PRESS 1 LEAD AGENT GUIDE

Transcription

1 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. As we understand there are many companies out there producing quality leads we like to think we stand apart because of our through processes we have employed in screening our leads. Please continue to our tips below, which outline the best practices in closing our leads and providing the highest ROI. Our telemarketing systems produce leads 12 hours per day 6 days per week and we strive to provide the most accurate information in a timely manner. Every day our staff listens to your leads and hand types them into spreadsheets we send to you. We define a lead to be someone who is interested but is also coherent and verbally requesting a follow up call or consultation. Any lead we send means that we have a recorded verbal request for more information.

2 2 EIM WHAT ARE PRESS ONE LEADS? Press 1 Leads are initiated by a live telemarketer who asks the senior if they would be interested in hearing information regarding Burial Insurance. Interested prospects are then transferred to a recording about Final Expense Life insurance. At the end of the recording they are given the option of pressing 1 to have a local agent to contact them or pressing 2 to be disconnected and removed from the call list. Those that Press 1 are given another recording prompting the senior to leave their name, best time to call, and any additional information that they would like the agent to know. The are, again, given the option of pressing 1 to continue or pressing 2 to be disconnected and removed from the call list. This is a double qualified lead. They first speak to a live person and then go through TWO recordings by Pressing 1. Finally, only those that have gone through this process AND THEN leave their contact information are transcribed and sent to the agent. Best part the agent receives the lead within 24 Hrs!! ADVANTAGES:! FRESH: Leads are generated, transcribed, and then sent tho the agent the following day. As the agent, You are talking to the prospect within 24 Hrs. This is a key advantage over Direct Mail, which can take up to 6 Weeks before you get in touch with the customer.! QUALITY: Unlike many leads being sold, our leads are generated using a clear, non-deceptive script and recording. The recording discusses the increasing funeral and burial expenses and prompts the prospect to Press 1 to have a local life insurance agent contact. Most importantly-it is a DOUBLE QUALIFIED LEAD, where the prospect speaks with a live person, listens to TWO recordings, Presses 1 TWICE to continue and is given the option of Pressing 2 or handing up to be disconnected and removed from the calling list. After the final recording, the prospect Presses 1 and leaves their contact information. Finally, A live person listens to the recording and transcribes the lead and delivers it to the agent.! EXCLUSIVE: These Leads are never resold. They are generated specifically for you, the lead purchaser. LIMITED AVAILABILITY: Because of the government limits of the Do Not Call List, data available to call on is extremely limited compared to that of Direct Mail or Live Life Leads. Because of this, Press 1 Leads are not available in all areas. And they cannot be ordered more often than every other week and an ordering radius of 30 miles from the zip code cannot always be guarantied.

3 3 EIM " Remember that the people that we are providing as leads do not know you by name or your company. All they know (and even sometimes they forget) is that they received a call and they have requested more information about your particular service or product. " DO NOT CALL ASKING FOR PEOPLE BY THEIR LAST NAME. We all want to be professional business people but with these leads you cannot overdo it. Try asking for someone by their first name as if you knew them. THIS WILL GO A LONG WAY. " DO NOT LEAVE MESSAGES ON ANSWERING MACHINES! do not waste your time leaving messages unless you have already built a rapport. Countless clients have wasted their time doing this and it has been proven not to work. " Pay attention to the time stamp on the lead, It is when we produced the lead and if you are having a hard time reaching them you can always use the time stamp as a reference point to when the best time to contact them is. " Last but not least Remember that all of the leads we send to you have done 5 things. # 1.) The person on the lead sheet received and answered a call # 2.) The person answering the call spoke with our agent and granted us permission to play them a pre-recorded advertisement about a specific product or service. # 3.) This person was then provided a choice to press 1 and hear more or press 2 to end the call and immediately be added to the DO NOT CALL LIST. # 4.) The person pressed the 1 key and heard more about how great and low costing the service is and why they should want it. # 5.) Lastly, the person left a recorded message stating their interest with all of their information, which we have provided you with inside of the lead sheet Furthermore Every lead we receive has had a reverse lookup done on the name and address to verify as much information as possible. If you have any questions please feel free to contact us at any time and we will do whatever we can to help ensure a smooth running campaign.

