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We Discoved Gold
By David Penhallegon
We want 2006 to be your
best year ever. We want 2006 to be your most profitable year ever. We want 2006
to be the year of the TELEMARKTER! Telemarketers make sense. They call for you,
they weed out dud leads for you, they keep you focused on selling, and they
transfer people to you that want insurance. By working with OFG, we give you
access to telemarketers and provide systems that allow you to hire telemarketers
to effectively market to your leads or utilize OUR telemarketers for inbound
transfers.
There are many advantages to hiring a telemarketer including:
o
You spend less time
on the phone trying to find interested prospects
o
You
spend MORE time talking to people that are interested
in buying life insurance NOW
o
You
contact more people which WILL lead to more sales
o
Your increase in income
will greatly offset any costs associated with a telemarketer
o
Receiving transfers from a telemarketer is like the lead calling you!
We have hired over
10 telemarketers. Their sole job is to contact the lead, confirm the
interest in speaking with an agent, and either set a call back or get that lead
to you RIGHT NOW. That’s right, we will actually transfer that lead directly to
you. Do you want leads calling you or do you want to call leads??
So, you’ve decided
that you want 2006 to be your most profitable year ever and thus want to hire a
telemarketer. What do you do next?
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Hiring -
First of all you need to hire a telemarketer. You will need a compelling ad
to post online or in the paper. I have used the same ad for a number of
months and always received a great response whenever it’s freshly posted.
You can download the ad here. I would
recommend that you use
craigslist.com to post your ad. The service is free
and I have gotten a much higher response rate using Craig’s list than using
the paper, Hotjobs, and Monster. Remember to repost your ad every few days
to keep it toward the top and thus maintain a steady flow of resumes. I have
had the best luck with people that are going to college but have some spare
time on their hands.
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Interviewing
– When you begin interviewing, be sure and look for people that have a
positive attitude. This seems to be the most important factor when hiring.
People that are eager to talk and smile are often good candidates. It is
also a good idea to pre-screen applicants by calling them to determine how
well they sound and perform over the phone before spending the time meeting
with them in person.
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Training –
You want your telemarketers to talk to as many people as possible. There is
a natural tendency as an agent to want the telemarketer to screen the leads
for you so that you only talk with the “best”. However, we have found that
generally the less screening that occurs tends to result in more transfers
and therefore more sales. You simply want your telemarketers to get someone
that has an interest in speaking to an agent on the phone WITH YOU or one of
your agents. A good, simple line for a telemarketer to use is: “Hello, this
is David calling from InsuranceOnly. I’m calling regarding your request for
pricing on term life insurance. I have an agent available now to speak with
you okay?” If the person says “Okay” then the telemarketer will transfer the
call to you or one of your agents. If this is not a good time for the lead
to speak with an agent, the telemarketer should ask for a “phone
appointment”.
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Work hours – We tend to see the highest number
of transfers in the morning from about 9AM until 11AM PST and then at about
5PM until 7PM PST.
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Pay and bonuses
– We pay our telemarketers $12/hr. The cost of living in Seattle is higher
than most locations so you may be able to get away with $8-10/hr. However,
you will have higher turnover if your pay rate is too low. Also, it may work
well for you to bonus your telemarketer based on the number of transfers
and/or the number of transfers that result in a sale.
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What to expect
– A good telemarketer should be able to make 250-320 dials in a 7hr day. Out
of this many dials, you should expect at 8-10 transfers. And, we have seen
that about 30% of transfers result in an application out. Therefore, if your
app back is 50% and your placement is 80%, you should expect to place an
additional 1 – 1.2 policies per day at an average annual premium of $800.
This would mean your revenue should increase by $800 to $960 per
telemarketer PER DAY with a net of $300 to $460 per day.
Using a
telemarketer will change how you do business. It will make you more effective,
more efficient, and more profitable. We want to help you utilize your leads via
telemarketers that WE have hired and we would also like you to hire one or two
of your own. We know that by including a telemarketer into your business model
it will make 2006 your most profitable year ever!
Best of Success,
David Penhallegon, Vice
President
InsuranceOnly
davidp@insuranceonly.com
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