March 31, 2004

From The Desk Of Pat Wedeking

Come with us, won’t you?

We are building the most respected team in the direct response life insurance marketing niche. We’re generating the leads; assembling the best in the business; establishing the channels to top carriers with good products and high commission. We’re developing the technology to manage, track and enhance the activities we all go through. And we’re growing a family; a team environment based on shared knowledge and applied expertise.

We want you to be with us on this ride.

Our company’s vision is to build the best life insurance wholesale and retail sales operations fueled by lead sales and lead distribution bandwidth, accelerated with technology and quality relationships.

We’ll have a $1 million dollar per month organization; $2 million annually coming from our own retail sales effort that serves the rest of the organization by monetizing the impaired risk inquiries; and we are going to do this in 3 years. 1 2 3 we call it.

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Green Means "GO!"

Since 1984 I’ve attracted and coached over 3500 independent insurance professionals. So what’s the difference between agents starting in the traditional market and those starting in the Direct Response market?? Nothing! I look for the same “success markers” I always have. Direct Response selling is a new and exciting style of marketing, but identifying future successful agents hasn’t changed.

After twenty years I’ve learned to place agents in either of two categories—“Get Started Now Agents” or “Green Light Procrastinators”. “Get Started Now Agents” are always more successful. They understand the “key” to success is generating huge activity. They’ve learned the secret 3-step process to enjoying success in Direct Response marketing...

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2nd Annual OFG
Direct Response Sales Summit

September 30^th to October 3^rd, 2004

Denver, Colorado

“What is this event anyway?”

A gathering of direct sellers of life insurance to share ideas, nurture relationships and get better at what we do. The Only Financial Group family and other leaders in the industry will gather for a power-packed couple of days.

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Click Here for Itinerary and Reservation Information

Top 10 Ideas for Direct Response Success

I’m always the guy that gets to write some of the philosophical, organizational messages. Good necessary stuff, but frankly, I often miss the trenches. So here are some ideas for the trenches. We know this direct response life insurance business. It is our passion as we generate leads for it, develop technology for it and sell in it ourselves. Here are 10 indispensable ideas for success in selling.

Get the app back by fax – “Strike when the iron is hot”. The carriers will accept it and can you believe some producers lag even the carriers in this area of advancement? If the client says yes, GET THE APP. Use this question often, “Do you have access to a fax machine?” Explaining the process is very important in this niche, when we do that let’s start with the application into the company. This is how the process starts, how do you want to get that done? Do you have access to a fax machine?
Ask early, “Is this for you or you and your spouse?” 20% or more will involve the spouse giving you a free lead and more committed buyer on the lead you bought.
Offer the AIG American General Return of Premium Term to everyone. A great balance between price competitiveness and not throwing the premiums down the drain, you’ll be amazed at how many like it if you offer it EVERY time. There is no monthly modal factor on the American General ROPT – remember to always compare this one on a monthly basis then. The difference in premium to get all the money back will be relatively less.

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LeadBoss Q&A

Which Event Emails are currently setup for my agency?

To get you started, we simply setup your agency with all the current event emails. You can then delete, modify, or add other emails as necessary. To add an Event Email, see below.

How do I set up Event Emails?

The ability to manage your event emails has been given to you with this latest version release of LeadBoss. You simply need to go to the “Agency” area within LeadBoss and click on the tab “Event Emails”. You will then be able to add emails, modify emails, add rules, and view rules that are currently setup to trigger Event Emails.

NOTE: When you click “Create an email template” you will be taken to a screen that asks you to complete 4 steps. The first step is to select the type of email (or reminder) that you want to create. The “Event Email Template” and “Event Reminder Template” are self explanatory. However, the “LeadBoss Email Template” are the templates you setup when you MANUALLY email a client. They are different from your Event Email Templates.

How do I set up Event Reminders?

The ability to manage your event reminders has been given to you with this latest version release of LeadBoss. You simply need to go to the “Agency” area within LeadBoss and click on the tab “Event Emails”. You will then be able to add reminders, modify what the reminder says, add rules, and view rules that are currently setup to trigger Event Reminders. Event Reminders are similar to Event Emails in that they are tied to specific statuses that you designate. However, instead of an email going to the client, LeadBoss will remind you of a task that needs to be completed.

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