Successful Telemarketer In Call Centre

My Personal Research:-

Insurance Telemarketing – Why Agent Fails

you're looking for the most basic but solid insurance training post on telemarketing - this is it. I had bought shared  banking leads from 2006 through 2008 and was frankly getting burnt out. This was the way I was supposed to gain business. After all, cold calling is so "1970's" and doesn't work....right?

It's the age of technology and clients are supposed to come to me. However, there's a problem with all the sale books and videos by gurus talking about how cold calling is dead and how you can drive clients to your business: It's not specific to the insurance industry.

Let's get this much out of the way. Unless you have a website on the first page of Google for popular search terms you're not going to get enough leads to make a living.

The "friends and family" plan where you start calling 200 people you know is also a failed method. Will it get you a few quick deals? Sure. Then what. It's not a long-term marketing strategy.

This leaves two realistic ways to get business:

1.    Buying leads through runners

2.    Cold calling

Yes, there are other methods such as mailers but we'll tackle that on another post. Be sufficient to say it requires a rather large budget. $3,000 would start the bidding.

So why do most insurance agents fail at telemarketing? Simple.

1.   They're not trained properly.

2.   Agents also get bad advice from other agents who failed.

Incorrect: "I tried telemarketing and it doesn't work"

Correct: "I tried telemarketing and it didn't work....for me"

Be very careful when designing a marketing plan based on what others tell you works and doesn't work. You're hearing from one agent out of 50,000 agents.

When I dove out of banking leads and other sources channel leads and into telemarketing I was scared. I had no idea what kind of response I'd get. My insurance agent friends told me it was a failed technique and I had a family to support. However, I was determined to find a system that worked for me. This is that system:

·         Don't manually dial. I was getting my butt kicked using this technique for the first week. Simply put, I was not getting in touch with enough decision makers. I was making 40 calls per hour, calling 2 hours a day (which was my emotional max) and landing one client per week. Not really worth it.

·         Use an auto-dialer, not a predictive dialer. Now I was dialing around 120 numbers per hour. Compared to manually dialing, I was getting in touch with three times the amount of decision makers per hour. Not only that, but there's a positive psychological effect to having a system that simply dials numbers until someone answers.

·         Be short and to the point. You have 15 seconds to make your pitch so time yourself making calls. Avoid asking "how they're doing." It's disingenuous.

·         Have a reason to call. And no, "giving free quotes" is not a reason to call. Is there anything new in your state? New plans? Rates? When I was actively selling health insurance there was always something new - at least within the past 12 months. This had a lot of impact and truthful at the same time:

·          

"Hi Ah Fatt, the reason I'm calling is to let you know that there are new individual health insurance plans available in Maryland that could save you up to 30%. I'd love to send you the details on the new plans and rates and I just need your email address."

That's very short and to the point. Ah Fatt is either interested in seeing the new plans or he's not. Count on the fact that he's not and prepare for it. I dialed 120 numbers per hour, spoke with 15 decision makers and generated 2 to 3 leads. That's around 18% interested.

As long as you're generating at least 2 leads per hour, don't mess around with the presentation. There's nothing you're going to say to make most people interested.

If Ah Fatt was interested I'd get his email and also ask for the ages of anyone who was going to be on the plan. That's all I needed to run a quote. I'd end the call asking for a time to call back when he had around 15 minutes to review the new plans and rates.

After I was finished with my round of calls I'd email Tom not only the new plans but rates for around three other carriers. It doesn't get more complicated than that. I was closing one deal per 3 hours of calls.

Breaking it down more:

120 calls per hour

2.5 leads per hour

1 deal per 3 hours of calls or 1 deal per 360 calls or 7.5 leads.

Now, here's where it all falls apart and why agents fail. It took me on average two weeks to submit a deal after I generated the lead. That means when you start your telemarketing campaign be prepared to call for 2 weeks before business starts hitting underwriting.

This is very significant since most agents quit telemarketing within 5 hours. They generate a few leads, submit no business and determine that it doesn't work. You need to build a pipeline! Aside from that, you can forget about the first few hours of calling as you settle in and get comfortable with calling.

So how did it all end up for me? I was calling 10 hours per week (2 hours per day) and landing 3 deals per week. Not bad at all.

