1. I Bought Leads, WHAT DO I DO NOW?

2. What Have You Done So Far?  Getting your carrier appointments  Getting through training  Getting your website set up  Getting your direct links to work  Getting your iBoomerang set up  Getting your leads ordered You have just spent the last few weeks:

3. The Secret About Lead Vendors  Here is the dirty little secret that the lead vendors don’t want you to know…  They call all the leads and ask them if they are going to buy.  If they say no, those are the leads they will send you.  If they say yes…  they send all those leads to Don Trotter, Cindy Schaefer, and Rick Banville.

4. What Is A Lead?  A lead is a name and phone number of someone who has expressed some level of interest in a quote for insurance.  Some will be a high level of interest and ready to buy right now  Some will be a high level but future sales  Some will be a low level of interest  Some will be absolute trash

5. Reality of Working Leads  The Best lead is always the one you sell  You are going to get leads that are no good  Some people will not answer the phone or call you back  You are going to blow an opportunity with a good lead  Don’t get hung up on how much money you just spent on bad and blown leads. This will really mess you up!  Stay positive and focus on finding that Best lead

6. Attitude  Adopt the attitude: Some Will, Some Won’t, Who’s Next? Because it’s a numbers game!  Treat it like you are digging for Gold! You have to dig through a lot of dirt and rocks to find the nuggets, but when you do, you get the big payoff. You have to dig through a lot of dirt and rocks to find the nuggets, but when you do, you get the big payoff.

7. Learn By Doing!  Some agents want to know everything before getting started  The only way you are going to learn everything is by jumping in and getting started.  Don’t worry about looking like a fool. The worst case is you don’t make the sale, you hang up, and you go onto the next call. (you will never talk to them again so who cares?)  But if you did something stupid, you won’t do it again.  If you could not overcome an objection, you will find the answer and overcome it the next time.

8. So How Do You Get Started?  It may sound simple, but CALL YOUR LEADS!  Industry wide, most leads are only called once (this is one reason why B leads work)  Call them in the morning, afternoon and evening until you reach them  Stay with the lead until they buy or they tell you to go away  It is really what you do with a lead that makes the difference

9. Burn to Learn, Learn to Earn  Don’t expect to make one call closes right out of the box.  Don’t try to sell everything, start with Team Corp and one major medical carrier.  See how fast you can get 10 presentations under your belt.  Get comfortable inviting & actually getting someone onto your computer(GP4)  Focus on your presentation, getting comfortable showing them your website, the product brochures and quoting. (try to keep scrolling to a minimum)

10. Burn to Learn, Learn to Earn  Keep underwriting guides and build charts open on your computer and refer to them for accurate quoting.  Practice the “Close”  It would be nice to sell some of those first 10 presentations, but don’t worry if you don’t. This is where you are going to learn.  This is a new sales technique you are learning  Write down objections and figure out how to overcome them even before they are raised the next time.

11. Give Your Leads A Chance  You should buy leads from more than one source  Try a combination of exclusive, shared, and B leads  Give a lead vendor a chance, you can’t make an accurate evaluation of a lead vendor on 5 or 10 leads  Make a commitment to try a certain lead for several weeks or a month before evaluating them

12. Let’s Sum It Up  Order your leads  Call your leads  Be prepared to Burn  Because that’s how you Learn  And once you Learn you WILL EARN!  But you have to stay with it and PERSEVERE  When in doubt, order more leads and make more calls