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Prospecting with
lead is timely. Very little time has elapsed
from the initial contact to your having the
information in your hands for follow-up.
Telemarketed Leads These are truly hot leads.
The key to a successful follow-up is im-
mediate contact and continuity. Your in-
Contributed by contacted prospect. This frees the agent to troduction should go like this:
Charles J. Schiedler focus on other responsibilities and pursuits “Mr./Ms. Prospect, I am Bob Agent with the
related to the insurance sales and servicing Hometown Group and I am calling to confirm
profession. the information taken by our representative
With this freedom, you can focus more yesterday. I have all the details on the plans
attention on getting in front of prospects. you have an interest in and would like to deliver
Part of this is spending more time gaining them to you this afternoon. I will stop by at
effective methods of presentation through 2:00 p.m. Please make a list of any questions
personal study, seminars and interaction you might have for me and have available any
with fellow professionals. Increased produc- documents you would like reviewed. If you will
➤ How Are They Generated? tivity will be the end result of making the not be available at 2:00 p.m., I will make time
➤ To Cold Call or Buy Leads best use of your time. Every agent should for you tomorrow at 11:20 a.m. I have a general
do a personal assessment of how to make idea of where your neighborhood is, do I turn
➤ Making the First Call the most efficient use of time. Take a look right or left when I get to your street?”
at which stage of the marketing process are Whatever form of lead you use, the key is
you most effective. And, on what areas do always a rapid follow-up and appointment
Demand for qualified leads in the insurance you prefer to concentrate. commitment. Your goal is to get in front
industry is steadily increasing. In conjunc- For insurance agents that choose not to of this prospect and close the sale. Make
tion with this trend, agents are constantly cold call themselves, there is a strong reli- every lead count by recalling the effort that
pursuing quality lead generation sources. ance on the telemarketer to provide quality has gone into developing that lead. To make
The questions become: where are the best leads. Telemarketers that are professionals every lead the most productive it can be,
leads generated and why should agents in their field develop effective leads. It takes use the referral opportunity in the middle
purchase leads rather than cold call? One a particular person to telemarket, one that of your presentation. If you are unable to
source of leads is as old as the telephone enjoys talking with people on the phone close the prospect, you will at least have
and as modern as the twenty-first century and does not take rejection personally. Sub- generated two or three additional leads,
— the telemarketed lead. stantial training is required to establish a leveraged your time and reduced the cost
Lead generation by means of telemar- proficient telemarketer. They must learn basis of your prospecting efforts.
keting is a significant point-of-origin for how to successfully develop the art of dis-
potential clients in today’s marketplace. course leading to a warm, receptive pros-
The primary reason agents use leads is Charles “Chuck” Schiedler is co-owner of T.J.
pect. These are individuals that have made Telemarketing with his wife, Debi. Their company
to relieve them of the cold calling ordeal. a career decision based on a unique talent.
Many agents dread cold calling since it is has been providing life and health insurance
They are specialists in this field. Their pro- leads, developed by telemarketing, to the industry
laborious to them. Others like to avoid cold duction is the initial step toward a suc-
calling, as it tends to result in a negative for more than four years. You can contact them
cessful insurance sales close. at 826 North “A” Street, Springfield, OR 97477;
attitude. This is a result of the inevitable Leads can also be developed over the
consistent rejection related to cold calling. toll free at (888) 802-6998; or visit the Web site:
Internet, mail or other media. While these www.tjtelemarketing.com.
It is essential for the agent to maintain a systems may be effective in generating sub-
positive sales attitude. Negative distractions stantial lists of names, they lack two pri-
have been known to result in poor perfor- mary qualities. There is no initial personal
mance for days or weeks. Other agents feel quality that confirms the validity of the in-
that time is better spent in front of pro- formation supplied and that sets the tone http://www.tjtelemarketing.com
spective clients. Regardless of the reason, a for a personal contact. Also, a telemarketed
telemarketed lead represents a personally
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