Pausing Your Success – Telemarketing Tips

A video that was supposed to be private feedback between Chris Westfall and one of his telemarketers in the Phillipines was accidently left PUBLIC on Youtube. It now has over 1,000 views and has some good tactical information for all telemarketers.  In this video, there is an example, from Chris' telemarketer, revealing the “pause of death”, where 95% of folks were hanging up on the call as a direct result.

Once this pausing was corrected, the results took a dramatic turn and the campaign was successful.

The information in the video is repeated quite a few times, but there is some good information at the end, too, about the inquisitive, non-confident way in which each sentence was ending, by the telemarketer. Each statement sounded like a question, leading the prospect to believe that the telemarketer was 1) unqualified 2) not confident and 3) scared out of her mind.

Here's the video:

For more specific information on hiring a telemarketer, outsourcing and more, see this link from
(Non-Members won't see results.)

Medicare Supplement Training

1Q 2014 Lead Generation Report

As mentioned in the first webinar of 2014, we have a study going on with the following lead sources for the first quarter of 2014.

1) Internet leads targeting Medicare Supplement online leads

– Using AllWebLeads /

2) Direct Mail to 68-72 year olds.  4,000 pieces mailed, split between:

– Using Kramer Lead Marketing's “Medicare Comparison” piece and

– Using “E-80” lead piece

3) Telemarketed Leads using the new discount with the phone room with USA operators.

The study is well underway and updates will be sent to all members when ready.

The final report is here.


Telemarketing vs. Door Knocking

This is a reprint of a forum post by Christopher Westfall on the question “Door Knocking vs. Telemarketing”:

Originally Posted by HoosierLife View Post

First week cold calling I got 20 leads off of 8 hours of calling. Now I have a background in telesales, but as long as you dont get discouraged, dont take things personally and smile and dial you'll be fine. I would highly recommend a dialer though. It really increases your performance from manually dialing.

I think this is awesome, and really solves the mystery of door-to-door vs. Telemarketing. The fact that you are relatively new means that you have not been allowed to succumb to what many veteran agents do. They'll look for the easier method, cheaper method, least amount of work method.. and stop doing what WORKED.

Telemarketing, with a predictive dialer specifically, allows you to be reaching out to 3 or 4 people at one time until you find someone able to hear you out. Door knocking involves not only the travel from door to door, but also the limitation of a best case scenario that one person at a time will be there to hear you out.

With telemarketing, you go from one “no” to the next “no” in record time, thus sorting those out from the eventual “yes” and you will find the yes more efficiently.

In order to continue to do something that, at first, appears painful, you must have a consistent set of rewards along the way. Otherwise that painful behavior will not be continued.

When calling folks about Medicare Supplements, in particular, I know that the sale that eventually happens has done two things.

One, it has put more money into the house of a senior who usually desperately needs it, as they're on a fixed income. I've not take anything from them, I've provided money back to them. This is a much easier transaction.

Two, it has provided an on-going income stream to my business and reduces the amount of future calls I'll have to make as I proceed toward my target number of clients. If you're on a constant rat wheel of having to find the next sale in order to continue your flow of income, you'll eventually fall off from fatigue or old age. Or worse, if you're prospecting for final expense, the minute you stop prospecting and going on sales calls, the chargebacks come slap you from behind on that 15% to 20% that cancel in the first 9 months.

Or you could make every sale turn into a stream of residual income so that your one effort turns into a walk-away income from your existing clients and the phone ringing with referrals all the time. This is a big motivator for me as I continue to smile and dial.

UPDATE: July 31, 2013 
See the interview with a successful door-to-door agent who sells 8-12 Medicare Supplement policies with zero lead cost.
See the interview here: