Im seeking advice from health agents!!

[Raymond B]

I would first like to introduce my self. My name is Raymond Bartreau. I am the owner of Best Rate Referrals LLC. Over the last 6 years I have been consulting Mortgage Brokers and LOs a like how to generate more business. We also have a telemarketing center in Las Vegas Nevada that we use to generate leads for them. We are looking to get into setting appointments for health insurance agents to go into new businesses and sell their policies.

I am looking for some advice from health agents that actually target new small business. Any advice at all would be great, such as, the best cities to do this work in, what is the average price for these types of leads, what are the average closing ratios on this type of marketing with American telemarketers? What are other companies minimums? Etc...

We did do a beta test in Las Vegas with an agent that actually cold called our office one time for insurance. We invited him in and he got our business. It turned a light bulb on in my head and we ran a test for him. Out of 100 appointments over a 2 month span he wrote policies on 58% of the people he sat down with. Is this a good ratio? I don't know how many policies total he got but he did tell me that he got half individual and half group.

We are about to release these for sell to the open market but before I do I want to make sure I have everything down pat. maybe I can run a beta test for a couple members of this board to see where I can improve the campaign before we release it for sell.

Any help or feed back would be great.

Thanks!

[benhill]

Several years back I ran a telemarketing lead room for my health insurance producers. Each agent was given the option of 20 field leads (prospects looking for coverage) or 12 pre-set leads (prospects with a specific appointment time). Agents who chose pre-sets averaged a 62% close ratio (compared to 38% on field leads) and much preferred the fact that the pre-set prospects had been more carefully screened since they had been contacted at least twice and were expecting a sales presentation. Our telemarketers were calling small business owners straight from the telephone directory and we were paying them $8 for a field lead and $12 for a pre-set. Based on sales volumn vs. lead cost the pre-sets were a much better investment for both the agent and the agency.

[bitsdawg]

I am really impressed by your numbers! I ran pre-sets and was happy to do 25%. But these prospects had not been called twice, etc., and some did not understand why I was coming, though some did. It just really depended on who set the appointment. You should publish your system or something.

[The Rabbi]

Those presets all depend on the telemarketing company and their standards.

[Alsky]

Hey Ray! How are ya'

[Raymond B]

Doing really good bud. How are you doing? We are learning a lot on this insurance side of lead generation. So far the clients are pretty happy. I'M still about 2-3 weeks from taking it national. Thanks for checking in on me though.

[Debunker]

bitsdawg-I think his numbers are off base. Too many times, posters just say anything. Hard to trust anything you read. Just trust by your own experience.

I have been in the business 18 years and your numbers are right on.

[medicarebenefitsdirect]

If you are having that kind of results you would not need to promote it. Agents would line up at your door for a 50 percent close-ratio. I agree with other posters. You should give some free appointments to see how good the leads are. If they are as good as you say I will buy all you can handle.

[bitsdawg]

Originally Posted by Debunker

bitsdawg-I think his numbers are off base. Too many times, posters just say anything. Hard to trust anything you read. Just trust by your own experience.

I have been in the business 18 years and your numbers are right on.

Well, I was thinking 25% on a good run.

25% - Thought I was there to fix their cable or something (Sort of a joke).
25% - Lonely and Wanted to Chat
25% - Plain Old No Shows
25% - A chance to sell. On good days they said Yes. On Bad Days they decided they were happy with what they had.

[Raymond B]

After a few months of testing and verifying the numbers we were off a little from the first beta tests....

We are seeing roughly 75% call back lead and 25% appointment with 80-90% of these being individual policies written on about 35-40% of all the leads we send out. At this point we are releasing them for sell to health agents. They will be 100% exclusive.

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