Only Financial Group Concierge Live Transfer Campaigns Voice to Voice Live Lead Transfer

Transcription

1 Only Financial Group Concierge Live Transfer Campaigns Voice to Voice Live Lead Transfer Presented By: Sean Rafael Miller (800) Ext. 737 or (562) Direct

2 Our Guarantee When you speak a prospect from our live transfer lead, they are ready to talk to you about the services you offer, period. Past that, is there anything else you would have us guarantee? The Bottom Line We sell great warm live transfer leads and agents make great money on them. We only look for agents who are seasoned, have purchased leads before, and have money for marketing. In a nutshell, we produce insurance review or live quote leads through an actual live phone conversation with a prospect. The live transfer lead is someone who actually answered their phone from our cold call to speak to them, and then made the decision that they would like to talk with a live agent, like you, about a review of their current insurance situation. Our referral and live transfer leads are: Exclusive to you and never shared with another agent. The prospect is given your name and that you are going to speak within 24 hours. Created by American telephone representatives that ONLY earn an hourly wage. NO bonuses or spiffs are paid that can lead to poor quantity results. We only produce quality leads. Geographic and Demographic Specific - We pass LIVE TRANSFER ALL "life insurance" review people (Current Life Policy or Live Quote) and we ask them are they are available for a live agent for either a policy review or current quote and the agent can take it from there -- it's GENERAL enough for any life insurance focus that an agent has... AND REMEMBER, if you don't like the conversation or get into something that you don't want to do, you can tell the person that they will NOTE the person's need and have someone else call them back!!! You then dispose the call to leave it in the list and not make it a "keeper" or dispose the lead as a keeper and it is all yours. Customizable - The Script- Pretend for a moment that I am your very best client, and I have a brother that I want to introduce you to. What would you have me say to him as an introduction? (There, you have just created your script...a warm live transfer of who you are and what you have to offer!) In Conclusion - We will do OUR part, and if you as an agent know, understand and practice the following, your success with our warm live transfer leads is guaranteed. (Recent study done by the Massachusetts Institute of Technology and Harvard) Converting leads is 57% lead quality and 43% salesmanship and follow-up quality. Leads convert 22 times more often when you make contact the 1st day. On average it takes between 5 and 6 attempts to contact a lead and it is suggested that you make at least 8 attempts the 1st week. 40% of quality leads will close with longer-term follow up - at least 90 days. Nearly 78% of prospects convert with the company that contacted them first.

3 Three Lead Types Business Owner Referral or Live Lead Transfer / Client Review / Product Specific Leads Enjoy the alternative to direct mail or over used Internet driven leads -- make your money go further! Don't mail and wait, then hope and wonder how it will go! Rather, make sure your lead costs are consistently low, and are created in a timely, qualified manner! Use our services and enjoy having U.S. based tele-agents as an extension of your office. - We TARGET, APPROACH, and COMMUNICATE verbally, to create interest for insurance or other concepts and products. Our process will get you about as close to a sale as you can get while keeping you fully compliant. And finally, to satisfy the due diligence question we often get asked, please see our national client list: (Click Here To See Our Client List) With clients of this stature, the due diligence questions have been asked, and answered. Lead Type -- Definitions: Business Owner Referrals "Business Introduction or Referral" Lead: (life insurance - our most popular lead) OFG will reach out to any small business segment and create a situation whereby the agent can talk to the business owner, partner, or high level manager about whatever concept is for that business. OFG will simply find out if the business owner, partner, or high level manager is open to hearing from a local agent. We end our conversation like this: "OK Mr. Owner, we have JIM SMITH contact you as soon as possible. All orders will be granted a 20% over delivery of leads (free to you). This will cover any dud you may experience. For example, a person may say one thing to us on the phone, and another to you. This happens rarely (5-7%), however it can happen. Upfront, we cover that for you in BIG way! Leads can be taken in 2 different ways: 1. All leads can be delivered in one day. This allows you to focus on this project and make calls each day until you get through them (during each calling session, you will likely get a hold of about 1/3rd of the people attempted). This is a great way to really create momentum in your business. 2. Delivery of leads can be made on 2 separate days of your choice (they need not be consecutive days). If you'd like to structure different scenarios for your lead purchase, please click here and explain your ideas. We are open to various structures for your agency and can even invoice multiple people for the purchase of leads if needed. We no longer "test" smaller lead orders, as our costs are at a level that is not profitable if we do so. Upon an initial order, we move a specific telephone representative from one campaign to your campaign, train them, buy data, pre-pay for long distance fees, design a campaign and lead collection systems and then start! Our only real profit comes from your satisfaction and ordering leads again!

