm for the webinar for IHIAA.

Great Press!

Read Benpath's press release as we endorse them as our exclusive lead provider - actually our only association provider of exclusive leads.

Benepath not only offers exclusive leads, but when the quote is submitted the prospect goes to your page that Benepath designs for you. You integrate that with Norvax and now the prospect clicks "submit" and immediately sees quotes from your Norax engine with your contact information on the left side.

You get instant notification and when you call the prospect is actually on your Norvax page looking and quotes. No call centers, no affiliate crap, no redirects to Ehealth.

http://www.msnbc.msn.com/id/23916571/

We'll also be having another webinar tonight at 6pm to go over member benefits - some newly added benefits and do a Q&A session.

Go to www.ihiaa.com at 5pm to log in.

PLEASE DON'T SHOP AT WALMART!

I've totally had it with this filthy and disgusting company. How many times do we have to hear how they screw their employees?

This takes the cake:

http://www.cnn.com/2008/US/law/04/02/walmart.decision/index.html

This poor woman - loyal employee of Walmart was permanently brain damaged in a car accident. She was awarded 1 million of which $400,000+ was hers after legal fees. She needed that money for continuing care.

Walmart, however SUES HER to recover what they paid towards her medical expenses - the goal was leaving her penniless they a mult-zillion dollar company would have $400,000+ while this lady struggles with daily life without money for on-going medical.

I will never stop foot in another Walmart and I encourage everyone to follow.