Hey Ethan,
My name is Devin and I’m an Insurance agent in FL. I saw your speak at the Norvax University in Orlando and thought you were excellent. Since then I have been following your blog and implementing some of your strategies along the way with great success. However I was hoping you could give me some additional advice on what to do with some old leads. I have a database built up of approximately 4,000 unsold leads since 2006. I was wondering what would be your best recommendation on how to attack these old leads and convert them into sales. Whether it be put them on a drip email campaign or send them personal post cards etc. I’d really like your personal advice on this matter if you don’t mind and I look forward to hearing from you soon.
Thanks so much,
Devin
Dear Devin,
I am glad that you are having success with the information on this blog and my trainings! In the next few weeks I will be putting some youtube.com videos up on this blog. Hopefully that will help you sell health insurance as well.
I am not really sure of the age of the unsold leads but regardless of the age I still think that it is important to contact them. The easiest most cost effective way to contact them is to import all of the contacts into your auto dialing system and spend about 2-3 hours a day at least calling them. I recommend www.makemycalls.com for this. The cost is around $150 a month and you would see a huge increase in sales from this.
If you try to send them an email even through Constant Contact it has to be very slight. That means an email once a month. Being labeled as a spammer is very easy if you send out an email all at once to thousands of clients. Pretty soon you will notice that "no one" is getting "any" emails. Yes it has happened to me.
I wouldn't send out a mailer just yet until you are able to track the success of your phone campaign. Once you have done some tracking then you could forecast some projections based on a 1-2% closing ratio. That is pretty decent/average for mailers. If you want a quick easy way to send out some cards I recommend sendoutcards.com. This is what I use for delinquent accounts, renewals, and thank you cards. Spend around $150 for the auto dialer and go through the full training session with them and you won't be sorry. If you do go through www.makemycalls.com please put me down as a referral before purchasing on their website. I would really appreciate it.
Ethan Selph