A cold caller with 530 dials and zero sales learns the real problem isn't his pitch, it's his leads. Final-expense insurance ads that promise free government money attract the wrong people. Ads that sell family protection and affordability bring prospects who actually want to buy.
Chapters
All right. I know you ain't going to believe this shit, but I got a prezo today. Day 18 selling life insurance. 530 dials, 1 presentation, 0 sales. The guy—
I'm sorry, did he say that he made 530 dials and out of all of those, only 1 resulted in a sales presentation? This is a problem that started long before he ever picked up the phone. I know in the insurance space we like to celebrate effort, talk about getting better at handling objections and your sales presentation. But the reality is When you are talking to leads that are attracted with the wrong message, they're not actually leads. They're just people with contact information. And in the insurance space, I see all the time that there is a misunderstanding of what an actual lead is. A lead is someone that is genuinely interested in the product that you have to offer, and they have been brought in because they realize that you have something that might be able to help them. And then your job during the sales conversation Is to show them and to actually talk to them about customized plans and see if it's a fit. A lead is not just getting someone's contact information. And right now he's in final expense. There are so many different scammy approaches to final expense ads in the Meta ad library. Of course, we've got the tried and true state-funded burial program, but a new one is talking about how there is this opportunity to get money from Social Security, and people that supposedly worked for Social Security have been keeping this information for years because they actually don't wanna write the check, but you have to click this button to apply and so on. When you attract someone by promising them that they could get access to free money, what do you think that they want? Free money. But when you use messaging that attracts a lead that shows them that they can protect their family, shifts their mindset to see that this is something that they could afford, and shows them analytically that the math makes sense, then you're able to actually have a conversation and help them. This industry where it is volume, volume, volume, that oftentimes simply disguises and covers what the real problem is. When you have a strategic marketing plan that meets people where they're at, opens their eyes to what you have to offer, and shows them that there is something that could actually benefit them, that is whenever you're going to make very few calls and you're actually going to speak to people that want to talk to you. Your messaging matters more than anything.
