A trucking agency asked me how they could quickly boost pipeline activity for producers. They focus on 1 to 10 power unit accounts in a three state area. My answer was simple: appointment setting. The key ingredients to this recipe for success are: 1) a quality list with accurate insurance information, 2) a professional appointment setter with experience calling tucking accounts, 3) a concise and compelling call pitch and 4) a tight lead handling process.
Over a 6 month period, this agency received an average of 6.3 appointments per week. Assuming they have a very modest closing ratio of 10 to 15% of appointments, they can conservatively expect to add 2 to 3 new clients per month. Based on the average premiums and commissions in their area, and the investment they have made in appointment setting, this agency generates a 250-300% ROI every month.
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