Successful Telemarketing Script

So let's quick & short cold-calls presentation:

 "Hi, is this Fatt Chai?" "Yes, this is Fatt Chai." "Fatt Chai, my name is Ah Choy from AIA Malaysia. Did I catch you at a good time? The reason I'm calling today is there are four new health insurance plans available in AIA that could have you between 15% to 25% off what you're currently paying. Are you certain that the protection your family has enough to cover their expenses for a while should you pass?

How To Be YES MAN - Let Yourself Be Guided

I know you or either next to you have been watched this greatest movie. It's extremely amazing. You can imagine it's just a word can change your entire life. Is it truth? Some might be said, it could be however it doesn't mean change from where are you now. Just be yourself. 

No doubt, we determine how to go through in our lives, we determine the our life's fate. Doesn't sound more inspire to you? In earlier, I've stated that a movie itself has been pointed a fantastic statement which was tagline for this particular movie, "One word can change everything." It's about YES. How sure are you can use such powerful word in your life? To say Yes in whatever circumstances occurs to us. Do you really believe yourself can do it? I have come comments here before I wanted to proceed how does a word able to change our life.

Be a Yes man, you accept the challenges. When it comes, you should not avoid it, you just jump into the challenge and take it as great lesson. Yes, yes, yes I can do it. You know you're capable person, full of passion, enthusiastic and look forward to be successful person. Be Yes, it should not beyond your ability which those tasks unable to overcome it. Just be try and get the result and try again. You can see the differences being try instead of putting off aside.

Be a Yes man, you really helpful person. You're willing to go to extra miles to give your hands to everyone needed. Being Yes man, you should not look at the person whom you consider to help. Just help them up if they required. In order to learn how to be YES man, you help with your sincere heart. Never ever try to ask for return for what you have helping the person. You help a person without or with a reason. But Yes man, doesn't any doubts on the decision making.

Be a Yes man, you are the happiest person in the earth. You offer your happy when someone does not. It caused you never ever to say "NO". It might be then you are having difficulty from beginning, however when you are used to it, it is as simple as a pieces of cakes. To build confidence, you of course wish do not say "No", though certain circumstances you can avoid to say "NO". It depends on the situation where you are and how to make things right.

Be a Yes man, you're inspiring often  More so, you are facing the obstacles everyday, don't you quit. You're not. You know you can overcome and breakthrough ever to make things happened. Your passion can makes your goals come true. You also can encourage every people how does your spirit to look at challenges positively. I suggest to implement this in your upcoming day, do encourage yourself to say "Yes" in 50 times for a day. You may realized the opportunity is staying not so far from you.

Competition Nobody Except Yourself

When I read this article with powerful inspiration to myself. The main reason that it really meant to you after recalled back in my career life. It can say the journey is waved and tough. It's because I am not self-fish and egoism caused me made a lots of mistakes. Not only that the mistakes have brought lots of troublesome to my family and also my beloved wife. Worth it to do that? I extremely regretful because I am supposed not to continue it mainly it will only causing you  to stop moving forward, on the other hand, you defeated by yourself. 

Problems, setbacks, mistakes and losses all are part of our life. Believe it or not, it is meant to all of us. When you able to break through, the doors is always open for those are ready to next level. Life is often ups and downs. When you are succeed, there are successful reason on your behind. Who's knows that? The only man knew is you. No one is being defected caused by someone whom friends, relatives or business partners. It all about YOU. If you failed it, you fail yourself. You compete yourself indirectly because the biggest enemy is YOU. We must understand "It only takes one person to change your life, the answer is YOU. No one is competing each other, it is because no one is care about you. You are the one taking care of yourself. Every single success story must require lots of efforts, hard work, accountability and trust. 

The first one is lots of efforts. There is no free lunch in this earth. Have you ever heard that Bill gates can be so successful without any efforts? Unbelievable.  The rich is always richer due to their thoughts and creativity often thinking out-of-the box. No one is providing any guideline to be succeed, it is reason they mind about their business. Just ignore all unnecessarily distraction outside to focus on how to improve themselves to maintain their performance in the industry. Either you are awaited to be failed or choose to success doors upon attempted number of failed and challenges along the journey of success. How you can outdo yourself among your competitor in this time?The only matter is you care about your own matter.

