By accident or by design, change is inevitable for all of us especially during difficult circumstances like recessions and other unprecedented times out of our control. Technology has made working from home, selling over the phone during social distancing easier than ever… particularly for insurance agents.
Whether you're selling life and health insurance, Medicare, MedSupp or Final Expense, there are just a few things you need for telesales to work from the comfort of your home.
- Targeted lead lists to call
- Peak calling hours to call
- A CRM Dialer
Targeted Lead Lists to Call
Every product has a target demographic and you simply need identify that demographic combined with your preferences and obtain targeted leads or lists. Many years ago, sales professionals would pick up the white pages and just start dialing... this would be the equivalent of shooting fish in the ocean. With targeted leads and lists you can shoot fish in a barrel. Filters for life and health or property and casualty products could include: geographic filters, homeowners, renters, age range, presence of children, income range, credit score and countless others.
Start with a good script, make sure you replace any words you typically wouldn’t use with your own vocabulary that way the script sounds more genuinely like you and amend it over time. Be sure every time you sucessfully overcome an objection that you note the script used to do so. In time, you'll develop a script library for every product and rebuttal that will become invaluable.
Peak Calling Hours
In order to make the best use of your time, make sure you are calling only during peak hours. You may not want to call every day, but maybe call the same leads 2-3 times per week Below are some good starting times, though you may need to experiment and tweak some to see what works best for you. These may vary based on the products you're selling, the target demographic, region of the country being called or other current trends and circumstances.
- Monday – Friday: 10:30am – 12:30pm.
- Monday – Friday: 6:30pm – 8:30pm.
- Saturday: 9:00am – 11:00am
A CRM Dialer will help you make 75 - 250 calls per hour and give you the ability to call more people during peak calling hours versus hand dialing 20-25 calls per hour. And since you’ll be talking to more people you’ll not only be honing your scripts and sales skills you'll be talking to more prospects. The more prospects you talk to the more leads you'll generate and the more sales you'll close... it's a numbers game.
We can assist you with all components detailed above including a CRM Dialer that is feature rich, easy to use and easy on the wallet. All the ongoing training and support you need is free and we don’t nickel and dime you over features like other companies. No contract, no hidden fees and no surprises. We can assure you that if you set aside the time to prospect using Prospect Boss it’ll pay for itself and then some in no time at all.
The important thing is to commit to prospecting on a regular schedule and do so for more than a month as not every day and every call will be a lead or a prospect. You need to hone your skills and build momentum. And be sure to document what works and what doesn’t work so you can define a repeatable formula for success that works time and time again.
On that note, if there is ever anything we can do to help please don’t hesitate to reach out to us, give us a call at 1-800-662-4009.
Be safe everyone and have a great day.