Convert leads to opportunities for insurance industry

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[Music] cody one of the things that i love doing business with yon and what i love with security marketing that we've been able to create is that not only do we have the marketing prowess to execute like the social campaigns and all that but you're actually an insurance trainer sales guru in terms of like actually selling the leads not to mention you were in my opinion from my what i understand one of the first large facebook lead vendors in the country for the insurance industry for sure so i want to flip the script a little bit and one of the things that i want to interview you on right now is just working social leads right because it's getting harder and harder it's kind of evolving um one of the things that i would like to just kind of tackle is okay so we've got the campaign set up the leads are coming in now what as an insurance agent walk you through what needs to happen to be successful yeah i mean you that's what i love about samson is you need to be speed delete is crazy important you've got to you need to be the absolute i mean because you need to contact with them as soon as you possibly can because i used to work internet leads and it's kind of funny that's what i love about what we do because we don't share our leads but i used to work internet leads back in the day and they would share them with like six other agents dude if you didn't touch them within like freaking 10 seconds someone else was on it somebody else was on it yeah you know so it made me realize how valuable speed to lead was i'm also a big believer in a lot of people won't do it you know they're scared they'll think well miss betty you'll get upset at me most of them don't even think about it is is actually triple dialing you know not the triple facetime dial but the actual just triple the health uh but calling them right calling them yeah don't leave voicemail hang up yeah they don't answer same thing again back to back to back and that that increases answer rate by a good probably 20 on the first time call through the most the question i get though is cody well won't they like be upset with me most of them that was funniest most of them don't even like even hint to the fact or mention that you just called them three times in a row yeah and just ignore like yeah in my opinion it's like on the next thing you're who cares if you pick up the phone whenever i pick up the phone off after a double dial or whatever i'm never like annoyed but i'm all but i'm answering the phone yeah i mean so what would you say to the people that say social leads don't work are they different than direct mail or because there's a lot of that tone right where i'm used to direct mail and social leads are just you know yeah or whatever what do you say to those guys i mean you're you're gonna have to actually work them right a direct mail lead you could probably walk back to their mailbox and meet them there at some point in the day right you're gonna have to actively go like um call them as fast you can triple dial um i love to call them six to nine times in the first 72 hours i love a text a couple good ideas for text voicemail and email or i love like good news right hey betty great news coming back as soon as you can or quick question right for voicemails and texts and stuff hey i just got one quick question for you call back as soon as you can right leave the phone number twice um and then if i can't get hold of them after three days you know hey betty uh doorbot called me back went ahead and and bought we haven't boxed everything up you know you could say whatever you want but we're gonna ship it out to you um and if we don't hear from you we're just gonna show up at your house do you actually say that yeah that's awesome they'll probably call you back if they don't want you to show up you know that's awesome yeah well you know one of the things that let's try and set some expectations so let's just say i'm an agent let's just assume that it's an average you know facebook campaign and i'm 30 leads in or 20 what would be an average number of leads that we could look at 25 30 20. what do you want to do because i want to figure out some averages of contact rate yeah let's look at uh let's look at 30. okay so 30 leads so walk me through some numbers real quick yeah so i mean if you if you're getting 30 leads you should book um anywhere from you should actually get in you should eventually get in touch with about about um 18 to 24 of them okay and you should end up booking about 12 to 16 appointments okay from those i used to book 40 40 to 60 pretty consistently okay um but when i get on the phone i typically always got the appointment almost every time because and a lot of a lot of times too is like i went into it saying i am going to leave this call with an appointment and if and when most people make a call their their confidence level is not that high i always always explain it this way if you look at a scale from one to ten and your confidence level is like uh if you if you if you ask yourself right now watch this like what's my confidence level if you ask yourself and you say well i'm a six well if you're a six your prospect's never going to be higher than a four the more your confidence goes down theirs goes down the more yours goes up there's there goes up so anytime you're able to jump on and be like okay i am going to get this done on this call and you're that confident about it your ability to actually get it done and set the appointment is is better so from those amount of appointments we'll typically see about two-thirds of them close to seventy percent and then of those i'll close another two thirds seventy percent pretty easily and so do you feel like that's a safe benchmark to set from a reasonable expectation of 30 leads i do the only thing that gets people in trouble is most people don't realize this when you look at statistics that like insidesells.com did a study and they published it in the harvard business review they called 15 000 unique internet leads over the course of three years they made a hundred thousand calls and when they made those calls they realized that most people don't follow up more than once statistically most people most people follow up the three most common numbers for follow-up touches are zero it's actually pretty common where you don't call them at all which is weird one or two and what they learned is outside of that because eighty percent of cells are made between the fifth and the twelfth contact if we're going zero