 Cody dude, I'm hearing more and more and more talk about age leads using age leads for openers Transferring those in openers. Let's talk a little bit about how age leads fit into the marketing budget overall If you were running a call center and the call centers that you consult and work with how are they using age leads? Let's talk about it. Yeah, it's it's a phenomenal way to supplement their current marketing budget what they're doing the activity Sometimes they use open or closer model Yep, and it's hard to get sometimes it's hard to get enough new leads Yep, or they don't have enough money to really like if they need you know if you have a team of openers And you need 3,000 leads a week. Well, you know that may cost you at 15 20 30 grand I see it giving people newer call centers a little bit more of an on-ramp to be able to have the volume in their database and The the right call center that I the call centers I work with Don't allow the agents to be lead junkies and complain or talk about the lead quality, etc Yeah, so what these guys will do is they'll take those age leads and mix them into the aged I'm sorry They'll take the aged leads mix them in with a new and not necessarily call them two different campaigns or so But you know for the volume because the openers script should be relatively the same whether it's an age or not totally Totally, and that's a big misconception. Most people don't realize that it should be yeah You just get in fact fine and try and do the transfer, you know But exactly like for instance if you're gonna do like a Google campaign Which I'm seeing a lot of activity right now with Google and YouTube I think they might be entering into a little bit of the new era with Google. Yeah, seriously And I'm exciting. We're seeing some good stuff, dude And but there's a Absolute on-ramp with Google like there isn't with Facebook you can't just go turn on Facebook You know or you can't just turn on Google ads like you can with Facebook So you really do need that that volume if you can supplement those that that on ramp to get you the volume that you need Yes, I like I know Facebook really well But I've always used either an external agency or now an internal agency to handle all of my Google and YouTube because it's Just so much more complex and there's way it's just Diver Deeper ways where you dive deeper deeper ways to like actually execute and really optimize and continue to improve it over the course of Six months and it's a lot to it. Well, and you can use you know, Google has Google is a much larger more It's a bigger company in Facebook. It's it's a more legacy. They have more track record They have way more audience in terms of you know Google and YouTube users googling the keywords that we know that we want But the point is is age leads what I'm finding is is that it really does fit in it I don't know Really all any of our big killers that aren't really supplementing their collars with age leads just to get that moving So let's talk a little bit about like why you think that's happening like other than just volume Controlability do you think how much would you expect the transfer rate or like a close rate to suffer by an age lead? Like do you think it'd be 25%? I mean, that's yeah, I don't think it's much. I mean overall Yeah, maybe it's gonna dip You know Couple percent to five percent overall of like the actual transfers, so I don't think you're gonna see that much of a dip I do know that I do notice a lot that Yeah, maybe the answer rates a little lower naturally they have to hit them a little harder And there's some softwares that can actually like triple dial internally and that kind of stuff but just just from a general marketing standpoint, it's a phenomenal way to Like you talked about have that volume and that quantity because in it when you're working Activity is key and you got to stay busy and it's hard to stay busy on only new leads unless you've got a gigantic freakin Freakin budget. Yeah, seriously like in I don't know anybody really that's got Like they're fueling their entire call center on new Facebook leads. Correct. That is not a thing Yeah, and we manage budgets of over a hundred grand a month for some massive call centers around the country So several of the top ones and they're always Additionally supplementing it with an extra a hundred thousand leads a month of other stuff Well, and one of the things that I think is interesting and timely right now as we're shooting this video in September of 2020 where we're coming into elections and I'm seeing some volatility I know TV is experiencing some volatility I know that we have some clients that are like whenever I look at the actual affidavits and schedules of the TV commercials that we're getting it's just kind of like bottom of the barrel commercials because the political spots are taking all The cream in the crop. Yes, I'm also seeing it translate over into Facebook. Yep. I'm seeing the cost creep up I'm seeing agency or you know clients that have had great success five four five six to one return on investment with Facebook All of a sudden we hit early September We're starting to dip down into that lower level and if you get to a point where what you said if what you said