John Wetmore compares two lead-dialing strategies for insurance agents: calling through 100 leads once versus breaking them into smaller batches of 25 and triple-dialing each batch. The smaller batch approach increases pick-up rates and appointment bookings through higher call frequency on the same prospects.
I asked him how he dials his leads. He goes, I take 100 and I start here and I end here. And I said, okay, if I'm lead number 1, do you triple dial me? He said, yes. I said, cool, when do you triple dial me again? And he's like, well, 100 leads. And he went, I don't know, like 4 in the afternoon. I said, all right, cool. Let me ask you a question. What if you broke it up into 25? Because your goal when you get on the phone is what? He said, to book appointments. I said, my goal was to get people to pick up. And he was like, God. I'm like, you can't book them if they don't pick up. Then I was like, all right, what if you broke it down into 25 and you called me, triple dialed me, and I don't pick up and you work that You get 5 people to pick up, 4 tell you to pound dirt, and 1 you book. You take those other 20 and you triple dial them again right away. Now when do you call me again? He's like, like an hour later. I'm like, cool, do that same process. Do it one more time. Now when do you call me again? 'Cause now we only got 15 leads in that stack. He's like, like 30 minutes later. So let's pretend Vegas put odds on it. Our goal's to get people to answer. I call them 9 times in an hour and a half. You call them 3 times in 8 hours. Which one's gonna have better odds of picking up? He said, this one. No doubt. I said, okay, now you have a choice to make. Are you willing to call that much?
How YOU Can Make $15,000 Per Week from ANYWHERE ft. Keenan Stockling Jr | Ep112
