LIVE LIFE LEAD OVERVIEW

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Myra Sutton
8 years ago
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1 EIM LIVE LIFE LEAD OVERVIEW Live Life Leads 2014 Program Overview DEFINITION: Our Live Life Leads are telemarketing Final Expense leads where a live telemarketer initiates the call and sees it through fruition. The goal of each call is to determine interest in talking to a "Final Planning Specialist" about "Burial Insurance". These leads are delivered to an online Google Document (download Setup Guide) spreadsheet that is shared EXCLUSIVELY with the ordering agent. ADVANTAGES: The advantages of the Live Life Leads are that they use a live telemarketer throughout the call. Because of this we do get a higher response per data piece than we do with the Press 1 Leads, which allows us to deliver more leads in a smaller geographic area. All orders also include a copy of the recorded call and all the data used in generating the leads. QUALITY: Since you will receive a copy of all the recordings you will hear that these are quality leads. However, you will still get the same excuses, when you follow up, as you would receive with every other lead system out there. You will get people who thought it was something else, or swear they did not speak to anyone, nor request a call back. Also to ensure quality, our telemarketers are paid hourly, not by the amount of leads generated. CopyRight 2014 Ellis Insurance Marketing All Rights Reserved

2 2 EIM Lead Pricing & Closing Rates! EIM Live Life Leads have a minimum order amount of 20 leads and are discounted for our agents at a price of $14.95 per lead. (Total amount of $299 for 20 leads)! The average closing ratio for these leads is approx.. 20%. In a lead order of 20 leads, agents should sell around 4 policies per order.! An average monthly premium for the Final Expense market is generally around $45/mo. & the Annual Premium is $540 ($45x12). Pricing Table LEAD VENDER OUR AGENTS # Leads $ Per Lead $ Total $ Per Lead $ Total 20 $19.95 $399 $14.95 $299 Income Example per Lead Order: Based on assumptions above for an agent at 115% Commission Closing Ratio # Sales Total A/P Total Commission Total Cost per Sale Net Income 15% 3 $1,620 $1,863 $ $1, % 4 $2,160 $2,484 $ $2, Cost Per Sale Table Example Based on order of 20 Closing Ratio # of Leads to Close 1 Cost per Sale # Sales per Order (20) 15% 1 out of 6.5 $97.18 $ % 1 out of 5 $74.75 $74.75

3 EIM Live Life Leads Training Manual 2014 Program Overview THE FOLLOWING TRAINING MANUAL IS THAT WHICH IS GIVEN TO THE TELEMARKETERS. THE INFORMATION IS PROVIDED TO YOU, THE AGENT, SO THAT YOU MAY GET A MORE IN DEPTH VIEW OF HOW THE LEADS ARE GENERATED What is Burial Insurance: Burial Insurance is a small Whole Life Insurance policy. Generally between $7,000 - $12,000 in coverage. It is designed to simply pay for the cost of a funeral. The rates never go up and the coverage never goes down. Goals: Each call has a couple of specific goals: 1. To determine an interest in Burial Insurance. 2. If there is an interest, then to confirm the client information. These are the two most important pieces of the call. If the client does not understand that this call is about Burial Insurance then even with an agreement to have the agent call back, this is not a lead. Leads: A lead is created when you (the telemarketer) create an agreement with the prospect to have a Final Planning Specialist call them back for the purpose of discussing their Burial Insurance options. Again, if a client is not sure what you re talking about but says Yeah, sure. Call me tomorrow this is not a lead. CopyRight 2014 Ellis Insurance Marketing All Rights Reserved

4 2 EIM (CONTINUED) QUESTIONS & OBJECTIONS LIVE LIFE LEADS Q&A Q: The easiest way to handle any question is to simply say: That s a great question and I will make a note here to make sure that your Specialist answers that for you. Then actually make a note for the specialist. You can always simply state that you are only the appointment setter and the expert will have the answers to all their concerns. Q: What if the client states they already have coverage? That s great that you already have that taken care of. This information here is free. Would you like to make sure you are not paying too much? Q: What if someone else (a son, brother, spouse, etc.) is handling the Final Planning for the prospect? Scheduling a call time with an authorized individual would still be considered a valid lead. Just be sure to leave quality notes as to who is handling this for the prospect. Q: If the client says they can t afford anything or that they are not looking to buy anything, but are still interested in talking to a Specialist and they are clear that it is about Burial Insurance, this would still be considered a valid lead. Q: Where are you located? We are based out of Hemet California. But we have Specialist available across the country. Q: What s the name of your company? Senior Benefits Agency, we are a division of PHR Insurance based out of Hemet California.

5 3 EIM (CONTINUED) SCRIPT USED BY TELEMARKETER The script should be followed to the letter. It is important that all phrasing and prepositions be kept the same as what is written below. The parts with <<>> are where you will insert the information from the data you are provided with the call. For example: just been approved in <<insert state here>> would be read just been approved in California or whatever state you are calling on. Parentheses () are my simple notes on why this part is important and how it should be handled. <<Ask for the prospect by name:>> (The names is very important to try and get right the first time. If you mispronounce someone s name they already assume you are some sort of telemarketer and are on the defensive immediately. I would recommend using Mr. or Mrs. and just the last name. Example Mr. Jones or Mrs. Smith). Hello <<Name>> please... Hi <<Name>> this is <<Your Name>> calling from the Senior Benefits Agency. How are you doing today? (Pause and let them answer. Listen to what they say and respond accordingly. Example: Great for good or I m sorry to hear that for bad) Great, well we are calling today to make you aware of a new, low cost, Burial Insurance Plan that has just been approved in <<insert State here>> and is designed to cover 100% of your Funeral Expenses. As I m sure you re aware, Social Security only pays $255 dollars toward Funeral Expenses. The good news is <<Agent Name>>, who is a Burial Insurance Specialist is available to go over your options with you tomorrow. The information is FREE. What would be a good time for Mr/s. <<Agent s Last Name>> to call? <<Set time>> Ok. So Mr/s. <<Agent s Last Name>> will call you tomorrow around <<TIME>>. Let me just confirm the information we have for you real quick. Are you still located at <<Address>>? And you are <<Age>> years young, correct? Will this FREE information be just for you or you and your spouse? And finally, to help our agent know they are speaking to the right person, what is your favorite color? That is all. Thank you very much for your time and again, Burial Insurance Specialist <<Agent Name>> will be calling you tomorrow around <<Time>>. Take care and have a great rest of your day. Good Bye.

PRESS 1 LEAD AGENT GUIDE

EIM PRESS 1 LEAD AGENT GUIDE Press 1 Leads Overview 2014 Program Overview First and foremost we would like to take an opportunity to thank you for choosing EIM Lead Solutions as your lead generation provider.