That's because there's been a, a shift in, in the, life market space, Medicare annuity space, and it's an opportunity. it it's an opportunity to, It's an oppor. These, these boost your book, book, webinars is an opportunity for you to discover other ways to grow your book of business. So today we're gonna be talking about generating exclusive leads.

What are exclusive leads? If you've dealt with some of the lead vendors that are out there. A lot of times when you, you get what you pay for and you'll find that when you buy, when you're purchasing leads, you sometimes are getting leads that have been resold, redistributed and they've already been worked, or it's a lead that's being distributed to numerous.

Agents, your competitors, people that are kind of working the same territory. So what are ex exclusive leads? This is where the prospects contact, the prospect contact information is provided only to you to one agent for one agency to distribute to a sales team. Leads are never resold. Or, redistributed.

if you're working with an organization providing free leads. they may be reselling them to you or redistributing them. Here at URL we get ourselves out of the middle of lead distribution. We want you to work directly with the lead company where it is, the, the two of you working, collaborating to get the leads and they will distribute those leads directly to you.

With the exclusivity that you get with exclusive leads, it increases your likelihood of turning these prospects into clients. So what are some of the benefits of exclusive leads? When you look at it? If you're dedicating a budget to leads, you're going to find that you're going to get a better return on investment.

you're going to get a higher conversion rate. a lead. is somebody showing interest in the product or service you're providing, so you have a higher conversion rate. It's a cheaper, business acquisition.

When talking about client acquisition costs, exclusive leads, break. Down to being cheaper. you can get some resold or or cheaper. Cheaper leads. but you may be buying more leads, to be able to fill that funnel. And it also, by getting exclusive leads, you have improved client engagement.

today we're talking, with some lead experts soon. but one of the things that I'm gonna. Tell you is that I'm gonna do something out of the norm. Normally you're going to hear me talking about how this is going to increase your sales for final expense. But our guests specialize in more than just leads for final expense.

so best practices is to select a reputable lead provider. Insurance Marketing Hub, who is our guest today. they are a reputable lead provider. We've been working with lead with, insurance marketing hub for, I'm gonna guess somewhere between seven, eight years. And, my fault is that I've only leaned on them for.

Final expense leads, do a lot more. They provide a great CRM lead management system so that you can track your leads, you can track your progress. You're able to, some of the other best practices when you're working with insurance Marketing Hub is treat the costs for your leads as a business expense and continually, evaluate lead quality and return on investment.

And the great thing about the insurance marketing hub is that they're watching your lead returns to make sure you're getting and maximizing your return on investment. So at this point, I'm gonna step aside and I wanna introduce you to the, owner and CEO of insurance Marketing hub, Cindy Seal, as well as Chase Tolleson, who, works with the URL account specifically.

I'd like to welcome Cindy and Chase. Good morning. Let me, load your slides here and, Let you take it away. good morning. Chase, thank you, and I apologize. My camera was working last night and yesterday but for some reason it does not want you to see my face today.

So you get to look at Chase's handsome face while I talk. if it comes back on, I will join. but for some reason it's just not working. Matt is correct. We've been working with Matt and the URL team since 2017, primarily focused on final expense. today we're gonna share with you everything that we do in the event that there's something that you could be looking for.

I appreciate the opportunity and I'm glad to meet everyone. Let me jump right in, and if anybody has questions, please feel free to interrupt. I'm happy to take questions throughout. or wait till the end, when I founded this company in 2017, the mission was to help agencies grow.

I wanted to help IMOs agents achieve their sales goals. and the thought process in doing that is I wanted to use our data analytics experience. we use three different data sources to get the most possible data I wanted to build a team of consultants who could work with agencies and IMOs to try to get the best possible response rates we could get for them.

we started with two of us, now there's 11 on staff. we partner with IMOs carriers, agencies all the way down to the agent level. and we work with them to drive their sales through lead gen. When we work with IMOs, we'll even get into the lead consultation standpoint, is really under teaching them how to run a lead program with agents We focus on what do they wanna get out of lead gen, you know, what's their best, channel for marketing? Is it direct mail, is it multi-channel? Is it digital? and we do that through both life health and new to us is the wealth area, that that's our lead gen and also recruitment campaigns.