4 Business Owner Live Lead Transfers Business Introduction Live Transfer Lead: (life insurance our most popular lead) OFG will reach out to any small business segment and create a situation whereby the agent can talk to the business owner, partner, or high level manager about whatever concept is for that business. OFG will simply find out if the business owner, partner, or high level manager is open to that AND, our tele-agent will make a live introduction to you with the business owner on the phone. We end our conversation like this: OK Mr. Owner, we have JIM SMITH available to speak to you now. We pass LIVE TRANSFER ALL BUSINESS OWNER life insurance (Current Life Policy or Live Quote) and the agent can take it from there it s GENERAL enough for any life insurance focus that an agent has AND REMEMBER, if you don t like the conversation or get into something that you don t want to do, you can tell the person that they will NOTE the person s need and have someone else call them back!!! You then dispose the call to leave it in the list and not make it a keeper or dispose the lead as a keeper and it is all yours. We will call in 16 States so you will need to get non res licenses in these states. Most agents can start, then take transfers, and simply go get the non res license once they have a great lead that they are working with. The states are: Arizona, Arkansas, Colorado, California, Georgia, Indiana, Michigan, North Carolina, Ohio, Oregon, Pennsylvania, South Carolina, Tennessee, Texas, Virginia, Wisconsin The COST for the program: You pay for ANY lead that you mark as wanting to work with a keeper lead! They pay $1,000 for 10 keepers which is $ per lead that you want to work with. So you NEVER have any duds ever. There is NO RISK You only keep 100% of the Leads that you want to work with. There is a PRE-PAY of $1,0000, and pays for as many transfers as is needed, for them to get 10 keepers We find that they will get at least ONE per HOUR that they spend in the system. Hours of Operation are 8:30am MST to 12:15 every day Then 1:30 to 5:30 every day. ** except on FRI, we go to 3:30 pm MST You must have a headset with a MIC ** must be a USB version and not the kind with the 2 prongs for the holes in the laptop etc and it must be USB. "Client Review" Request: This includes any scenario where we are asked to find people who already own a life insurance product for more than 3 years, and want a REVIEW. For many agents, this is a better lead because they are not asked to do a "quick quote". The conversations are deeper, and appeal to an agent who is more seasoned. The people we target are per YOUR request, but for life insurance as an example, we typically target ages 50+ and relatively affluent -- as such, when you speak and chat with the prospect like this, you can introduce any products you feel will help their situation. The initial direction is one of a "consultative" nature and not just another agent who is speaking to give a "quote". Product Specific Lead - This type of lead is more direct in nature. Assume that you wanted an "annuity lead ". Our teleagents would ask very directly, if the prospect would like to hear from you about CD Alternatives. Therefore, this sort of lead is confirmed for actual interest in product concepts that may help them grow their CD money at a higher rate, with potentially, added benefits like LTC riders and the like. You know then, that they actually have CD money or cash on hand, and the prospect knows, more specifically, that you will be making contact about something that is a direct alternative to something they are already doing or using. Again, we target ages 50+ who are affluent in your local area and can create many other product specific leads based on your desire as an agent.

