From Door Knocking To Digital Leads

I have done both. I became an MDRT member in my first year by cold calling on the phone, knocking on business doors, clipping announcements out of the paper and sending congratulatory notes until I could establish a good flow of referred leads and a process to get the referred leads.

I was reminded of this recently when I had the opportunity to chat with an associate and friend in the business at an Indiana Pacer game. We are near the same age and we agreed that the marketplace is so different, but still ripe with great opportunity if you know what to do. We also had another similarity, and a solution, that kept us in the business when we could have been a perfect candidate for failure. Let me explain…

We are both life members of the MDRT. We both moved to strange cities after being in the business a couple of years. Tim moved to North Carolina and I moved to Baltimore. We were intrigued with the opportunities and the offices at that location. Neither one of us knew a person there. So, you might ask, how did we make it?

Let me give you the solution: "10-3-1 and the One Card System, Al Granum's gift that keeps on giving." Brian Anderson wrote an article on Al in January 2014, shortly after Al's passing that year at the age of 91. This system was also based on activity, and the quest to get a stream of referred leads. He was the pioneer of 10-3-1. As you know, every 10 leads would produce 3 prospects and one would become a sale.

After years of research, this ratio remains the same regardless of how experienced the agent was. There were no digital leads at the time I started in the business obviously. I spent $700 for a Bomar calculator and felt that I had the most powerful tool in the world. But, I believed in the one card system and activity. One of our best associates in the field still uses the system today and is always ultra-successful.

So, now we are able to produce digital leads for our agents. Yes, the stats still hold true at 10-3-1. The successful pro uses more than one venue to obtain leads. They drip on the clients and prospects each and every month with quality material. And that my friends... is how you get referred leads.

So, in closing, if you are tired of lip service, and want to get your insurance game up to pro level... there are plenty of openings on Ohlson Group's team. Give us a call.

Learn More About Digital Leads

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Until next time… good selling!
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Raymond J. Ohlson
Founder & Retired CEO
Ohlson Group
​1-877-844-0900