I'm gonna jump into each one in detail. if you've got questions, stop me the difference between IMH and other lead companies, my background was in the cost per lead world. what I loved about CPL is the data and analytics to get good response rates.

What I didn't like about the CPL side is that the vendor is making decisions. Behind the scenes on lead wording, data the data selects and it wasn't transparent to the agency or agent. So you can get a cheap lead, but it may not be the best for your acquisition or the best for your type of business if you're cross-selling.

So when I started the business, I said I wanna use the data and analytics, but I wanna sell on a cost per thousand so that I can be completely transparent about the changes that you can make in your lead program that can lower prices or create better acquisition costs. So I do the same data modeling, the same business, you know, acumen and industry knowledge, versus that A CPL company uses.

But it's not a spray and pray. When you look at other costs per a thousand companies, they just buy data and mail everything. We don't do that. we score our, all of our data, we have a data model. We always start with models first because that can be the best response rate. It's a computer algorithm that selects the data.

Then we'd go down to our scored data. There's group four data I don't touch for final expense because it pulls down response rates. difference between, you know, the, the spray and pray type of companies, they'll mail everything. We're very select in how we try to mail.

And then the difference between us at a CPL company is we tell you, okay, if you want a better quality lead, this is what you do in a lead card. If you want a cheaper lead, this is what you can do in a lead card. And same thing with data. So that's the difference. Very transparent about what you can do to improve or lessen the cost of your leads.

why choose us? we have an incredible team and I'll show you, you know, our team and everything, chase is. A wonderful guy. He is very helpful. He is the representative for the URL team. He's very consultative. He'll understand what you're trying to do and he'll work with you we have a whole team of seasoned direct mail experts, but new is, we are building a digital team as well. We just hired a new digital person, Ashley, our marketing director. Her primary focus right now is on digital. We're looking at. Not digital, separate from direct mail, but how do they work together?

earlier, was mentioned our lead management system. We do have a really good lead management system that I'm gonna go into in just a few minutes. And then, chase, when you were reaching out to Chase, he's very responsive. So if you really want, some information you wanna get with him, he will be very responsive to your needs.

I know he comes to your conferences and he's there for you for that as well. I'm gonna talk a little bit about direct mail and I call it direct mail plus because a lot of our direct mail now is not just standalone direct mail. We've integrated a lot of new features that we do and we're still innovating.

So I wanna talk to you about some of the things that we're doing. So direct mail's always been, and will be the hub but we've got, programs that integrate digital campaigns and then we have digital campaigns that are standalone campaigns. We often can use landing pages and we'll use calls and I'm gonna go through how we use these things, and how we use them with direct mail by product.

So final expense is by far our largest part of our portfolio, as you can see by this grid. we offer ex, exclusive final expense leads when you, we generate 'em for you, they are yours. We do not resell leads. We do not have B leads. Whatever is generated for you is delivered to you.

If a lead comes in a year from now, we will still deliver it to you. we do get leads that are, a year to two years old with our final expense leads, we have a sophisticated data modeling process to target ideal customers.

if we know you're cross-selling. Our model can go up to incomes up to a hundred thousand and still produce for final expense. if we know you're cross-selling using a final expense lead for a Medicare lead, or an annuity lead, the model is helpful we do about 30 million pieces of mail annually and about 360 to 400,000 leads, are generated annually. We also have very transparent, reporting we do final expense leads, you can have a direct mail with a mail back. One of the new things that we have started is using an IVR.

An IVR is an interactive voice response system. you mail a postcard out. You get a, the consumer has a little code on their, card postcard, and it has a number to call. They call the number, they enter their code, that lead information is captured at that point. They're read some details about what final expense is, and then they're ask a series of questions.

They enter their phone number, and that information is then immediately texted to the agent. Also that information is uploaded to their lead platform. So it is a real good way to get a speed to lead, with final expense direct mail. 'cause it goes out first class and then it returns usually within three to four days of when the mail has has hit.

pros and cons. A direct mail, mail back is usually the highest quality. Direct mail IVR, we have different cards we can use. The one that gets the best response rate is a vague lead. every lead that hits the IVR is sent to you. So rather they answered any of the questions or all the questions, you'll get those leads when they answer all the questions.