5 Voice to Voice Referral and Live Lead Transfers Best Practices for Leads "Hello, I'm looking for, is around? (yes) Great!, my name is [your name only, not your company name yet!], and [our Tele-person's name] from OFG National, our marketing company, asked me to gather a few details about your life insurance situation so we could determine if there are ways to save you folks save some money or add value to your current plans - is this a good time for us to chat for a few minutes?" Mention your name and now, you should mention your company name if you have one and that you are the professional who can quickly determine if you think you could help them or not, if they had a few minutes to chat... ** If they do not OUR speak to them, ask about the SPOUSE -- possibly it was the spouse and our Tele-Person did not mark it correctly -- report back to us any situations like this, so we can FIX it!) - Upon contact made, you are a PRO and should approach these people with a very "consultative" attitude. We caught them out of the blue, and with our professionalism, got them OPEN MINDED to your review, but it's up to YOU to develop the strategy to secure their TRUST. Do A Good Job for Them - Why "Review"? Life insurance plays a vital role in the comprehensive financial plan of individuals and businesses. Life insurance represents unique and valuable property and must be fully integrated into the strategies designed to accumulate, conserve and distribute wealth. Life insurance property is dynamic. In-force policy values may change frequently; new policy designs are regularly available. Any revisions in the three fundamental components of any life insurance policy mortality, interest, and expense affect the values and performance of products. Therefore, any comprehensive review of a client s financial portfolio must include a timely assessment of life insurance property. Tell them you have a system that, in contrast to many similar programs, is not a policy replacement system. Great care has been taken to assure that the reviews generated are completely objective, compiling data from the current information provided by the policy s issuing company. Advantages and disadvantages of all options available to the policy owner are provided. Reasons for performing a policy review: Policies may not meet current needs due to life or career changes Older contracts may use higher mortality rates than current policies If not properly owned, life insurance may increase estate taxes Beneficiary designations may be out of date More lenient modern underwriting may provide the opportunity for improved classification and lower costs Existing term insurance may be approaching a point of premium increase or not-convertibility The policy review will provide you with a detailed analysis of the status of your life insurance policy. The analysis will allow you to view the options available with your policy and the advantages and disadvantages of each. The review is provided as a courtesy to you. The review allows you to better understand your life insurance policy performance.

6 Why do a Policy Comparison? At the completion of a policy review, clients are in a position to decide whether to maintain or modify their life insurance portfolio. Modifying the portfolio may range from relatively simple revisions of in-force policies to considerations of significant portfolio re-structure. Restructuring the life insurance portfolio based on a current review may involve the addition, surrender, or replacement of policies in order to enhance performance and achieve stated objectives. Expectations Buying leads and working leads is an "all the time thing" if you want to get momentum going in your business. Follow-up on key people will result in an ever growing "pipeline" of prospects that can begin to "POP" like popcorn for you! Most importantly, leads are a way to make contact with someone on a favorable basis - that's IT. With OFG, our leads will be in a special class of leads because they are targeted to your specifications, have been verbally confirmed, and will know your name as you are introduced and transferred to you. This helps lead responsiveness and reduces the time frames mentioned below, but does not guarantee that a massive % of leads will actually close --- much of this is up to YOU. (Source: Massachusetts Institute of Technology (MIT) study of leads within a large sample size of offices working various leads, primarily term life leads...) "Converting leads is 57% lead quality and 43% salesmanship and follow-up quality" with that in mind, get ready to work -- it's old fashioned to some agents, but this business takes work! "Leads convert 22 times more often when you make contact the 1st day" why would an agent wait to make contact with a lead, just because the prospect says that "best time to speak is: "x"? "On average it takes between 5 and 6 attempts to contact a lead" the study also talks about how these attempts cannot be made over 5-6 weeks and should be over 5-6 DAYS! "40% of quality leads will close with longer-term follow up - at least 90 days" how many agents have a long term perspective to their lead flow? It's been our experience that most agents are looking for quick, simple sales. Almost all "lead providers" they have ever tried is of less "quality" than they'd like because of this short sighted view of how to build their business. "Nearly 78% of prospects convert with the company that contacted them first" why, if it takes at least 5-6 attempts to catch a person on average, would an agent ever work with a lead company who creates SHARED leads? You have an almost 80% greater chance of success, if you are the first and only agent to chat with them about your service! Most insurance seekers are not ready to sign the papers the day they request information. Be prepared to respond appropriately to the potential customer based on their stage of the selection process. Many leads need to be nurtured so "staying in touch" until they are ready to make a move will set you apart from the pack. You will convert your leads on a regular basis once your pipeline is full. Keeping your pipeline full with new leads will deliver new customers regularly. Make sure your lead volume is manageable and you have the resources to effectively follow up, including the ability to meet the potential client with short notice. Leads that are not actively managed are wasted leads and are not worth buying. CROSS SELL and ask for LIVE TRANSFERS! If they are "fine" with what they have, if you have done some sort of fact finding, you can find other areas in which you can help them; maybe Long Term Care, Annuities, Critical Illness insurance, etc.

