Small-Town Approach To Direct Lead Marketing,
Big-Time Pay Off

One of our producers recently put an interesting spin on her direct mail lead program which yielded phenomenal results. Read about her strategy and see if you can implement it with your lead program.

The Strategy
AMS Producer Judy D. began using our LeadDynamics™ marketing system to send 1,000 business reply mailers on topics such as Social Security and 401(k) rollovers out to targeted zip codes. Upon receiving her first batch of lead cards requesting more information one week before the Christmas holiday, Judy thought it would be a nice gesture to mail a Christmas card to each of them. Shortly after the holiday, instead of calling those leads to set an appointment, she drove to each residence to see if she could catch them at home.

“Are you the Judy who sent me a Christmas card?”
Judy made a point to leave her car door open when she arrived at each house, indicating that she did not have much time, as well as waved on her way up to the doorstep. When the door was opened she held up the business reply card they had sent in, informed the individual that she had received their card, and that she would like to know what time would be convenient for them to meet. The response she often received was “Are you the Judy who sent me a Christmas card?”

Small-Town Approach, Big-Time Pay Off
Judy received five lead cards in her first batch of leads and was able to find four of them at their homes (eventually she set appointments with all five individuals). One of them actually asked to meet with her right then and there! On her very first appointment she wrote a $168,000 annuity case, (which immediately qualified her for a free LeadDynamics mailing through our Leads for Life program).

Now It’s Your Turn
This unique strategy can be applied to any lead system you are using where you receive “cold” leads. Upon receiving your leads, before you do anything, send them a card! If a holiday is approaching (such as St. Patrick’s Day or Easter) you can send them a holiday card. Even if you don’t feel comfortable doing an in-person follow up, by sending a greeting card before you make your follow-up call, you’ll increase the possibility of your lead recognizing your name when you make your first contact.

If you’re interested in getting started AMS or learning more about our LeadDynamics marketing system, send an email to Garland Buckingham at gbuckingham@assetmarketingsystems.net.

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