is Truly true, let's just say we're closing 10 5 15 whatever percent less age leads But those age leads are a dollar a piece or 50 cents a piece or whatever and ardent or Facebook leads are 5 6 7 8 9 10 11 12 depending on buyer intent. I mean those numbers kind of back up pretty easily Yeah, they really do and that's what we've noticed a lot with with with their marketing budget Every that you talked about a lot on this channel specifically and 8% their marketing budget what they're looking to do is say, okay Here's the budget. Here's what we're getting here's what we're doing And they're actually ending up seeing a cost per acquisition for that specific budget So that they can weigh the strategies in the budget say, okay, we need to cut this one a little down We need to increase this one and they're really able to like run a business that way by knowing their numbers I agree and you know one of the things too that you know a lot of a lot of people like here's an interesting I don't know if I know you know this now. We've not talked about this, but I've got a client right now that will Use Facebook leads and age data drive all those leads to their openers along with all the Google form fills But then a separate DID phone number of the inbound Google calls go straight to their agents and they're crushing it So they're basically saying here's our budget We're taking those leads getting those leads to the openers to then you know remiss as homogenize or homogenize I guess the lead that is a transferred so that agent doesn't really know the difference between with the sources or whatever that opener is supposed to Take the actually that they get qualify it whatever it is and then pass it over the fence But then those direct calls from Google are so quality. They're going straight to the insurance agent itself Which is really actually interesting. Well, you know what on that point I was actually meeting with an agency yesterday that we're doing several pieces of their marketing and their Google is is Actually the highest return on a percentage of of actual production on the back end So the only challenge with Google is is you can't you can't move look You can't crank the nozzle up and down very quickly You can't just give Google a ton of logic because they'll spend it because Google is not as frugal, I guess I would say as as as Facebook they don't they don't care like Google will eat up your budget They don't care about your CPL the industry as a whole isn't as focused on CPL as the insurance industry is Yeah, you know what I mean? So you will talk to our Google strategist and we'll be talking CPL CPL and they'll be like Well, it's not all about CPL and I'm like, no, no, no, you understand like it's all about CPL with these guys You know, so for sure. But yeah, I mean is there anything else in terms of tips or or, you know Anything regarding how does age leads fit in your marketing budget that we haven't talked about? Yeah I mean most most people in our industry or the the big dogs are much more patient With their marketing and their budget the people they're like turning something on one week and then cutting the next week And then turning it back on and then flipping it. No, we're gonna do this. No, we're gonna do that It's a recipe for disaster Yeah, and I see we see this a lot to where it's like, okay Someone's new to the space or new to the call center world whatever and they just like totally, you know, it's it's like It's like a pinball machine And you can't get anything done that way You don't get any data. There's no time. There's no like learning. It's just it doesn't help the company as a whole No, I got an idea for you or at least something that I've seen work really well with age leads So, you know, we have Samson with the automation built in right? So what we're doing is we're we're you know, coordinating an age lead by And then dumping into Samson with all the automations. That's awesome. So I mean, yeah I mean good grief you're taking, you know, let's just call it. Let's just say you're getting a dollar age leads You know, you take 500 age leads, dump them into Samson. These are all aged within 90 days It's you know compliant. Yes to do so So you're able to basically get those, you know, touch points over and over and over on those age leads That can kind of help with your contact rate, etc And you can kind of use that to supplement whoever's working inside that automation platform We use go, you know, Samson's are as our yeah platform, but Everybody should be having some sort of automation platform. So those age leads can just get dumped in there Think about that like 500 bucks all in 500 leads, right? Just as an example. Yep, your calls Automated emails and texts. Yep, and it's like Like that's one sale for crime, you know what I mean? Like right out. It's like that's such an easy ROI Yeah, and I'm getting to the point now where I'm starting to think that every Like agent or somebody that is starting a Facebook campaign Should buy 250 500 750 age leads or so to start the campaign out and just get things moving, correct You know get get you get those leads through Samson get the automations going, etc And really call centers need to be buying at least 5,000 of