7 Compliance If you ever get a CONSUMER lead with a CELL PHONE number on it, watch out! Consumer Cell Phone numbers now require "prior written consent" of the third party for any type of systems that have the "capacity" to serve up a lead record to you and potentially dial it. The term automatic telephone dialing system means equipment which has the capacity: (A) To store or produce telephone numbers to be called, using a random or sequential number generator; and (B) To dial such numbers. This means that programs such as ACT!, Goldmine, Google Contacts, Outlook, SalesForce.com, Sugar CRM, and most other CRM software programs DO have the "capacity" to dial numbers, so they are illegal to use unless you are 100% compliant. Even if you are not using the "automated" side of the software! Points to Consider: Most leads are opt in data and is what most on-line lead providers create for you. This data that is continually flying around the industry will not be compliant anymore. In our world, where we do pro-active, tele-generated leads, we have to compare our data/lists daily to all cell phone numbers and Federal and State DNC. This includes looking for land lines that have been "ported" to a cell phone! We have to pay a significant fee monthly for this service. To stay safe, we scrub our data every day of the week. The agreement must indicate a specific seller to whom consent is being provided. It cannot be generic, sharable, or easily transferable. This is tough for online lead generators, who want to generate opt-ins and sell them to all sorts of companies that they might not be working with at the time. Just because the consumer provided the opt-in does not mean anything anymore. Consent needs to be telephone number specific -- "Eric said we can speak on this line"...just cannot be generic that Eric said we could speak... With Only Financial Group -- The compliance burden is ours to bare... Our leads are 100% fully Compliant with the new consumer laws. Are yours? Lead Order Process We send you an invoice through PayPal or go to PayPal is one of the safest, most secure financial transaction center on the internet. (this becomes your insurance against fraud or other fears you may have as we never secure credit card numbers or, make empty promises as some do on the Internet). We are a VERIFIED MERCHANT on PayPal and as such, we lose our ability to transact business, should we be found to be malicious in any way. You have a 3rd party holding your money so to speak. Once the invoice is paid, the production manager will call you and discuss the specifics of your campaign to include the geographic area you want your live lead transfers or referrals in, the distinct demographics you are looking for, the timing for your lead production, the scripting for the phone calls we make in your behalf and setting up your account. Here is the pricing of the licenses in the states we are serving... for under $500, you can get the top 10 sates!

8 Here is the pricing of the licenses in the states we are serving... for under $500, you can get the top 10 sates! National Association of Insurance Commissioners Website State Cost Michigan $10.00 Ohio $20.00 South Carolina $25.00 Virginia $30.00 Arkansas $35.00 Texas $50.00 Florida $55.00 Georgia $65.00 Oregon $75.00 Tennessee $94.00 North Carolina $ Pennsylvania $ Arizona $ Indiana $ Wisconsin $ Colorado $ Sean Rafael Miller Director of Lead Development (562) Direct Line