Leads, Leads, Leads!
Well, that depends…
From Alice in Wonderland:
Alice: Would you tell me, please,
which way I ought to go from here?
The Cat: That depends a good deal on
where you want to get to.
Alice: I don't much care where.
The Cat: Then it doesn't much matter
which way you go.
Alice: …so long as I get somewhere. The Cat: Oh, you're sure to do that, if
only you walk long enough.
Go to basics…
While we want this –
-Let’s do the numbers
Work it backwards
Base commission = $200
$100,000 annual income/$200 = 500 sales 500 sales/50 weeks = 10 sales/week, 2/day Using 10/5/2 formula, need 50 leads/week 2% mailer return, 2,000 mailers = 40 leads
With “Brokerage Bucks” match program, 20 leads/week from mailers ? Leads from Providers
? Leads from Faith-Based marketing ? Leads from referrals
Analyze your personal situation…
What area do you
want to market?
What product do you
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Then what?
We target
-Think about it…
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So, where do we find folks to talk to?
Let’s examine The Brokerage Inc’s
Lead Program Menu.
Option A: Contact List
Custom List Volume-Based Pricing
A contact list custom ordered for you from a list vendor,
based on the age range, income level and county you
desire to work in. All contact names are scrubbed against
the do not call list.
Keep in mind this list is purchased at a discount from an
outside vendor and is distributed multiple times. And,
not all programs allow for cold-calling.
Specifics are at
www.thebrokerageinc.com
, under the
“LEADS” tab.
Option A: Contact List
Custom List Volume-Based Pricing
Option A: Contact List
Custom List Volume-Based Pricing
Build your list according to your personal specifications.
◦ Consider the “Turning 65s”, but remember everyone chases that market.
◦ Look to the T66s & T67s for folks experiencing Medicare Supplement price increases, with fewer agents pursuing the group.
◦ Pursue 70 year olds (for the same reasons as T66s & T67s), but also because of the Required Minimum Distribution requirements.
Option B: Community-Based Marketing
Complementary
Community-Based marketing programs create leads
organically, and renew themselves, based upon agent
performance. These programs include:
Retail Marketing: Through various contracted Medicare
Advantage carriers, and other one-off opportunities,
agents have the opportunity to take advantage of
natural and driven store traffic to carrier-supported
and self-augmented store-based marketing locations.
Look for trainings specific to marketing through retail
locations on our website and in our agent
communications.
Option B: Community-Based Marketing
Complementary
Faith-Based Opportunities: Group meeting opportunities through pre-screened faith-based locations.
Informational topics of interest (Medicare 101, LIS/MSP, LTCi, Life Insurance/Final Expense, Healthcare Reform, among others) are presented to the congregation supported by church leadership. Live and recorded training webinars are available at
Option B: Community-Based Marketing
Complementary
Provider Marketing: Depending upon the product being marketed -referrals and lead collection from contracted network providers, or medical professionals positively affected by the proposed insurance offering.
Live and recorded training webinars are available at www.thebrokerageinc.com.
Option C: Carrier Generated Leads
Complementary
The Brokerage Inc. will at times have carrier
generated prospects and/or recycled prospects. These prospects have responded to carrier
solicitation or have been otherwise contacted, and have agreed to allow an agent contact them and discuss certain products.
This may not necessarily be a preset appointment. This may simply be a prospect that is expecting your call. These leads may be seasonal and subject to availability.
Option D: Direct Mail Programs
Cost Based on Extent of Use
The Brokerage Inc. has direct mail programs available for all product lines. Simply choose a mailer from our marketing portfolio and let the professionals handle the rest.
Different packages of mailers with discounts for Medicare
Supplements; Final Expense; Dental, Hearing, Vision; Mortgage Life Insurance; Disability Income Insurance; Turning 65; and Medicare Changes are detailed on www.thebrokerageinc.com.
Our featured partner is America’s Recommended Mailers (ARM).
ARM (America’s Recommended Mailers)
ARM (America’s Recommended Mailers)
Option D: Direct Mail Programs
Cost Based on Extent of Use
Our partnerships with different carriers also enable us to offer discounted direct mail programs targeting specific niche markets, including Medicare Supplements, Final Expense, and ancillary product plans.
Carriers include:
◦ Standard Life and Accident
◦ Legacy Safeguard/United of Omaha
◦ Mutual of Omaha
◦ Washington National
Option D: Direct Mail Programs
Cost Based on Extent of Use
Standard Life and Accident
1,000 direct lead mailer or 4,000 name consumer prospecting
list
Qualification: $5,000 of combined issued annualized health
premium (5 combo sales)
No limit on how many times you qualify for this program
Option D: Direct Mail Programs
Option D: Direct Mail Programs
Cost Based on Extent of Use
◦ Legacy Safeguard
Option D: Direct Mail Programs
Cost Based on Extent of Use
Option D: Direct Mail Programs
Cost Based on Extent of Use
◦ Mutual of Omaha
◦ Marketing Credits Program
◦ Agents earn credits each month in which they have at least five issued Mutual of Omaha or affiliate Med supp new-business open enrollment or underwritten applications. Excludes internal and affiliate conversions and guarantee issue business.
◦ Details are available at mutualofomaha.com/broker, “Incentives” tab.
Option D: Direct Mail Programs
Cost Based on Extent of Use
Option D: Direct Mail Programs
Cost Based on Extent of Use
◦ Washington National
Option D: Direct Mail Programs
Cost Based on Extent of Use
Option D: Direct Mail Programs
Cost Based on Extent of Use
◦ Washington National
Option D: Direct Mail Programs
Cost Based on Extent of Use
◦ Medicare Supplement Carrier Production Support Program
◦ Direct Mail responses to a generic Medicare Supplement Review letter will be distributed to agents holding certain carrier contracts with The Brokerage Inc. and placing business written from those responses with The Brokerage Inc.
◦ The involved carriers:
◦ United Healthcare ◦ Cigna
◦ Medico ◦ BCBS
◦ Aetna Continental Life ◦ Mutual of Omaha affiliates ◦ Standard
Option E: Internet Generated Lead Programs
Lead Cost Share Programs
The Brokerage Inc. contracts with multiple Internet Lead
Generator Companies, with lead availability varying
depending upon market and product selected.
Our featured partner is HealthPlanOne.
Option F: “Brokerage Bucks”
Production-funded
Write eight (8) applications through The Brokerage Inc in the following
categories, within a thirty (30) day period and receive a complimentary 1,000 piece mailing using approved catalog letters through America’s Recommended Mailers (ARM):
◦ Medicare Advantage ◦ Medicare Supplement ◦ Final Expense
◦ Life Insurance
◦ Personal Major Medical ◦ Supplemental Medical ◦ Critical Illness
◦ Disability Income ◦ Annuities
Option F: “Brokerage Bucks”
Production-funded
Subscribe to mail 1,000 mailers each month for a minimum of four (4) months, using these programs, and receive a complimentary 1,000 piece mailing through America’s Recommended Mailers (ARM) - $460 value!:
◦ Medicare Advantage ◦ Medicare Supplement ◦ Final Expense
◦ Life Insurance
◦ Personal Major Medical ◦ Supplemental Medical ◦ Critical Illness
◦ Disability Income ◦ Annuities
*Certain additional limitations apply
You’ve got to Begin!
Begin◦ To take the first step in performing an action; to start. ◦ Similar words (synonyms): commence, initiate, start
◦ Example usage: Today we begin a new year; this year I will begin something
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