Leads, Leads, Leads! 1

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1 Leads, Leads, Leads! 1

2 The question heard most often 2

3 Well, that depends From Alice in Wonderland: Alice: Would you tell me, please, which way I ought to go from here? The Cat: That depends a good deal on where you want to get to. Alice: I don't much care where. The Cat: Then it doesn't much matter which way you go. Alice: so long as I get somewhere. The Cat: Oh, you're sure to do that, if only you walk long enough. 3

4 Go to basics While we want this We don t want this - 4

5 Let s do the numbers 5

6 Define Success through ROI 6

7 Work it backwards Base commission = $200 $100,000 annual income/$200 = 500 sales 500 sales/50 weeks = 10 sales/week, 2/day Using 10/5/2 formula, need 50 leads/week 2% mailer return, 2,000 mailers = 40 leads With Brokerage Bucks match program, 20 leads/week from mailers? Leads from Providers? Leads from Faith-Based marketing? Leads from referrals 7

8 Analyze your personal situation What area do you want to market? What product do you want to market? 8

9 Match product to target market 9

10 Follow the rules 10

11 Remember 11

12 Then what? We target - And attract - 12

13 Think about it 13

14 Or 14

15 So, where do we find folks to talk to? Let s examine The Brokerage Inc s Lead Program Menu. 15

16 Option A: Contact List Custom List Volume-Based Pricing A contact list custom ordered for you from a list vendor, based on the age range, income level and county you desire to work in. All contact names are scrubbed against the do not call list. Keep in mind this list is purchased at a discount from an outside vendor and is distributed multiple times. And, not all programs allow for cold-calling. Specifics are at under the LEADS tab. 16

17 Option A: Contact List Custom List Volume-Based Pricing 17

18 Option A: Contact List Custom List Volume-Based Pricing Build your list according to your personal specifications. Consider the Turning 65s, but remember everyone chases that market. Look to the T66s & T67s for folks experiencing Medicare Supplement price increases, with fewer agents pursuing the group. Pursue 70 year olds (for the same reasons as T66s & T67s), but also because of the Required Minimum Distribution requirements. 18

19 Option B: Community-Based Marketing Complementary Community-Based marketing programs create leads organically, and renew themselves, based upon agent performance. These programs include: Retail Marketing: Through various contracted Medicare Advantage carriers, and other one-off opportunities, agents have the opportunity to take advantage of natural and driven store traffic to carrier-supported and self-augmented store-based marketing locations. Look for trainings specific to marketing through retail locations on our website and in our agent communications. 19

20 Option B: Community-Based Marketing Complementary Faith-Based Opportunities: Group meeting opportunities through pre-screened faith-based locations. Informational topics of interest (Medicare 101, LIS/MSP, LTCi, Life Insurance/Final Expense, Healthcare Reform, among others) are presented to the congregation supported by church leadership. Live and recorded training webinars are available at 20

21 Option B: Community-Based Marketing Complementary Provider Marketing: Depending upon the product being marketed - referrals and lead collection from contracted network providers, or medical professionals positively affected by the proposed insurance offering. Live and recorded training webinars are available at 21

22 Option C: Carrier Generated Leads Complementary The Brokerage Inc. will at times have carrier generated prospects and/or recycled prospects. These prospects have responded to carrier solicitation or have been otherwise contacted, and have agreed to allow an agent contact them and discuss certain products. This may not necessarily be a preset appointment. This may simply be a prospect that is expecting your call. These leads may be seasonal and subject to availability. 22

23 Option D: Direct Mail Programs Cost Based on Extent of Use The Brokerage Inc. has direct mail programs available for all product lines. Simply choose a mailer from our marketing portfolio and let the professionals handle the rest. Different packages of mailers with discounts for Medicare Supplements; Final Expense; Dental, Hearing, Vision; Mortgage Life Insurance; Disability Income Insurance; Turning 65; and Medicare Changes are detailed on Our featured partner is America s Recommended Mailers (ARM). 23

24 ARM (America s Recommended Mailers) 24

25 ARM (America s Recommended Mailers) 25

26 ARM (America s Recommended Mailers) 26

27 ARM (America s Recommended Mailers) 27

28 Option D: Direct Mail Programs Cost Based on Extent of Use Our partnerships with different carriers also enable us to offer discounted direct mail programs targeting specific niche markets, including Medicare Supplements, Final Expense, and ancillary product plans. Carriers include: Standard Life and Accident Legacy Safeguard/United of Omaha Mutual of Omaha Washington National Transamerica 28

29 Option D: Direct Mail Programs Cost Based on Extent of Use Standard Life and Accident 1,000 direct lead mailer or 4,000 name consumer prospecting list Qualification: $5,000 of combined issued annualized health premium (5 combo sales) No limit on how many times you qualify for this program 29

30 Option D: Direct Mail Programs Cost Based on Extent of Use 30

31 Option D: Direct Mail Programs Cost Based on Extent of Use Legacy Safeguard 31

32 Option D: Direct Mail Programs Cost Based on Extent of Use Legacy Safeguard 32

33 Option D: Direct Mail Programs Cost Based on Extent of Use Mutual of Omaha Marketing Credits Program Agents earn credits each month in which they have at least five issued Mutual of Omaha or affiliate Med supp new-business open enrollment or underwritten applications. Excludes internal and affiliate conversions and guarantee issue business. Details are available at mutualofomaha.com/broker, Incentives tab. 33

34 Option D: Direct Mail Programs Cost Based on Extent of Use Washington National 34

35 Option D: Direct Mail Programs Cost Based on Extent of Use Washington National 35

36 Option D: Direct Mail Programs Cost Based on Extent of Use Washington National 36

37 Option D: Direct Mail Programs Cost Based on Extent of Use Washington National 37

38 Option D: Direct Mail Programs Cost Based on Extent of Use Medicare Supplement Carrier Production Support Program Direct Mail responses to a generic Medicare Supplement Review letter will be distributed to agents holding certain carrier contracts with The Brokerage Inc. and placing business written from those responses with The Brokerage Inc. The involved carriers: United Healthcare Cigna Medico BCBS Aetna Continental Life Mutual of Omaha affiliates Standard Transamerica 38

39 Option E: Internet Generated Lead Programs Lead Cost Share Programs The Brokerage Inc. contracts with multiple Internet Lead Generator Companies, with lead availability varying depending upon market and product selected. Our featured partner is HealthPlanOne. 39

40 Option F: Brokerage Bucks Production-funded Write eight (8) applications through The Brokerage Inc in the following categories, within a thirty (30) day period and receive a complimentary 1,000 piece mailing using approved catalog letters through America s Recommended Mailers (ARM): Medicare Advantage Medicare Supplement Final Expense Life Insurance Personal Major Medical Supplemental Medical Critical Illness Disability Income Annuities *Certain additional limitations apply 40

41 Option F: Brokerage Bucks Production-funded Subscribe to mail 1,000 mailers each month for a minimum of four (4) months, using these programs, and receive a complimentary 1,000 piece mailing through America s Recommended Mailers (ARM) - $460 value!: Medicare Advantage Medicare Supplement Final Expense Life Insurance Personal Major Medical Supplemental Medical Critical Illness Disability Income Annuities *Certain additional limitations apply 41

42 You ve got to Begin! Begin To take the first step in performing an action; to start. Similar words (synonyms): commence, initiate, start Example usage: Today we begin a new year; this year I will begin something new; the celebrations begin tonight 42

43 Thoughts & Questions 43

44 Thank you! 44

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