How To Sell $5,000 AP Per Week (Final Expense Telesales)
Timothy Schucker breaks down how to write $5,000 in annualized premium per week selling final expense insurance by phone. He maps three requirements: consistent Facebook leads, automated scheduling and follow-up systems, and a repeatable sales script. The math: you need roughly 40 leads per week at $2-3 each, about 200 dials, and a 20% close rate to hit the target.
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What is going on? Ladies and gentlemen, in this video I'm going to be showing you how to write $5,000 per week of life insurance premium entirely over the phone. Now, if we haven't met yet, my name is Tim Shulker, I run the life insurance sales channel and I'm also one of the co founders of Advanced Agent Marketing where we help life insurance agents make six figures over the phone, generating their own leads and getting pre booked appointments on their calendars. So without any further ado, let's dive into this video. Now I, when I first started selling insurance, I actually was writing $5,000 a week every single week. I was doing that face to face with direct mail leads. I've since learned a much more effective method, which is what I'm going to be showing you guys in this video. And then I'm also going to be kind of like breaking down the numbers and showing you guys what it actually takes to do this entirely over the phone. So let's go ahead and dive right into it. I got my handy dandy iPad whiteboard here and we're going to kind of break it down. So selling 5, $5,000 a week of AP, this is one of the most like goals that I hear, particularly with new agents, but also a lot of times with people that have been in the industry for a while. So let's break down what do we actually need? So the first thing that you need to write 5k a week is you need a consistent quality lead source. Okay, so we're gonna go down, I'm gonna talk about the things you actually need and then we're gonna break down like what it actually takes the numbers. Right? Consistent quality lead source. Okay, so I mentioned just a second ago when I first got started, I was doing direct mail leads. My lead source is, I had again mailer leads so that they would send out to random people's houses, they would send them back in. You know, that's how mailer leads work. Surprise. And the lead source was basically, they were free Walmart gift card leads. So people would fill out the mailer and then they would check this little box that said send this back within five days and get a free Walmart gift card. So I definitely had a consistent lead source. Quality, maybe, maybe not quality, but it was consistent, which was good. So I would get a stack of leads, drive out, go and knock on people's doors. And I was putting in a lot of activity, right? So we need a consistent quality lead source so that we can put in activity. Because if I Don't have leads to talk to. I can be the hardest worker in the room, but if I don't have anything to do, like, I'm not going to make any money. Right? So my recommendation with lead sources today, right, for telesale specifically, Facebook leads is going to be your best bet. Right. The reason is it's very consistent. And once you have like a setup and you have a way to generate those leads and you're running ads, they're very, very consistent. You get leads every single day. They're good quality as long as you're running the right ad, which is something that we help our clients with. But Facebook leads is my personal preference. Now, if you guys want to learn how to do that, I have tons of videos on this channel where I've literally just sat in front of a computer and step by step, set up Facebook ads like, you know, so many times. So just look on our channel, type in Facebook leads, and something will pop up. Or maybe I'll link it in the description below. But generating Facebook leads, once you have that and you have those consistent leads coming in, that's going to bring us to our next step, which is a systemized sales process. Right. Actually, there's one more step before that I want to touch on.
The next step is having an automated selling system.
Okay. So this is particularly important with telesales, but basically, the way that I kind of like to think about this business, I'm gonna add a little extra, like note paper here and kind of explain this. So you have your leads that come in, right? Your business is just a system. So you have leads, this is your input, right? Every system has inputs and then outputs. So leads is our input.
And then we have our actual system. This is where we, like, convert people.
Into policies. And then we have our output, which is sales. Right.
Output.