one or two times we're already way behind the freaking curve yeah but also they noticed out of a hundred thousand calls when someone went six calls they had a ninety percent chance of contact now ninety percent of contact's gonna be hard to reach nowadays but if you can go six calls deep quick as quick as possible you will you can absolutely see the results i'm talking about um and we can generate some leads and we can throw me in here and i'll get the results the difference is i know i'm gonna get the results and i will work until i get the results where most people are inherently pretty freaking lazy i agree and not that they're lazy necessarily but i agree with the your your numbers assessment in my general assessment we spend good grief over a million dollars a month on facebook instagram youtube google generating leads for agents uh and my represents my perception of what i have understood to be true is that as long as you can make 12 contacts in 72 hours you should be able to get a 75 contact rate and those numbers should be consistent with what you're saying but most people fail to 12 contacts well i'm i don't want to chase leads come on like these are these these leads suck or that's such a low buyer intent like that is a reality of working leads like there's a certain point where you're just gonna have to just work the leads like that's just how it works yeah well i mean and the funny thing is though i mean think about it like even if they're say they're a little more higher intent leads right because we when we work when we're on a marketing basis we're not trying to generate the cheapest not right we're not trying to like race to the bottom of the barrel we're you know right uh say it's 15 20 bucks right 30 leads you spent 450 to 600 bucks who cares if you get a sell you've probably made your money back if you get what i think you should be getting which is you know anywhere from three to six sales from that campaign you are immediately tripling to 6xing your investment and some people would say well i only got three cells you know i have 30 leads well you just tripled your money and you don't what are we talking about here you're like i i no lie i sold 20 leads to an agent one time they came back and they said well these leads didn't work i'm like well how many did you sell i only sold eight policies and i'm like is this guy messing with me or what the freaks going on here but some some people that's just like how they think but i'm like dude if i get eight out of 40 i've made a lot of money yeah no doubt and and what i what what the marketing term that we use that the insurance industry is not really privy to this as much as just general digital marketing we use the number of return on ad spend yep so return on ad spend typically the goal return on ad spin is a 4x like a four for every one dollar spent on social i get four back if you can get that benchmark typically you have a scalable program when you talk to any business that's at scale any large scale insurance either call center or something that's holy grails is a forex return investment yeah so if you're an individual agent and getting six extra turn in investment and still maybe not complaining necessarily because i'm not trying to make it seem like you know they're whining i'm just saying like it's just not reality you're outside of what is actual business sense at this point we're just kind of like you know just throwing stuff on the wall and see what sticks and that's another reason that we created samson in the first place yeah samson is an automation platform to help with those initial calls emails text to try and get you in touch with that person by then make an inbound phone call or setting an appointment to help with some of those 12 contact touches so if you're triple dialing for instance triple dial is what you said earlier yeah yeah and by the time you've triple dialed the lead one time and samson has run its course you already have touched the lead 10 times yeah right exactly so if you want to the next day circle back and triple dial a lead that hasn't responded yet in samson it's actually like a what's called like an opportunity it's like a the disposition is opportunity and then whenever they react it goes to hot lead so if that if i was if it was me spending my money i'd be generating the lead to get them into the opportunity and i would be doing everything i could to push those to the hot lead you know disposition and then continue to push them on to sell yeah um so that's the whole point of automation i also don't think you should even be doing social leads anymore into a spreadsheet to me that's like two years ago yeah like it's very difficult to make a good return on investment with just all right i bought my 30 leads put them on a spreadsheet hope i can sell yeah you know we still do some of that but in general it's moving away from that no doubt about it not about it the easier you can make that's what i love about like samson and you with all the freaking innovating ideas everything else is we are making the job easier on the agent yeah what samson does i used to have to employ someone full time to do yeah well listen i got a funny story for you so this guy so we have a landing page conversion campaign with five qualifying questions we're talking how old are you what medicare plan are you currently on outside of the basic data yes dang so five qualifying questions caught cpl is 25 drops into samson um and it's driving inbound calls and appointments and they're still like unhappy and it's like dude i can't i can't that's all i can do man yeah that's it that's all i can do i can't do anything more we'll sell them too exactly like so but it's it's it's it's just to me i feel like it's a lack of understanding of the amount of effort that it takes to be successful working leads now if you don't want to work leads and we're in a whole other discussion for sure but get a junior person in there to work the leads and yeah swing in maybe your medicare producer have a junior person work the leads potentially either set appointments for you or maybe even sell the book of medicare business for you then you switch them to annuities or something or watch the last video instead never you don't want to work late exactly exactly all right man well that's all i got for you man you have any other final words yeah i mean i think the thing is um i like to be extremely active i like to take action now instead of thinking about it and doing it later at the end of the day if you want to see results and you push for those results you can get results [Music] you