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Well, that depends…
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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. 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
Go to basics…
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Let’s do the numbers
Work it backwards
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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
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 want to
market?
Match product to target market…
Then what?
We target
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Or…
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
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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
Option A: Contact List
Custom List Volume-Based Pricing
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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 Pursue 70 year olds (for the same reasons as T66s & T67s), but also
Option B: Community-Based Marketing
Complementary
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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 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
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.
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supported by church leadership.
Live and recorded training webinars are available at
Option B: Community-Based Marketing
Complementary
20Provider 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 Live and recorded training webinars are available at
Option C: Carrier Generated Leads
Complementary
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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. 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
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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;
Supplements; Final Expense; Dental, Hearing, Vision; Mortgage Life Insurance; Disability Income Insurance; Turning 65; and Medicare Changes are detailed on
www.thebrokerageinc.com.
ARM (America’s Recommended Mailers)
ARM (America’s Recommended Mailers)
ARM (America’s Recommended Mailers)
ARM (America’s Recommended Mailers)
Option D: Direct Mail Programs
Cost Based on Extent of Use
30Our 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.
plans.
Carriers include:
Standard Life and Accident
Legacy Safeguard/Monumental Life Mutual of Omaha
Option D: Direct Mail Programs
Cost Based on Extent of Use
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Standard Life and Accident
1,000 direct lead mailer or 4,000 name consumer
prospecting list
Qualification: $5,000 of combined issued annualized Qualification: $5,000 of combined issued annualized
health premium (5 combo sales)
Option D: Direct Mail Programs
Option D: Direct Mail Programs
Cost Based on Extent of Use
33Option D: Direct Mail Programs
Cost Based on Extent of Use
34Option D: Direct Mail Programs
Cost Based on Extent of Use
35Option D: Direct Mail Programs
Cost Based on Extent of Use
36Mutual 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
new-business open enrollment or underwritten
applications. Excludes internal and affiliate conversions and guarantee issue business.
Option D: Direct Mail Programs
Cost Based on Extent of Use
37Option D: Direct Mail Programs
Cost Based on Extent of Use
38Option D: Direct Mail Programs
Cost Based on Extent of Use
39Option D: Direct Mail Programs
Cost Based on Extent of Use
40Option D: Direct Mail Programs
Cost Based on Extent of Use
41Medicare 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:
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
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The Brokerage Inc. contracts with multiple Internet
Lead Generator Companies, with lead availability
Option F: “Brokerage Bucks”
Production-funded
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Write thirteen (13) applications through The Brokerage
Inc, within a thirty (30) day period, using these programs, and receive a complimentary 1,000 piece mailing through America’s Recommended Mailers (ARM) - $450 value!:
Medicare Advantage Medicare Advantage Medicare Supplement Final Expense Life Insurance Critical Illness Disability Income Annuities
Option F: “Brokerage Bucks”
Production-funded
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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) - $450 value!:
Medicare Advantage Medicare Advantage Medicare Supplement Final Expense Life Insurance Critical Illness Disability Income Annuities
You’ve got to Begin!
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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 new; the celebrations begin tonight will begin something new; the celebrations begin tonight
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