THe Magic bullet to Success

We’re all back to the grind looking to overcome the last year and put those 12 months in the review mirror where it belongs. I have fielded a greater number of calls from agents looking for life insurance leads regardless of their IMO dissatisfied with what they may or may not offer.

Most everyone gravitates to the least expensive leads asking if they’re exclusive and fresh. I use this when I meet with clients:

“We have three components to our service. Our service can be cheap, it can be fast, and it can be good but, you can have only two out the of three. If you want it to be cheap and fast you can’t expect it to be good. If you want it to be cheap and good, you can’t expect it to be fast and if you want it to be fast and good, you can’t expect it to be cheap.”

A similar analogy can be applied to leads. Fast and cheap does not always equal good. Fast and good does not equal cheap. I would equate most digital leads in the fast and cheap category. There not always good, its why you need a lot of them to succeed. The power is in the numbers.

If you want leads to be good quality and fast, they are not cheap. Direct mail is neither fast nor cheap, but the quality can’t be beat. Regardless of where you fall in this analogy, you need capital to fund your lead campaigns.

So, what’s the Magic Bullet to Success: Consistency/reoccurring and Capital. If we are looking at what we do as a business, then there is some risk. That risk is capital which at the beginning generally comes from a charge card or savings account.

If you decide to risk some capital and by a one-time lead order of, let’s say 10 Mortgage Protection Life leads you aren’t likely to succeed. You need to be consistent/reoccurring and risk four week’s worth of 10 leads a week. If you work Final Expense, expect that number to double to at least 20 leads a week. If you work phone sales, then double that number again.

Why do I say this, because not every lead campaign will be the same. Some will be great where you’ll close 5 out 7 leads one week and the next 1 out 7. But, with consistency come balance; the unpleasant weeks will be overcome by the good and at the end of the month you’ll have done $8000 to $10,000 in sales.

The adage of “with risk comes gain” is very true. If you’re not willing to risk some capital, then your career is over before it got started. A career as a life insurance agent can be very rewarding. What you hear about unlimited income potential and setting your hours is all true. It’s great to attend your kids’ functions. However, it takes commitment and it’s not cheap nor fast.

It’s been said: Life begins at the end of your comfort zone.

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