It's gonna be a very highly, highly qualified lead. If they just entered their pen and then heard the message and hung up, it'll still be given to you, but it's gonna be a less qualified lead. So on the Iiv R as we tell people really experienced agents who are used to selling funnels and can do it by phone, that's the best way to use an IBRA newbie agent.

That's not the right platform for them. it's a more aggressive sales technique we can use a, detailed card similar to what is mailed on direct mail but response rates, don't peak It's just a speed to market benefit versus a peak in response rate and speed to market.

but all of that is flexible to, whichever level of detail the agent wants Chase is knowledgeable if an agent wants to speak to them So that's our final expense side. we are doing a deal for URL between now and the end of the year.

Current rate is six 30 per thousand for final expense and for Medicare, usually a $10 upcharge on Medicare, T 65. We're doing a $25 off, deal for all your L agents between now and the end of the year. tell Chase URL 25 and you'll get that discount.

we're not charging six 30, I mean 6 35 or six 40 for T 65. They're all at the six 30 rate, minus the $25. Medicare side of things. We do Medicare supplement, Medicare Advantage, and turning 65. Most everything we do is a high intent mail back for Medicare.

We can do IVR leads for Medicare, so it would be the same type of system where we'd mail a postcard out and a call would come back in. The consumer is answering questions. The leads texted to the agent for a callback. We are working on an IVR with a direct transfer. That is gonna be our new thing that will be coming out soon is to be able to do a direct transfer.

We haven't had a lot of demand for a live transfer lead, because most of the IVR work we've done has been in mortgage protection and final expense. And agents haven't wanted the, the call coming directly to them. They wanted to do the callback, but we are gonna work on that capability so we can do a live transfer for any program that, if an agent wants the live transfer.

we're doing turnkey seminar packages for, Medicare and estate planning, which I'll get into next. we're working with partners to offer inbound calls through the IVR, but we are looking for other partners who can drive inbound calls with us for Medicare.

I don't think that will be ready for this a EP, but hopefully by next year mortgage protection for about the same amount of time we've been doing final expense.

it's always been a mail back, in the past, and we have a fresh data feed that comes in that is. Refis and new home purchases for that week. So it's all super fresh data. It's not months and months old. We can do retro data up to five years to mail mortgage.

we mail daily and weekly depending on volumes that we have. And then the hottest thing on the mortgage protection right now is IVR. Very few people are doing mail backs on mortgage. Most people are doing IVR. And IVR works really well with fresh data and retro data. That's one of the big differences on a mail back.

Retro data on an IVR, is very effective and is a lot cheaper than fresh data. so that particular program is subscription based and it's exclusive. you choose the state and counties in which you want, to mail on a weekly basis. Then whatever data is there that week is what is mailed, and it's very variable based on refis and new houses sold.

you would talk to Chase to see availability in a state. he would give you the availability. He would tell you what historic response rates have been. He would talk to you about response rates on mail back versus IVR. once you subscribe, it's just he's confirming with you each week that you still wanna keep that, those counties and those states.

And then we mail it. So it's very much just a, yep. We're still gone. Yep. Or no, I wanna make this change. you can, there is no, contract on that so you can stop it at any time. If you've stopped for, two weeks, then your territory is, is lifted and it's available for someone else. But it is a very exclusive program and does quite well for folks.

the next piece of the, IVRI was gonna mention is that. When you mail on an IVR, you're gonna get returns three to five days from the mail date. that's faster than a mail back will be because sometimes you're waiting, you know, four weeks to get your first lead. And depending where we're mailing, we've seen leads come back as early as two days, especially if we're mailing in Georgia.

the lead is in Georgia because we mail from Georgia. So even coming from West Coast, we'll get 'em, you know, within five to six days it is real time SMS alerts, so if they just completed the lead and you call 'em, chances of reaching them is high. a real generic IVR has high yields.

We've seen as high as 4% response rates. The, average response rate on an IVR for mortgage protection is about one and a half, on average, and it can range. some areas are getting twos, threes, fours, but the average is about one and a half. So if you get in about a one and a half,

I would think is expected and anything above that is just gravy for you at that point. the high yield one. We do a high intent and a hybrid option. High intent lead is where the similar information that was mailed on a mail back card would be the same information that is on the,

IVR card response rates on a mail back and a high intent IVR are about the same, and I think the average is about 0.7 So you get a dip in response rate. the hybrid option is just what it sounds like. It's not as vague as the high yield.

It's not as, in your face as the high intent lead. It gets a response rate in between the new area we've been working in in the last year is wealth and legacy. we started this in the way of seminars and it's really a way to go after the annuity lead. so we've been doing retirement planning and wills and trust seminars. we have three different programs.

a 6,000, piece mailing plus digital campaign. We have a smaller one that is 4,000 with a smaller digital package, and then we have a digital only package. So those are the three, seminar packages that we offer for, retirement planning. It is targeting the affluent and high net worth people.

We target net worth of 500,000 plus or income producing assets of a hundred thousand plus. So it's definitely a way higher, income bracket than what we use for our other, products. The direct mail targeting is very precise. we know exactly the assets of the person we're marketing to digital marketing is less precise because Facebook doesn't allow you to get into someone's, income or net worth when you're doing digital marketing. But we use lookalike audiences for, taking our direct mail lists and trying to emulate that with our digital targeting. the seminars are completely turnkey.

we gather information from you. The presentation needs to be your own. We don't do the presentation for you, so if you've got a presentation, we'll build the marketing around that. It is a high quality invitation. colored, heavier card stock.

It's mailed in a linen envelope addressed to the person, the consumer can RSVP, through an IVR. call in and answer questions to get registered, or go to a landing page and register. we do a confirmation, we do a reminder one week out. We do a reminder the day before we produce the, sign in checklists, and track performance we provide the, agent with a Google sheet that has all the participant's information and it has a bunch of things where you can disposition what's happening with that lead.

at the end of the seminar, we'll do a complete report on performance for the agent, then a three touch drip campaign to anyone who didn't attend or who no-showed, or, whatever, or they didn't book an appointment with the agent. So we'll do a three touch drip campaign driving them back to the agent to set up, set up an appointment.

To do some retirement planning, state planning or wills and trusts. and then we provide, and that information goes directly to the agent. So that's fairly new to us. that same process of what I just described for how a seminar works is exactly what we would do for Medicare seminars It's completely turnkey.

And then the last thing on wealth and legacy. since we've gathered data on who's interested in wills trusts and retirement planning, we're modeling it to create a digital IUL or annuity lead. And those are the things that we are currently testing right now to see if we can produce a, lower cost, good quality lead in those areas.

once we feel like we've got that tweaked, we'll be rolling that product out as well. And then, I've pretty much covered everything with our turnkey programs. just to give you an idea on our retirement planning, what we see in seminars, we talk about buying units, when someone registered.

That registration is considered a buying unit, whether they bring one person, two people, three people, it's just a buying unit. A family is a buying unit. So on average, when we do a seminar, there are about 108 buying units registered, and an event could be three to five dates and times within that one event that we're marketing.

So the total is about 108 buying units per registered event. when we look at attendance, who comes and stuff like that, the, when someone registers through direct mail, the show rate on a direct mail is way higher. It's in the, you know, 70 percent-ish, of people will show on a digital. You'll get a lot more people registering for digital, and usually it's single versus a double registration.

they're less likely to show digital can be much more wishy-washy, as I'm sure many of you have experienced. If you've been running leads, doesn't mean that the quality isn't good once you get 'em in the room, their show rate is more like 30% compared to like 70% for direct mail.

So that is why we do that combined marketing for an event like this. of those that show up, A lot of our clients will do an inventory of assets in the room, about 80% of the people that show up will turn in an asset inventory so that you can see what they, what type of income, and what type of investments they have.

about 70% will request appointments on the spot. the average, direct mail attendee is because we can buy that information on the direct mail registrations, but about the average person has about 700,000 in income producing assets, so it's a good quality person in the room for direct mail.

Right now we don't really know what that is on our digital. We are, we can append it after the fact to get that, average, and that's what we're doing right now. But for direct mail, it is about 700,000 on average.

