Cold Calling

What is an LCM? The Producer asked...

I get this question a lot while giving demos. At first I thought you guys were testing me..and some of you were. Sadly, the vast majority really don't know. It makes me wonder what is being taught at so-called Producer schools..how to fill out an app? How to do online ratings? Make sure the carrier's job is nice and easy? If you are in a competitive rate state (and most of you are) check out this quick post on what an LCM is and why it's important to the sales process, cold calling in particular.

Does cold calling work? I want to do an Email Blast or Direct Mail Campaign. Does that work?

The facile answer to your facile question is YES. If you contact the right person, at the right time, and say the right things, do the right things, and follow through the process you WILL land that account. But you won't land all of them. No one does. And if you're banking on a (insert prefix) mail campaign that doesn't include a phone call or three, you're bound for failure (or worse - mediocre results). You know how I can tell top Producers from the rest? The top Producers spend their time figuring out how Insurance Xdate is going to fit in and improve an already successful strategy. We never brought an agency back from the grave, that I know of, but that's not what we do anyway. Xdate is a fixed constant in an otherwise variable sales equation. Confused yet? Read on.

What is Your Prospecting List Doing for You?

Your agency and your carriers may have an encompassing risk appetite but that doesn’t mean your prospecting list should follow suit. In fact, why on earth would you have just 1 prospecting list? In this little post I am going to show you how to improve your odds on the phone and more effectively secure appointments by applying a simple trick to your prospecting list set up.

Planning for a Cold-Calling Marketing Campaign

“If you fail to plan, you are planning to fail.” ~ Benjamin Franklin. Putting the calls in but not seeing them convert to new biz appointments? Now would be a good time to evaluate your marketing plan and figure out what’s going wrong or in need of adjusting. You do have a marketing plan, don’t you?

Outline for Developing Your Own Cold-Calling Script

A lot of our users ask if we have any scripts available. Instead of an actual script, this post is to provide a basic outline for creating your own calling script. Insurance agents are unique and special in their own way, just like a snow flake. So should your calling script.