January 27, 2004

From The Desk Of Pat Wedeking

So you’re a sales person, right? What do you expect as a minimal level of courtesy from your audience?

How about a chance? A chance to present your product and have it evaluated based only on its merits.

Well that is what I ask of you today. I’d like the opportunity to sell you on using LeadBoss to its fullest extent. Just hear me out; ask yourself if everything I say is true, how would that help your business?

Why use LeadBoss to its fullest extent? Wouldn’t it be great if you could…?

Manage the Chaos and Increase Conversions – How about instilling some order in what we do? Using Event based emails and reminders track activity and enhance the process. If we increase our communication with the client, do you think our success rate would go up or go down? Whatever the conversion percentage was before, it’s got to be better with more client communication.
Receive and respond to leads quickly. Using LeadBoss, your leads are available to you just moments after they are entered. We’ve seen contact rates increase as much as 60% when response is immediate.
Event Based Emails. What if a prospect calls or emails you back because of an email generated by LeadBoss? That would be a good thing, right? We have numerous documented client contacts that go back to Event Based Emails. Many of these automated contacts cleared up large misunderstandings and led to policies being placed. Oh, and what about the TIME you save associated with constant client communication, a key to our business?

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Term by Telephone
Easier To Sell Than To Get Paid

Within a few months of beginning to sell on the phone you will notice that it is easier to get a commitment from your prospect to buy than it is to place the business. I have seen many broken dreams and heard many horror stories of agents being excited about writing a lot of business on the phone only to find that very little of it went paid. We’ve known agents that experienced as much 90% of the written business not going paid. At Term.com we paid for only 273 policies out of our first 1,000 written.

Why is this so? The answer is quite simple. It is easier to sell to Internet leads than it is to get the cases paid for.

Don’t despair. The solution is quite simple. There are a number of techniques the can easily double and possible triple your paid business with no increase in lead cost. These methods were developed over 1,000’s of cases sold at Term.com as well as conversations with dozens of insurance company personnel, agents, and case managers.

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Interview with Greg Hellmich

Recently our own Greg Hellmich was offered a unique opportunity with our Impaired Risk Strategic Partner, Brokers Alliance. On January 30th, Greg's role will be modified. I interviewed him recently about these changes.

Greg, first of all, congratulations on this development. It would appear that this is actually a good thing for BOTH Brokers Alliance and OFG. What changes for OFG agents now that you will be directly affiliated with Brokers Alliance?

It's all good Brad. I've always felt I was "reactive" when it came to supporting the agents. They'd call me and then I'd go to work. Now I feel I can be more "pro-active" and spend time contacting agents to inquire of their recent problems in closing impaired cases. A bit of good news that all the agents will love is that now I no longer need to split cases. ALL cases with USFL and other impaired carriers, as well as all the Guaranteed Issue carriers, will be 100% to the agents.

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LeadBoss Q&A

HOW DO I CREATE TEMPLATES?

Creating templates:

1) Templates are created at the agent level. Thus, each agent can create his/her own templates. We are currently allowing each agent to store up to 5 templates.

2) Go to "My Templates" or "My Agents". You will see a tab for templates. Click on the templates Tab.

3) To the far right you will see "Add Template" in red. Click on this button.

4) Follow the steps by naming the template first.

5) Enter in the text you would like for your template. NOTE: you paste in any letter or email you currently have written by copying the entire letter and pasting it into the open field.

6) In order to make sure the template is personalized, select the appropriate "Client" or "Agent" fields from the corresponding "Field List" drop down boxes. NOTE: you should space between the fields and other text. Also, if you paste an already completed letter or template, you will need to simply select the fields you would like to enter into the template via the drop down boxes, cut, and paste these into the template WHERE YOU WOULD LIKE THEM - EVEN IF YOU PUT YOUR CURSOR WITHIN THE PASTED TEMPLATE AND ATTEMPT TO ADD A FIELD, THE FIELD WILL BE ADDED AT THE END OF THE TEMPLATE.

7) Preview the template before saving. NOTE: the template will NOT contain correct lead or field information - the fields contain dummy data.

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Sales Corner
The 5 Basics to Direct Response Success

The value of a fresh lead is much like that of an ice cube. It’s most effective immediately out of the freezer. Time diminishes the quality. Think of your leads the same way and always have aggressive follow up. In fact, here are the 5 most important basics to assuring success in direct response selling.

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