4 4 EIM EXAMPLE LEAD SHEET EXPLANATION OF FIELDS: Name: Name of the person that left the message. Phone: The phone number that the system called. It may or may not be the same as the number left in the message to call back. If it isn t, the alternate number is reported in the Additional Info field Best time to Call: This is the time that the person leaves in the message as the best time to reach them. If they do not leave a time this field is left blank. Address: The address of the person leaving the message. Some scripts ask for their address to mail them information. 90 % of all leads will contain an address Additional Info: Any type of information left in the message not covered by the other fields. Oftentimes it is an alternate phone number or a description of what service they need. Timestamp: This is the time (in Eastern Standard Time) that the initial call was placed. It is useful when they do not leave a best time to call because it gives a roundabout time that they can be reached. Gender: It is the gender of the person leaving the message.

5 5 EIM Lead Process Detail Live Agent Transfer Call Begins - Hello, Sorry to bother you but we are calling to see if you would be interested in hearing a brief message about low cost burial insurance. If the called party is interested then the call is transferred to the recording below. Pre Recorded Section Hello this is help for anyone who needs additional life insurance or a burial policy for yourself, your family or a loved one. Funeral costs have doubled in the last few years, but we offer a whole life first day coverage policy from 0-85 years of age. You don t have to be in perfect health we can cover people that have diabetes or high blood pressure or other medical problems. Whole life premiums never increase and benefits never decrease. If you would like more information at no cost or obligation please press the one key on your telephone now. Not interested? That s ok just press the two key to be added to the do not call list. System Pauses and waits for a 1 or a 2 to be pressed If the caller presses 1 then the following is played: Thank you for your interest. At the sound of the tone please leave your name, your age and your street address. - At this juncture the prospect is instructed to speak his or her name and contact information. This is the information we use to compile the lead. We do not have their contact information aside from their telephone number until they speak it to us which is what we transcribe. If the caller presses 2 then the following is played: Thank you for your time, you have been added to our no call list. Have a nice day. - People that press two are put onto our do not call list automatically and our clients are unaware of these calls because they are not leads by any means.

6 6 EIM Lead Credit Policy As we work to produce the highest quality of leads we understand that sometimes there are occasions in which leads may be considered to be invalid. This form will outline our policy as to what is considered to be a invalid lead that is eligible for credit. 1. Any lead with a wrong phone number usually this is a typographical error. (All leads are hand typed so this could happen although we work to prevent it) 2. Any lead that is out of the age range for a particular campaign. (Example: Final expense leads are credited if over age 85) 3. Any lead from which the person has passed away 4. Any duplicate lead produced within 90 days. 5. Any lead outside of your requested calling area. NOTE: If a zip code is requested that overlaps a state border, it is up to the agent to request only the one state if desired. This can be done in the Special Instructions section when ordering. What does not qualify for credit? Because of the nature of our campaigns we cannot determine the health, financial status or any other in depth element of a person s life. Therefore we do not provide credits because of income, financial banking status, health condition or any other factor outside of what we advertise in our initial marketing campaign. Requirements for credit To qualify for credit customers MUST submit their bad leads within 72 hours of receipt. Requests for credits weeks later or after a campaign has ended will be denied.

7 LeadCreditRequestForm PleaserefertotheLeadCreditPolicyastowhatconstitutesa"credit"beforemakingasubmission Creditrequestsaretobemadewithin72hoursfromthedatetheleadwasgenerated Pleasefaxthisformto tobeginprocessing CustomerName: CustomerPhone: CustomerSalesRep: NameOfLead: DateReceived: Phone: ReasonForCredit: NameOfLead: DateReceived: Phone: ReasonForCredit: NameOfLead: DateReceived: Phone: ReasonForCredit: NameOfLead: DateReceived: Phone: ReasonForCredit: NameOfLead: DateReceived: Phone: ReasonForCredit: Comments Or Suggestions