So for us to get the most sales possible, this system needs to be, like, really, really good. We want this to be very quality and we want it to be efficient. Right. And so when I first got started, my system was not very efficient. I get these leads, I would put them into. There was this app on my phone called route for me, where you would basically type in, manually type in all of the addresses of all of the leads, and then you would create a route, drive two hours to the area, go and knock on all the doors, and try and drum up some sales. And that was essentially what I did. I was hand dialing with my cell phone. And by that I mean, like opening up my phone app, then typing in numbers with My fingers, which is super duper slow and just a lot of I was not running my system as efficient as I could, right. And I had no automation, no like nothing. It was just all me, all, you know, like tires to the pavement and toes to the pavement, knocking on doors and making things happen. But if you want to be more efficient and you want to make more money, you want to have an automated selling system. So what this means is whenever you get your leads, they kind of go into this like, we can call it like a triage, so to speak, where you're going to have different paths for them to take, right? So the lead comes in, you're going to prompt them to book an appointment with you without you ever having to call them. So we have a whole funnel that's set up where they come in, they fill out a survey and then they book an appointment with you. And this is just going to make your system more efficient, right? So I recommend having like a calendar landing page for your leads whenever they come in and then also text email automations, right? And this is basically the whole goal is we're trying to funnel somebody like your bit. You need to think of this more as a funnel instead of just like you get a bunch of leads and then you call them and try to make sales and that will make you way more money, right? So we're gonna have text and email automations that are gonna go out based off of the stage that these people are at in your, in your pipeline and try to get them to go and book on your calendar or respond so that you can get in contact with them and ultimately close them. So automated selling system. This is basically like if you are doing this manually right now, where you're just getting leads, maybe you're getting leads in a spreadsheet and then you're calling them. It's like, it's like a horse and buggy versus a car, right? So like we think of like the leads are gas, right? If we put crappy gas into a, even if we have a great car, the car is not going to run. But if we put gas into a horse and buggy, you know, it's just going to set the horses on fire and it's not going to be pretty. So we need to have high, high octane quality gasoline going into like a, you know, I don't know anything about cars, but a really nice like for Ferrari, right? High quality gasoline going into a Ferrari, which is your system. And then ultimately it's going to run and you're going to make more sales. So make sure you have that consistent quality lead source and then make sure you have the automated selling system. Now the last piece you need is a systemized sales process. Okay?
Systemize sales process. So what this means is when I say this, I basically just mean it's like having a script, right?
A really solid script that's like bullet, like not bull, not bulleted out, but bulletproof, right? So every single situation that can come up in the script is already outlined. So you know, you want to have it where if they say this, you already have it scripted out. Because what happens is like when you jump on the phone, maybe you just had a meal, right? You jump on the phone, you just had a meal, you're feeling great, and then all of a sudden as the day goes on, you just start to lose energy and lose energy and you start to get more lazy with the way that you're taking the sale. Now if you have a script and every single sale is the exact same, all of a sudden, it doesn't matter if you're in a great mood or a terrible mood, you're selling the same way and you're saying the same things. And instead of focusing on what to say, you're focusing on how you're saying it and you're listening to the other person on the other end of the line. So make sure that you have a really solid script that's proven. And then also, this is something I don't really see often, but I recommend having your objections scripted out. Okay? What we do for all of our clients and for all the agents that we work with is we literally have a whole sheet with every single objection, like literally scripted out word for word of what you need to say based off of what the person says to you. And it's literally all like, hey, you know, they say, I'm not interested. We have a response for that, and then based off of what they reply, we have a response for which direction they go. Like all listed out, it's like 40 pages of objection overcomes for everything that somebody can possibly say. So when you have that, you're able to focus more so on listening to their person and the tonality and really like crafting that objection instead of just trying to, you know, come up with something in your mind and it's awkward and you're pausing and you're just really uncomfortable. So again, the three things, what do we need? Consistent quality lead source. Right? Check. Automated selling system. Check. You can basically build all of this inside of a go high level CRM. And a systemized sales process check. Now, again, we have the leads, which are the input. The leads go into our system. We get sales and then we get money here. And then basically you end up just reinvesting some of this money back into leads and it continues and you just make money over time. That's essentially like how we set this up. That's how we get to the point where we're able to do that. Now, to write 5k a week, I'm going to give you guys kind of like a base formula for, like, overall numbers that I see across a lot of agents. But for you to make 5K, you have to actually know your numbers. And the reason why is, like, what it takes for you to make 5k could be totally different from what it takes somebody else. And it all depends on these three numbers, right? And when you track your numbers, which for whatever reason, like nobody in the, in the insurance industry like, trains on this or teaches it, which is why I think, like, our method of doing things, I think we're honestly gonna change the industry and, like, destroy everybody. Not to sound cocky, but I think it's just true because we