hi glenn
it’s awesome to have you on thank you so
much for taking the time to talk to us
today
i’m gonna ask you just a few questions
and our goal here is to give
agents out there a small glimpse into
the day
to a day in the life of a successful
senior insurance agent and how to
how to prospect for that for that market
so tell us who you are the name of your
company
a little bit about um what you do and
why you love it
yes awesome hey i really appreciate you
having me on today celeste so
my name is glenn shelton i am the
founder and president of
a company called lead heroes and our
full-time focus
is on lead generation and marketing for
senior insurance agents specifically
life and health so final expense in
medicare
um i love what i do because i get to
really help solve one of the key
problems for an insurance
agent and being that i sold insurance
for many years myself personally
you know i understand how difficult this
problem is and how necessary a solution
is
to keep an agent successful to keep the
cash flow coming in right to make sure
that they’re continuing to make sales
and i think lead generation is one of
those core competencies that you have to
have
you know whether you’re outsourcing it
to someone like us at lead heroes or
you’re doing it yourself
as an agent it’s just an absolute must
so i i love that i can help other agents
and kind of solve this problem
absolutely that’s awesome i love that
that you know we kind of have a mutual
goal is to help other agents be the best
that they can
absolutely um so
do you as a
prospecting type coach is that a good
term
there’s coaching involved for sure
do you do any prospecting on a regular
basis
um so you know my team is is really the
ones that will do the prospecting now so
you know
similar to what you guys are doing at
prospect boss and
i actually um before you guys were
prospects boss when you guys were still
sales dialers
i used to personally use your uh
your software to make phone calls as an
agent so i’m very familiar with what you
guys do i think it’s a really great
service that you guys offer
um and so you know again our our
prospecting that we’re doing at lead
heroes you know i have a call
center of almost 80 full-time
callers making phone calls to seniors to
find out who would be interested in
speaking with an agent so
you know we’re making more than probably
a million phone calls per month
easily okay so on as far as yeah as far
as prospecting goes you know i am very
familiar with
um kind of that the call center lead
generation approach and and making those
calls and how important it is
to make those phone calls whether you’re
doing it yourself
or you’re you know outsourcing it to
someone else right
um do you have a favorite
method um of of getting those
those are doing that prospecting
do you have like one particular method
that you prefer or a combination of
methods
i think you froze up on me you were
breaking up there for a second but um as
far as different prospecting methods
i think that was kind of the core of
your question there yeah um you know
we’ve
we’ve tried a little bit of everything
at lead heroes we’ve tried
we tried doing um facebook leads we’ve
tried doing direct mail
um and you know our core competency has
really been the call center approach
so you know we’re aggregating data from
many different sources
you know opt-in data you know aged
internet data raw consumer data that’s
scrubbed for tcpa compliance
and maximizing the number of people that
we’re able to contact
and then we’re making phone calls to
those people asking them you know hey
would you like to see if you could save
money on your existing medicare plan
that you have
or hey you know would you like to find
out more about burial benefits for
seniors where you might
qualify for coverage that could help one
hundred percent of your final expense in
the event that you have in
an early past thing so um with
everything that we’ve
kind of tried and experimented with over
the years
i’m still it’s i’m biased obviously but
i’m still a huge fan of of the call
center approach
because you know you’re getting them on
the phone you’re actually talking to
someone
and you’re able and and by doing that i
think you can vet
interest more
with an internet lead or with a direct
mail lead
if you you don’t even know if that phone
number that’s listed with that lead is
accurate right so if you’re if you’re
you know in in today’s world i think
telesales is
is more common than ever or more popular
than ever
i think having a working phone number is
is crucial
and so when um and again from experience
when we had facebook
and we were utilizing those facebook
leads i was shocked at how low our
our contact rate was you know we it
would be
and i know it varies a lot depending on
the area and the ad
and all those other variables but our
personal experience is
100 facebook leads and you’re probably
only going to get 30 of them to pick up
the phone
right so that you know if you don’t have
someone who can answer the phone
um it just slows down the whole process
in my opinion
okay so
in your in your line of work right now
is there any kind of follow-up
procedures
as far as you know do you put them on an
estimate strip
sms drip campaign or an email drip
campaign
afterwards um you know just to kind of
stay in touch do y’all do anything like
that
so yeah that’s a great question so we we
really don’t
do the follow-up um we have the ability
to
and for some of our clients we do we’ll
offer
hourly campaigns where you can actually
hire a caller
at an hourly rate and then if you wanted
to set something up
where this caller from our call center
is making those follow-up phone calls
on your behalf we can do that but