 The matter is managed help to move a head to level of happiness when you are putting efforts than others to compete against your competitor. I still remember that my ex-boss told me, "Don't give too much pressure to yourself. It is FUN Target. No matter how serious it is, it is still figures show everything in your job. On less you boss is very kind-hearted person and down-to-earth which so called low profile. There is no right or wrong. In the matter of your perspective on how to view on this perspective. 

MVP: A Strategy of Your Own

I absolutely agree there would be number of MVP in your career path especially well-known and huge organization during yearly employees recognition. Have you ever thought that you will one of them? Why not ask yourself throughout the journey in your career have you ever been recognized as MVE (Most Valuable Employee)? I frankly to say I have not but "if something hasn't happened for you, it doesn't mean it's never going to happen. I would only say it might mean that You're Not Ready for it Yet." When time is comes, you would have chances to grab this opportunity. All of us must go through umpteen of challenges and failure before you will be sparkling and make people to remember you what would you biggest achievement. Would you give up easily? Please leave my blog if you say "YES"... I can say "being defected is a temporarily conditions. Giving up what makes it permanent." Did you see anyone failure and giving up easily is one of the successful example. We know it is IMPOSSIBLE.  Make any sense? Coming back in the past of your career journey, hasn't it gone through smoothly or indirectly it has went through tough life. 

I encourage you to make peace  with your past, otherwise it will keep showing up in your present. Would it look good for you? The past performance is not guarantee for future result. Sound agree? I treat it as my life lesson where these could be bring you to next level when you are ready for it all new challenges and opportunity right in front of you. I could not really address where is your great opportunity right in front, the only encouragement that I have advise is you seek for it, stay away for comfort zone, break it through all obstacles, care about your business, care about yourself and you are not strong enough if you are taking care anything in you in life. 

A good example in NBA award is stand for "Most Valuable Player", or else, in the competitive edge is basically stand for "Most Valuable Professional". Indeed, how many of your colleagues did award as MVP (Most valuable professional)? I guess your have an answer. In this competitive edge, we are desperately to be awarded as MVP in your corporation, it's not as simple as you mentioned. 

To be recognized as MVP, Kobe Bryant for instance he has been awarded as MVP in National Basketball Association (NBA). Some said, "He deserves for it." Why and what actual reasons he deserve it? I will share with you further. The main reasons are his behaviors and characteristics. He's down to earth to address this statement, "We have to work harder, we have failings that we need to address and we have not reached our potential or personal goals." Is it very impressive? He able to led a team to persist their dreams to obtain best result. He dedications to excellence and winning.

Do you have such excellence morals to enhance you value added? To be great MVP, you must hold strong enthusiasm to communicate with your teams constantly. Despite that, you should also take care your own emotionally & physically to obtain the best result.

Do Less

Nowadays, many people have worked as what they paid for it. Apparently they do not work extra miles. Why nowadays all people change a lot? They will only say one thing, what the employer pays me, I contribute what I have paid for. Give & Take. Do less work. Do less mistakes. This happen often when many of us always think of what the employer can gives us and we don't ever concern what should we contribute to employer. Is it so commonly where happen in your company? Yes, it is. I observed some of my former co-workers in last employment, they never stayed late and leaving sharp after the work time. It doesn't mean they have not finished their work, they are efficient people where all stuffs can be done within a work day.

I stressed in earlier, it's sound likely negative. However, on the other hands, you do less will get some value inputs and ideas. Here is...

• Do Less Thinking - and pay more attention to your heart.
• Do Less Acquiring - and pay more attention to what you already have.
• Do Less Complaining- and pay more attention to giving.
• Do Less Controlling - and pay more attention to letting go.
• Do Less Criticizing - and pay more attention to complementing.
• Do Less Arguing - and pay more attention to forgiveness.
• Do Less Running Around - and pay more attention to stillness.
• Do Less Talking - and pay more attention to silence.

I am trying to share with you that do less in what you suppose to do. Those are unnecessarily not encouraged at all. Please bear in mind, your small action will totally affect your evaluation. Do not ever rush. Be calm and stay cool. You can even do less but in terms of you thoughts would

be much difference than the work. I would not focus on the work tasks, I will focus more on your behavior and belief against your negative thoughts. You just pay more attention on what you have, who you are, which is right and where to obtain it. You go ahead beyond your capability, it is not encouraged too. You find nowhere to adopt it. You should learn how to self-control on emotionally and psychical to understand things never ever occur in overnight.