“I want to be able to make my son breakfast in the morning.”
I was sitting across the table at a local Starbucks while a young insurance agent shared his hopes and dreams, his challenges and his struggles. He was working very hard, working long hours, doing everything his boss told him to do and it seemed like it was paying off; he was the number two agent in the office after just six months.
But he was working long hours, was constantly tired and despite being the number two agent in the office, he wasn’t bringing home enough money to pay all the bills and his wife had to keep working a job she hated instead of spending her time raising their young family.
When I see someone working hard, really hard, and not making enough money in an industry where others are able to make a good six figure income it sets off some red flags for me. Something was wrong. Not with him, he was sharp young fellow and working hard. He read books on sales, he really put in the effort, both in his education and his work ethic. But his efforts weren’t paying off for him financially as well as it was for other people.
So we dove down into his specific situation. The biggest points were that he was cold calling to get customers, making sales face to face, and he was a captive agent. Now sometimes a captive agent can be in a really good position if the company has great name recognition and provides their agents with Leads and what I call “The Magic Sticker” on the window. If you have that Magic Sticker from a company with great Brand Recognition, you can get a lot of business just from that. Unfortunately, that wasn’t the case for him.
Cold calling just isn’t a great use of an agent’s time, when good, targeted Leads are available at a reasonable price. He was spending a lot of time and emotional energy generating his own Leads.
Making sales face to face can be great, but it can also be time consuming and when you are aiming a lot of sales by doing your own cold calling to generate your Leads AND selling face to face, it doesn’t leave a lot of time for your family.
His contract was for half of the percentage that it should have been. The math is pretty easy, if you make half the percentage then you make half the money for the same amount of work.
To make matters worse, the company that he was captive with was declining 50% of his sales. Or rather they would have if he had submitted them, because that company didn’t offer a Guaranteed Issue option.
So he was doing all of the work for his marketing and making one fourth of what another agent would make with the same activities, let alone the time invested.
By now you are probably expecting me to say that he bought my Leads, and everything was sunshine and rainbows and we rode off into the sunset together, but this isn’t my story. He did try my Text Verified Leads and he liked the quality and made sales, but he was offered an amazing once in a lifetime opportunity with another Lead company and he went with that, and it paid off for him.
He got better contracts that paid twice as much, he got guaranteed Issue options and closed a lot higher percentage plus he started getting 40 leads a day all of which enabled him to take home FOUR TIMES as much money in less time, with less effort and much less stress.
As Amazing Once In A Lifetime Opportunities often do, his ended after less than a year. But now he has the tools in place. Maybe he will start buying my Leads again and I hope that he does. But I am confident that he will succeed either way, because he has the contracts, the tools, the personal drive and most importantly the knowledge that he has done it before and he knows he can do it again.
Patrick Kilhoffer has helped companies grow really fast, while making a profit. In one case from $200,000 to $20 million in sales in just two years.