typically what we do is we’re really
just focused on that first interaction
where we’re generating interest that
lead generation
conversation and then we’re really
handing it off but i’m i am really glad
you brought up follow-up because that’s
crucial i i really couldn’t say enough
about follow-up
yeah the agents i again i’ve been in the
industry for almost 10 years
i know this from my own personal sales
working with agents agencies
the agents and agencies who are most
successful with any lead
whether it’s you know leads they’re
generating or leads they’re buying from
someone else
it really comes down to follow-up i i
think a good follow-up system
whether that’s phone calls you know sms
like you were
saying or email you know you should be
able to net
almost two to three times as many sales
if you have a consistent follow-up
routine so
it’s absolutely critical that the
follow-up happens whether
again you’re doing it as an agent or
you’re outsourcing it to someone else
okay awesome um
what advice would you give to
anyone to someone who’s brand new in the
life and health and medicare you know
the same the senior insurance
world yeah um you know
if you’re brand new i i would say focus
on
on one thing um you know don’t don’t get
lost
and into kind of the sea of opportunity
uh that i see so many agents
do and again something that kind of as
an agent myself previously i fell into
this trap so
you know you get your license you get
your life health license and then
there’s this
just tons of opportunity as far as
different policies you can sell you can
sell
you know annuities you can sell you know
term whole life and then on the health
side you know you’ve got
short-term care cancer insurance dental
vision hearing
you know medicare supplement medicare
advantage um
and and really quickly you can become
overwhelmed trying to learn all these
policies learn all the different
carriers
that offer all these different policies
so you know if you’re brand new i’d say
focus on just
one thing and maybe for a year maybe
even a couple years
you know just be a master of one thing
whether that’s medicare supplement or
medicare advantage
or final expense you know just master
that one thing before you add on i’m not
saying you can’t
sell other policy types many agents do
but i would say become a master of one
before you move on
to other other things that’s good advice
it sounds
um i mean just listening to all of that
sounds overwhelming
alone learning everything that goes
along with them
is there something that you wish you had
known
when you first started that you know now
yeah i mean it it might seem kind of
um it’s the word simple
uh but i think one of the the best
best advice i think i could give any
anyone who might be listening or
watching this and
especially if you’re new it really comes
down to your activity level
um and again this is right in line with
prospecting
um you can’t control the sales you can’t
control the leads
you really can’t control how much money
you’re gonna make but the one thing as
an agent that’s a hundred percent
in your control that will affect all of
those things that i just mentioned
is your activity level and again i can
tell you from experience
being in the industry is that some of
the worst sales people
have such a great work ethic and they
have their activity levels so high that
they make a crazy amount of money
and then you turn around you look at
some of the really you know top
talent sales people who just aren’t
putting in that same activity level
and they’re not making nearly the sort
of money
so uh it’s really interesting to see
this level playing field you know
everyone has the same license
everyone can have the same sort of sales
experience
um and and the one thing that i think
ultimately sets apart all of these
producers
is their activity level so if you’re
doing only 10 appointments a week
you know you’re probably not going to
sell as much as an agent who’s doing
30 appointments a week or you know if
you’re trying to
make phone calls to 50 leads a week and
there’s another agent who’s doing 150
leads a week
they’re going to have more people
they’re talking to they’re going to
you know quote more people they’re going
to have more people to follow up to
speak with and it’s all going to
ultimately lead to more sales so
you know if you’re if you’re really
trying to figure this industry out and
you’re trying to really be successful
um to to really boil it down and
simplify it you know
maximize your activity level work six
days
a week you know call 150 leads a week
make
400 500 cold calls a day um
and and ultimately there will be a
momentum to that
that will carry you and and the cash
flow will follow
yeah one of the big things that we
um you know that we push here
at prospect boss is sales is a numbers
game
so if you have a list of
10 000 people call 500 500 of them
a day if you if you can if it’s you know
that’s feasible for you
but the more people you talk to
the more people the more opportunities
you have to sell
and so you know if you draw that out
over a period of a month those 500
people
you’re not gonna talk to as many people
in a shorter amount of time
and you’re not going to be able to sell
those many people
in a shorter amount of time it’s going
to be okay yeah you’ve got 500 sales but
it’s over the course of
you know four years instead of over the
course of one year
yep so um the more people you talk to
in a shorter amount of time the more
money you’re gonna make quicker
um
but sometimes that’s not you know
something like that isn’t feasible for
everyone especially if they’re not
keeping the that activity level
high like you were talking about right
um
so on that note of activity level