those a week. Yeah for sure Yeah, for no doubt and and we're also we've got them for PNC now. Yeah, right home auto condo Yeah, like that's crazy Final expense life Medicare under age 65 health mortgage protection I'm like we have them all do we got a lot going on and which is awesome and exciting because as everything grows It's like out. We want to be able to help agents and companies the best we can and We're really trying to like continue to improve our scope of products so that no matter what we have the solution Well in my my what I'm talking at 8% on in three weeks is is you got to find your marketer You cannot your lead vendor is not your marketer Think about this truly for a second How many of our most successful friends in the insurance call center or killer field sales world? Don't have some killer marketer either as an agency relationship or in-house in some capacity and get have some sort of Sustainable lead source and plan that they're able to then they all have something They don't it's the days of buying your leads from five different lead vendors And that's your marketing strategy to me is is you can still probably pull it off But that's not the future, but it's also that whole thing about like not learning It's like oh that batch of 20 was horrible. So I'm gonna go to this this time this timely Benefits leads this new vendor, you know, is there one called timely benefits leads now No, they come out every week, you know like because it's not that hard to put together lead form and generate a nephew Lead at the end of the day, you know, it's more complex than that. That's not marketing That's Facebook leads, right? You're saying right. So I got an idea for you as well So what I have a guy that is probably one of the smartest guys I can't you know name his name, but he runs a mega mega mega huge Medicare call center. He buys aged Internet leads Scrubs them and direct mails them and refreshes. We think about that. Yeah, I love it It's it's it's it's unique think about people that are doing that not many He sends he sends the I think he sends a priority mail or whatever. He's got about 50 or 70 cents or not 70 Probably 55 cents wrapped up into he'll pay. I don't anywhere from 15 cents to 45 cents for the actual contact because They haven't they may have went through an internet lead form, but they have not been direct mailed yet So he says that data sometimes is like gold He's like I'll all get sometimes a better return on investment From my direct mail of those individuals then I will for my openers from the same, you know batch of age leads Yep, so you know that does the things that those are marketing strategies. That's not like a No lead vendors gonna call you and tell you that you're saying like that's not no because they can't make money on it It's yeah, it's overall This is a phenomenal way to like continue to improve what you're doing and and and diversify and Your marketing budget can go farther this way so you went over that really quick What are the kind of age leads that we have now we have PNC so like home auto condo? Let me let me experiment on that real quick. Yeah, please. Okay, so let we you can pick home auto or condo Then on the auto you can get year make model then number one to four drivers If one of those drivers owns a home, yeah, it will give you the year was built the year the roof was replaced the actual the year they're the How many bedrooms how many bathrooms and that's your that's your lead insane That's insane, dude. I was talking to one of this one of my big PNC clients. He's like dude I have never seen this much data on a lead in my life. It's crazy. Anyways, that's PNC in my opinion That's one of the best ways to get an ROI On your marketing spend is just to buy PNC leads and give it to your junior guy and have them call instead of a lot of them are cold calling Well, imagine calling with all this data is like hey I've showed interest in the last three months instead of you have a pulse Yep. Yep. So what else we got besides PNC life and file expense So either you know like file expense for example 45 to 85 With some fantastic info like requested coverage amount requested coverage length Phenomenal information everything you need to contact info wise also Medicare And so under age 65 health and over age 65 health, which is unbelievable is just Mortgage protection, you know, hey, I've got a home I have interest in covering it with life insurance to protect it. Like it's just all state Spanish. We've got Spanish Spanish Medicare, that's not even been talked about but it needs to be we get asked about that a lot I know well any other final thoughts as we wrap this thing up. I mean We've got I don't even know how many hundreds of thousands if not a million age leads now and and I would absolutely love For people to hear this video to color off as I give them a try looking forward to it Hey, if you enjoyed this I got another one. You're gonna love it's right there click on it See you there. Hey almost every interest agent. I know struggles with objections specifically what to do and how to Improve your closing ability. So I'm gonna talk through several different things. Okay. I always talk about my specific appointment process the warm-up