8 7 EIM RECEIVING LEADS HOW LONG AFTER I PAY FOR MY LEADS WILL I BEGIN RECEIVING LEADS? " It depends. Leads are generated using local senior data scrubbed against the Do Not Call List. The time it takes to fulfill your lead order is directly related to the amount of data available in your area. " Data availability can vary tremendously between two locations. It generally takes 3-5 business days for the lead vendor to process your order, collect your data, and initiate your calling campaign. " When a lead is generated, the recording is transcribed and sent to the agent within 24-hrs. Agents will receive their leads as they are generated until their order is fulfilled. Example: Day 1 of campaign- agent receives 3 leads, Day 2- agent receives 6 leads, Day3- agent receives 0 leads, Day 4- agent receives 8 leads, etc... HOW LONG DOES IT TAKE TO FULFILL MY ORDER? " Leads are generated using local senior data scrubbed against the Do Not Call List. The time it takes to fulfill your lead order is directly related to the amount of data available in your area. " In general, our agents place their orders biweekly. The lead vendor quotes an estimated time frame to fulfill a lead order to be between 5-9 business days from the time the campaign begins. " You are free to make adjustments to your calling area by expanding or contracting your radius. Keep in mind that doing so will have an effect on your data levels, which is directly correlated the fulfillment time. " The wider the range, the more the data and the sooner we can fulfill your order; the smaller the range, the longer it may take to generate your leads. Therefore, if you wish for your order to come in quicker, you should widen your radius " If you choose to adjust either the radius or the fulfillment time frame, we will do our best to adhere to your request but make no guarantees. In some cases, data is too limited to commit to certain radius or fulfillment time request. We will notify you if this applies to your order.

9 8 EIM SAMPLE FINAL EXPENSE PHONE SCRIPT FROM AGENT TO PROSPECT Hi (name) This is Cindy calling...you requested some information yesterday (or a couple days ago) about Burial LIFE Insurance AND I m the agent who is going to take care of you on that, I m just needing to VERIFY some quick information from you. (Without little hesitation) Now I have you down at (verify address) Now is that an apartment or a home? Ok, What s your current age? Ok great now are you a smoker or NON-smoker? Now are you looking for coverage for just you or for you and your family? Ok, now do you have an idea of how much coverage you re looking for? (If it s any amount from 50,000 or below precede as follow) What that is, is a simplified issue WHOLE LIFE which means there is no Medical Exams or Dr. Visits required just a few medical questions on the application to get qualified? Now have you had any MAJOR medical problems within the last two years such as a heart attack, stroke or cancer? No organ transplants or AIDS or anything like that? Ok well I don t see any problem trying to get you qualified for this coverage. It shouldn t take but minutes to go over some options and try and get you qualified for that, what s typically better for you mornings or afternoons? (Listen at this point and wait for a response) If their still hesitant follow with more details about the product. Like I said this is a simplified issue WHOLE LFE, which means the premiums you choose will never increase do to your age or your health and your benefits will never decrease do to your age or your health. It will also be building cash value that you can borrow from or take a loan against but the best part about the coverage is its good for life. (Then go for the close again) Like I said it won t take but 10 minutes to go over some options with you and what you do with it from there is up to you, so what s better morning or afternoons?

10 9 EIM (Shut up and listen. Which ever they say respond by saying) Ok so mornings are best for you, well I will be in your area tomorrow and Wednesday seeing a number of other folks and it looks like I does have an opening tomorrow at 10:15, will that work for you? Ok Mr. (name) Go ahead and grab a pen and paper and write down his information. Being that I do have a busy schedule should anything unexpected come up if you could give him a courtesy call it would be appreciated. Now keep in mind I typically don t collect any premiums while I m in the home we will set it up as a direct withdrawal from either your checking or savings account on any specific draft date of your chosen. We can even set it up days out to give you time to prepare for it as well. (You do this to verify they have a bank account) (They will usually say Ok no problem, and then you proceed Ok like I said my name is (NAME) and my phone number is XXX-XXX-XXXX Well (name) I have you down for Wednesday at 10:15 and we will get you all taking care of. Have a great day!