actually treat it like a business. So everyone that we work with, they track all of their numbers. They track how many dials they do, they track how many answers. So they have a real pulse on their business. Whereas most people that I talk to, they're like, well, the bank account went up this month, so I must be making money. Like it's. It's insane, the level of, like, brain dead that's in this industry. Not calling out any names, but it's rough. So you need to track your numbers to know these three. Because if you know these three numbers, you can literally put in whatever you want to make and just work backwards to figure out what you need to do. Okay, so these three numbers, dials per sale, average policy size and premium per lead, right? If we know these three numbers, we can figure everything out. So let me explain what this is. So dials per sale is pretty simple. This is literally just a direct equation of how many dials you make and then how many policies you get approved. And so you just get a number, right? Like, let's say it's 250 dials per sale. You know that all of a sudden you open up your dialer, you make 250 dials, and on average you're going to write at least one policy. And your goal as you get better and better is just to decrease that number, right? If I make 50, 50 dials per sale. I mean, hell, I'm going to make $500 a day, and I'm going to make 10 sales a day. I just need to figure out that number and then work backwards to figure out what I need to do. Right? So dials per sale. Then the next thing we need to know is our average policy size, Right? Average policy size. Now, what I found is, on average for us, at least, and the people we work with, their average policy size is like 1200. About 1100-1200. I've heard a lot of other people have much lower, maybe closer to like 6 or 700. A lot of this depends on the states that you're in. But you need to know your average policy size so that you can figure out how many policies you need to write in order to make what you want to make. Right? And then the last number is premium per lead. A lot of people will talk about their closing percentage or something like that. I don't really care about that number. The thing that matters more to me is, is how much premium do you write per lead that you get? Right? So this is literally just like, how much AP did you approve in a week? And then how many leads did it take you? Okay, let's divide AP by leads. Now we know our premium per lead. And you guys will see, like, why I like that number a little better. Right? So again, before I dive into these numbers, these are not your numbers. This is just overall numbers that I see. Track your damn numbers and then figure out what you need to do to write 5k, 10k, whatever your goal is, right? So 5k, AP. This is what I see. This is kind of like just. Just an average, just a base. This may not be your numbers. This is not our numbers. These are just kind of numbers I consistently see across a lot of people. Right? So dials per sale. Let's say it takes you 250 dials to make one sale. Boom. So we make $250. We write and approve one application. Average policy size is a thousand bucks, right? Let's say our average policy size of the thousand bucks. Easy math, easy numbers. And then our premium per lead is $50. So for every lead that we get, we're writing $50 of approved premium, right? So I'll show you guys how that kind of works. Right?
If I'm writing $10,000 in a week.
I'm doing that with 200 leads, right? That would be a 50 ppl. You guys may start to see, like, how this picture comes together. So again, find these numbers out for Yourself, I'm going to be doing it off of these numbers. So what do we need to do to write 5K1? You need to have all those three things I talked about consistently source, automated selling system, systemized sales process. Then you just plug in this and you can figure out exactly what you need to do. So if our PPL is $50.
Right. So for every lead we get, we're writing $50, a premium. To write 5K, we just need 100 leads, right? So we need 100 leads. Now, let's say our average cost is about $8 a lead. That means we need to spend $800 on leads to write 5K, right? So now we know how much we need to spend on leads. We need 100 leads and we need to spend 800 bucks. Boom. So that's what you need for 5K. Now, how many policies do we actually need to write? Well, for average policy size is about a thousand, right? We may have one that's 2500. We may have one that's 400. But our average is going to be about a thousand. So on average, we're going to need to write five policies, right? Because 5,000 divided by a thousand. Pretty simple. It's a thousand, or five thousand divided by a thousand is five. So five, we need five policies. And if it takes us 250 dials to sell one policy, then we just need to make 1250 for the week. Which if you, you can kind of split this up whichever way you want. But let's say we're working five days a week. We would just need to make $250 a day. And if we're working six days a week, we need to make 208. Let's just say $209 a day, right?
You guys see how simple this is? Like, when you have these numbers, you can literally figure everything out, right? So the answer is, how do you write $5,000 a week? Well, if your numbers are anything like this, you need 100 leads. Whoops. Not $100 leads. 100 leads.
You know, 100 leads. You need to spend about $800 on leads.
And you need to sell five policies.
And make about, let's just say $250 a day.
And then, boom. Now you can actually take this game plan and go and implement it. And you would write $5,000. And you just repeat that over and over. You track your numbers on a sheet, and then over time, you just start to say, hey, my goal now is to do 10,000. So I'll just plug in different numbers right now. I need 200 leads, I need to spend 1600, I need to write 10 policies, and I need to make $500 a day. And that's literally, it's literally that simple, ladies and gents. So hopefully you guys got some value from this video. If you did leave a like, leave a like down below, hit the subscribe button for more content like this. And if you want to work with us personally to have us install the three things that I was talking about, the consistent lead source, the automated selling system, and helping you systemize your sales process. And then having us literally just take whatever goal you have and helping you kind of like work backwards to figure out how you hit it. We have a coaching program where we basically do all of this for you. So click the link down below to learn more about that and I will see you guys in the next video. Take care.