how do you manage to balance being a
husband and a father
and run a successful business how do you
manage that work life balance
it’s tough and it’s tough in the age of
kovid where we’re all working from home
right most of the time and um
you know i i think the kind of the key
for me and i’ve got three little ones
all under the age of eight
so it can definitely be a full-time job
just uh being with them
but um i i think something that’s really
helped me
over the past few years is you know when
i
am in the office and when i am working
and when i’m with my team or if i’m with
a client
i try to really be a hundred percent
focused and
and in what i’m doing so you know i i
think a lot of us fall prey to the
distraction
you know our work can go anywhere right
so
it’s really easy to to be with your
family or be with your kids or be with
your spouse and
and and work and then it’s easy to be
working
but also distracted by your family so i
try to really have
clear boundaries like i’m spending this
time
you know i know that i have a lot i need
to get done the next eight ten hours
like i have to work
but then after that i can have all this
time and not think about work and
that’s really what’s helped me a lot is
just kind of compartmentalizing my
schedule and knowing that i need to
focus
for the next x amount of time on on this
and then i can be free
okay so in your
in that 8 10 hour span
your i mean your time blocking basically
your your
home time and your work time but do you
also
do you know time blocking type for your
work time
specifically so you know from this time
to this time i’m only
doing this task oh yeah no absolutely
yeah so it’ll it’ll get more micro for
sure
um you know for example one of the big
projects we’ve been working on at lead
heroes is
we’ve had a website redesign and so
you know that’s something that’s
absorbed a ton of my time just yesterday
i spent probably four hours almost
consecutively just going through the
website
page by page you know do we wanted to
say this do we want it to look like this
so yeah um you know i’ve found there’s a
lot of really successful entrepreneurs
that do that i want to say elon musk is
actually someone who
um you know i could totally be wrong but
i believe i read that he when he time
blocks
he sets a a certain amount of time for
the activity that he’s going to do
and then once that time’s up you know he
forces himself to move on even if it’s
you know exciting or even if he’s close
to being done
just basically adhering to that schedule
that calendar and knowing that you have
to move on once that time’s up so
yeah you know not not so that i’m trying
to copy elon musk but
i think that’s just a easy way or a
simple way of
keeping the lines clean when you’re when
you’re trying to work
and that’s difficult to do especially
because you can be you can say i’ve only
got
10 more minutes until this is actually
finished right
well that how you know how does that 10
minutes affect the next time block
and then that’s going to run into the
next time block and the next time block
and so
it’s just a domino effect and it just
wrecks your whole day
even when you when you think i can i can
get it done really quick
but then your whole day is off schedule
and
and it gets really really really muddled
really quickly
yep all right we’re gonna wrap this up
do you have any last piece of advice for
our viewers
yeah i think you know um over the years
i’ve heard people say
you know the phone’s dead or cold
calling’s dead
um and and what i found in my opinion is
that
the agents who are most comfortable on
the phone
they seem to be doing the best
especially again with everything that’s
going on
and more people working from home than
ever um
i i don’t see this this world
where we are doing our transactions
solely through the internet where
there’s
there’s no human interface you know i i
think there’s a variable to how
that the future will look you know and
i’m not one to try to define it but
i think just being able to talk to
someone whether it’s
you know face-to-face like you and i are
doing um or
talking to them on the phone i think
it’s an extremely valuable skill
in utilizing dialer software you know
one thing you mentioned you know kind of
flipping that paradigm of
you know prospect spending all your time
prospecting versus spending your time
actually talking to someone we have a
an article on our website where it shows
you know graph when you use a dialer
system
you can spend 80 percent of your time
talking versus 80
of your time prospecting right and i
love the efficiency of that so
you know making sure that you hone in
your skills
of of being able to make phone calls and
then utilizing technology
to help you in your follow-up in making
phone calls in staying organized
you know i i can’t speak enough the
value again at lead heroes we’re making
over a million calls a month and that
comes
from utilizing technology and and
learning how to be successful
using the phone so um yeah that’s kind
of my final thoughts
all right awesome give us a way to get
in touch with you glenn
yeah so if anyone wants to chat or if
you’re looking for help with prospecting
or you want to hire
someone to make phone calls for you on
behalf
from our call center check us out at
lead heroes dot com
l-e-a-d-h-e-r-o-e-s dot com
and then if you want to schedule an
appointment to chat with me you can go
to the contact us
tab on lead heroes and then just pick a
time slot and then
um we can chat at a future date awesome
all right agents now that you know how
prospecting can help your business
go take a look at prospectboss.com and
then go check out
glenn shelton lead heroes dot com
awesome hey thanks for having me celeste