Lastly, one of the things we do is agent recruiting. if an agent is looking to grow their team, we will do custom recruiting programs. We can do like a couple that we have running Right now. I have a agent who's looking to recruit real estate agents. She was a real estate agent, so she's appealing to that group.

and with the market being the way it is, a lot of 'em aren't making the money they used to. So she's bringing them into the insurance fold. I have another, agent who's targeting females, who wants mentorship and want to grow in the, insurance industry. and then we have another one who was going after school teachers.

So we can do very customized or we can do something more generic where you just say, I don't care whether they're licensed or unlicensed. I just want someone who's interested. And you can say, this is the profile that I'm looking for, this age group, this type of personality. We build, campaigns to, meet your needs.

usually quarterly, Ashley, our CMO, will, work with you to understand what you're looking for and she'll give you an estimate on what your cost per lead.

For your recruitment campaign would be, we're currently running, some like more generic where someone's looking for a, licensed and unlicensed people. So they have a very broad scope of what they're looking for, and those leads are running around eight to $12, you know, per lead and.

When we considered a lead, it is someone who said, Hey, I'm interested and I wanna talk to them. we're trying to get demographics or some statistics on appointment and close rates But, most agents are still recruiting right now, so we don't have those, those statistics yet.

if that's something that you're looking for, chase can always get you introduced to Ashley and, get you set up Matt talked about the lead management platform. We have a lead management platform that is free for anyone to use. That is, you know, purchasing leads from us. It allows you to disposition your leads.

You can print your leads, you can use the CRM aspect of it if you want. we are in the process of updating it because we're building a seminar module. that'll go with the CRM to allow you to track your seminar participants separate than your other leads, but to also see them combined. And we expect that that platform will be ready sometime mid next year, mid 26.

the thing that makes, IMH different is the partnership. we work with your, IMO, we work with Matt. We work with Steve to try to figure out what is the best thing we can do to support you guys. You know, Matt has, has agents coming direct to us. Sometimes he'll place orders to us.

So anyway, Matt wants to work with us. We'll find a way to make that happen for you lastly, this is our team right now. It's, minus one person, our digital person we just hired. But, you know, chase and Eric, work with me in sales Ashley's our CMO. Lauren works with us in marketing as well. She's very involved in the seminar aspect. all the guys back here, this is John, Michael, Daniel and Kevin. work on data side of things and Cheryl is our, our accountant. So that is our lovely team. And that's, that's all I have for you guys.

I, you know, be happy to take questions Cindy, great information I have to apologize. I did not realize you guys have evolved into so much more. we've always leaned on you for. Final expense.

And I remember, talking and we also did agent recruitment with Ashley and the turnaround, or the, the, response was incredible for one of our agents, years ago. And, it really does put a lot of, people in front of you if you're looking to recruit, qualified individuals,

Fantastic recruiting campaign. working with Ashley, was phenomenal. I took a page of notes and, because I did not realize, like, I knew you guys did mortgage, I didn't know, and, and I knew you guys did Medicare, but the, to the extent that, that you guys have is incredible. So before I recap, They take a con consultative approach, which means before you spend dime, $1 number one, have a phone call with Chase. He is going to be able to pull up data so that you are not just throwing money against the wall. like the spray and pray method that Cindy mentioned.

He is going to make sure that you're maximizing your return on investment. Leads are an investment. You should be treating them as an operating expense just like you are use, you spend money to keep the lights on. for utilities, the leads you get for final expense.

Folks, those are gonna be your Medicare clients, for those getting ready for a EP, your Medicare clients, those Medicare leads that you get, those are going to be final expense leads after EP. And there's other opportunities there as well. As Cindy mentioned annuities.

Index, universal life sales, mortgage term. There are so many di opportunities out there. so a couple of things to point out as well is that, what stood out was the, wealth and legacy program. The lead program that, insurance Marketing Hub offers, if any of you are familiar with Cody Wilbert.

Cody is the manager of our annuity solutions team. He has an Annuity Pro Academy about seminar selling. you can talk with Cody and he will definitely hook you up with that program, but part of that is getting, people from the streets into seats for seminars and getting qualified people Cindy and Chase that I, there's a few people that, come to mind that would be perfect for that.

