Hello health insurance pros, my name is Donny Wyszynski and I am a Marketing Consultant for Best Rate Referrals. We have been dominating lead generation for the Mortgage Industry for the last 4 years. Partly because we use our American call center to generate the leads and not overseas centers.

My reason for joining this board is to learn more about the insurance industry. We are planning on moving into setting appointments for health insurance agents to go into new and existing businesses to get group and some individual health plans. It would be much appreciated if I could get any advice form health agents in terms of the best scheduling for appointments, information gathered before hand, etc...

Our progress so far has been pretty good from our perspective but more feedback from a national audience can help us determine the true quality of the appointments we are generating and or how it can be better. We ran a beta test for 200 appointments over a 2 month span in Las Vegas for a local health agent that also sells dental and health. We primarily called new registered business and transferred businesses form our business database and cold called them for the appointments. We put 4 of our best telemarketers on the project for 2 hours out of their shift which did bring us the 6-8 leads per day that the client wanted.

The campaign was completed and two weeks later we ran all the numbers. The agent closed deals on 62% of the offices he visited (124 offices). He had 38 group plans and another 54 individual policies. He didn’t give me feedback on the dental or the life insurance because we were just tracking the health policies.

My question to the board is are these good numbers for appointment set leads? Is 62% a good number of closed deals per appointment? Also I am curious as to how much an agent would make on a campaign like this. We are going to launch these appointments for sale in the near future and we are trying to figure out what they are worth as well as the ROI expected per lead/appointment campaign. We have figured out cost to be around $45 per appointment. We are thinking of charging in the $55-60 range per set appointment. With all the numbers above and all other factors included are we about right here?

Any feedback would be greatly appreciated!

Thanks!

Donny W