Proving Telephone Sales with Online Leads is Viable

Spring Venture Group is an Icon

With their main location in Kansas City, Missouri, Spring Venture group now has over 700 agents in their building. They are expanding into other locations and soon will be over 1,000 agents, all selling Medicare products all over the phone. How? They are creating their own online leads and they are converting those leads into new customers.

Why is this working?

The business model of selling Medicare products over the phone is not new anymore.

Several folks, like Richard Cantu, who sold his GoMediGap.com phone-sales agency for nearly $50 Million to E-Health with the same business model, and Chris Guliani of Spring Venture Group have proven that this concept of online lead generation to telephone sales conversion works on as big of a scale as you would want to grow.

 


Spring Venture Group on Sales Ethics When Selling by Phone
 

I had a chance to meet with Chris Guliani (SVG's CEO) in 2018 on a carrier trip to Portugal:

Chris Juliani, Taylor Martin, Jagger Esch, Christopher Westfall

Actually, Richard Cantu was there, too, as was Jagger Esch of MedicareFAQ, another hugely successful phone-based Medicare agency in Florida who also uses online advertising to great success, and Taylor Martin of Senior Security Benefits in Texas, another super-successful phone-based insurance marketing organization in Texas.

The conversation on the beach that day, and throughout the trip, was centered around how thankful we were to have, first, found this industry and second, to have found it in a day and age where technology has allowed us to be more successful than any other generation prior. Chris Guiliani and I brought our children on the Portugal adventure. This was our daughter's first trip out of the country and they were amazed. 

The use of the telephone, first invented in 1876, to move the insurance industry forward by enormous leaps and bounds starting in the 1990s, coupled with digital marketing for lead generation in the 2000s means that we are at the right place, with the right set of products, at the right time.

Sprint Venture Group, EHealth, GoMedigap, MedicareFAQ, Senior Healthcare Direct (aka “MedicareBob”), BoomerBenefits, MedicareMedigapDirect, and countless other phone-based agencies who generate their own leads using online platforms all prove that this is the market to be in.

Each and every one of these agencies started as a single producer who had the vision to grow what works, to scale. Many of them have taken on partners to grow even faster. Having made friendships with these agency owners, I have been truly inspired by their success and even more motivated in the knowledge that if it can be done, I, too, can accomplish anything I want to in this industry – using a telephone.

 

Christopher L. Westfall, Sr.
MedicareAgentTraining.com


 

Stop Being Needy = Increase Sales

Having been asked to listen to recordings of hundreds and hundreds of agents getting started in selling by phone, one common theme has held many back.

Brett Kitchen, in this video below, talks about this problem when selling over the phone and how to address it. I call it “practice it until you perfect it.” Others call it, “Fake it 'til you make it.” Either way, you have to be aware of the potential to sound TOO interested in the sale outcome and you have to know what effect it has on people.

Brett's group sells IUL (indexed universal life) products by phone to high-income individuals using radio ads.

No matter what you're selling over the phone, this issue can be a problem! They can hear desperation through the phone!

And remember what Mike Brooks says in the Top 20% Webinar series (at the bottom of this page), “A bad lead never gets better.” Move on from angry, disgruntled, difficult people!

 

Medicare Supplement Training

 

I don’t like technology!

Have you heard someone repeatedly say, “I can't do technology”, or “I don't do computers”, or “Technology is not my friend”, or “I'm not good with computers”?

See the video:

This is a cop out from trying UNTIL you get it.
It takes time, and you can absolutely, positively figure it out (with with my help on MedicareAgentTraining.com).

My best advice is to never let those words come out of your mouth again.
By letting yourself hear those words from your mouth, you are absolutely, without a doubt, sabatoging your success, your business, and your potential income.

Whatever your mouth says, your mind believes.
You can have what you say.

Try this instead, “I'm learning how to use the computer.”
“I am getting better and better at the computer.”
“I was a late comer to technology, but I'm getting the hang of it.”

Then, stop learning WHEN you've learned it.
Do not give up UNTIL you get it down.
Do not stop trying different things UNTIL you get it to work or find the resource to explain it in a way that you understand better.

This rant of blunt truth is just the beginning.. It's time for me to stop hand holding and start telling the truth straight to folks. Some will, some won't do it, but it really is the agent's choice – either way.

“Whether you think you can, or you think you can't, you're right.” – Henry Ford