
Medicare Café – Taking Action on Leads
If you are having trouble keeping your prospect funnel full, then yes. How do you know if your prospect funnel is full? Focus on appointments and not sales.
Example: If you are looking to have 12 new sales per month, and you have a 15% closing ratio at appointments, you need to have 80 appointments per month.
Do not forget that leads should be supplementing your current marketing efforts. The leads you are buying should not be your only source of new prospects.
What kind of leads do you want to work? If you have no desire to sell over the phone, then do not buy telemarketed leads unless they are pre-set appointments. This also works the opposite; if you are looking to only sell over the phone, then do not buy leads that would have an expectation of a physical appointment.
If you are investing in leads, then make sure you are going to put your maximum efforts to maximize your return on investment (ROI).
NOTE: It is important to track your cost-per-acquisition (CPA) to make sure the lead method(s) you are using are producing a profitable source of sales.
Many agents skip step 3 above. They simply order leads and wing-it when working them. The agents know they need to contact the lead numerous times, but they don’t know what that looks like, which causes hesitation that leads to inaction. Then they blame the leads for not being “good”.
Mapping out your process can greatly reduce hesitation and inaction. This is how salespeople produce results.
70% shopping rates will make this AEP a war zone. Do you have your Battle Plan ready?
Attend one of our in-person AEP Disruptions Bootcamps, or be left behind.
July 23, 2024
Blue Springs, MO
July 25, 2024
St. Charles, MO
July 31, 2024
Columbia, MO