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@DayTimer posted this in a thread that has since been deleted. It was the one gold nugget from that thread. @HoosierLife reposted it to a thread in the Life Insurance forum. I thought I'd quote it over here:
From an agent that has been consistently writing $25,000 a month door knocking Calendar Leads:
Right. So when someone says "I thought this was free" they might be telling you the truth - but they are remembering a different lead form they had seen from a different agent/agency.
There is no way a literate human being can read the form I get from Josh's leads and think it was free. But I do believe folks when they say they thought it was free. I tell them "Ms Mary, I hear that a lot and that's a valid comment, can I tell you why?"
"As a senior you probably get a lot of notices about different products, services, and benefits, don't you?"
I sure do! Someone is always trying to get my money for something.
"It is very likely you received several offers for information about final expense coverage, isn't it?"
I do think I remember getting something in the mail about it too.
"Right. And you know what, Ms. Mary. Not everyone trying to help seniors will mention that this is affordable life insurance. In fact some will deliberately use the phrases "tax-free benefit" and "free information" to trick seniors into thinking this is free life insurance. We feel it is better to be up front and honest with seniors, don't you?"
Why yes! I'm so glad you stopped by/called!
And that is how this works.
Now, if she still insists she only wants it if it is free and I think she isn't open minded enough to be worthy of a presentation, I ask her to throw the lead away for me and I head for the door.
From an agent that has been consistently writing $25,000 a month door knocking Calendar Leads:
Right. So when someone says "I thought this was free" they might be telling you the truth - but they are remembering a different lead form they had seen from a different agent/agency.
There is no way a literate human being can read the form I get from Josh's leads and think it was free. But I do believe folks when they say they thought it was free. I tell them "Ms Mary, I hear that a lot and that's a valid comment, can I tell you why?"
"As a senior you probably get a lot of notices about different products, services, and benefits, don't you?"
I sure do! Someone is always trying to get my money for something.
"It is very likely you received several offers for information about final expense coverage, isn't it?"
I do think I remember getting something in the mail about it too.
"Right. And you know what, Ms. Mary. Not everyone trying to help seniors will mention that this is affordable life insurance. In fact some will deliberately use the phrases "tax-free benefit" and "free information" to trick seniors into thinking this is free life insurance. We feel it is better to be up front and honest with seniors, don't you?"
Why yes! I'm so glad you stopped by/called!
And that is how this works.
Now, if she still insists she only wants it if it is free and I think she isn't open minded enough to be worthy of a presentation, I ask her to throw the lead away for me and I head for the door.