I'll be having a conversation with Cody, before the day is out to, bring him to light on that. Matt, can I add one thing it's funny because I laugh all the time and I say that that program will be what puts us out of business because it is a perpetual lead pool.

the folks that come to these events. are interested in retirement planning, it ends up being an IUL, an annuity, a life insurance policy, a Medicare policy. It just feeds itself. the referrals off that are huge because every person in that room belongs to something and they go, oh, can you come and do this presentation for my church?

Can you do this presentation for it? And I wanna just give you one example of what happened with one of my clients. He did a seminar out in Colorado. This younger kid was there, which he was like, oh, why are young people coming? And believe it or not, thirties and 40 year olds are coming to retirement planning seminars.

So, and because they're focused on that. Well, he set through the presentation, he worked for as a manager at In-N-Out burger, and said, our company. Talks about trust, but never told us how he set up a trust had my client work with him on investments and stuff, he then brought my client into In and Out Burger to a corporate situation where he's doing these presentations with them.

it's been crazy how much, they end up doing a few seminars and then their business just starts to blow up. I believe that one is making my clients a lot of money That's amazing. If there are any questions, please, type your questions and we'll take those I did see a question from Daniel. Daniel wants Chase's number and email so that he can reach out. so we'll go ahead and send that in the chat you can reach out to me at your convenience chase will be at our Medicare Connections Conference.

That's gonna be September 3rd, in Hershey. if you have questions want to introduce yourself, learn more about Insurance Marketing Hub Chase is going to be there. And, chase and Insurance Marketing Hub have been gracious to sponsor our events and, that's why I wanted to kind of showcase Insurance Marketing Hub today.

Because they've been gracious enough to, sponsor us and they've really been a great support for us over the years that, I wanted to, let them showcase what they do and, really show you that, you know, I get contacted by lead companies every day, every day, and, I just don't see the relationship that is that I, I love the relationship that I have.

I can send Chase an email and say, Hey, can you call, John Smith? He has questions about leads and I know that Chase is gonna call them and it is my hope that they will do business now. Other thing to point out here as we kind of wrap things up. Is, insurance Marketing hub is gracious enough to provide us with a, a discount code.

So anybody that's affiliated with URL, you're gonna get a discount. the other thing that I wanna point out is that URL does subsidize lead costs based on your production. So, if you wanna learn more about our lead subsidies. Please have a conversation with me. I'll be happy to share that let me put my contact information up on the screen so you have it My direct contact information is 7 1 7 2 1 6 8 0 4 1. That goes right into my direct phone. my email is Matt a at URLs group. Dot com. Now, for those of you who may be watching a recording of this presentation, let me provide Chase's direct number.

chase is, his number is 7 5 7 6 2 1 0 2 0 3 7 5 7. 6 2 1 0 2 0 3. His email is C Tolleson. That is spelled C as in Charlie, T-O-L-I-S-O-N, at Insurance Marketing hub, all one word. C This email address is being protected from spambots. You need JavaScript enabled to view it.. And of course if you don't have the information I have, I have the bat phone right into Chase, we can get you, directly into Chase as well.

So, and I will say don't hesitate to, if you've got ideas too that you wanna try, we didn't talk about custom work, but we do custom lead stuff. I will caution you that. We will be very honest if we don't think it's gonna perform. And we'll always encourage AB testing against a baseline that we know performs to give you that.

But we are not committed to just running our lead. If you think you've got something better, we'll work with you we will advise you if we think it's not gonna pull well.

Alright. I appreciate everybody's time, Cindy. It was great to talk to you again. chase, I'll see you next week at the, Medicare Connections Conference. Thank you. Everybody thank you for your time and attendance today.

Who are gonna be at the Medicare conference? pull me aside. Say hello. I'd like to meet you and, learn about you and what you do. if you have any questions, comments, you can always reach me. 7 1 7 2 1 6 8 0 4 1 or Matt a at url INS group.com.

This was our presentation on generating exclusive leads. I hope you all got great information Please consider doing business with Insurance Marketing Hub. I promise you that they are going to give you the best return on your investment and want a relationship with you.

until next time, make it a great day. Have a great week and, thank you for your business.