Always Sell The Appointment Hard

[Rearden]

My appointment setter took Tuesday evening off, so I decided to attempt to set an appointment or two for Wednesday night.

I worked through 20 cards and got to the last one.

The gentleman picked up, I introduced myself and explained why I was calling, and asked for the appointment.

He said, "No, I'm all out of sorts, as my daughter-in-law just was diagnosed with a brain tumor, and I'm in no shape to buy anything right now."

I responded, "Hey, no problem. But let me ask you this, why did you send in the card?"

He said, "I signed up for coverage and got declined because I was prescribed nitros."

I said, "Hey, what happened to you is not uncommon. And that's why I work with a variety of companies, so I can get you the best deal with the best coverage. All it'll take is 10 minutes; would 5:30 or 7:30 work?"

I think I rebuttaled one more time after that and got the 5:30.

Finished the appointment last night and wrote him a policy.

And guess what? HE thanked ME for helping him out.

So sell those appointments hard!

 

[somarco]

You sold the appointment, not the product.

You asked questions, especially the right one (why did you send in the card?), and waited on a response.

You introduced a solution and set the parameters (10 minutes).

Good job!

 

[lsalmans]

My appointment setter took Tuesday evening off, so I decided to attempt to set an appointment or two for Wednesday night.

I worked through 20 cards and got to the last one.

The gentleman picked up, I introduced myself and explained why I was calling, and asked for the appointment.

He said, "No, I'm all out of sorts, as my daughter-in-law just was diagnosed with a brain tumor, and I'm in no shape to buy anything right now."

I responded, "Hey, no problem. But let me ask you this, why did you send in the card?"

He said, "I signed up for coverage and got declined because I was prescribed nitros."

I said, "Hey, what happened to you is not uncommon. And that's why I work with a variety of companies, so I can get you the best deal with the best coverage. All it'll take is 10 minutes; would 5:30 or 7:30 work?"

I think I rebuttaled one more time after that and got the 5:30.

Finished the appointment last night and wrote him a policy.

And guess what? HE thanked ME for helping him out.

So sell those appointments hard!

Reardon.........Good post.

 

[InsuranceMGA]

I think getting pass the no to understand that it's not personal, and understanding you have something to offer to help the client is what it is all about.

This is why I love this business!!!!

 

[TwiLight]

Spot on Dave.....many agents are more concerned on over qualifying the cards because they do not want to 'WASTE' their time on someone not ready to buy.

You never know until you present yourself to the prospect. Agents should always remember that they are "The Brochure" and need to be face to face to make that sale.

Great Job and Great Post.

 

[Cory]

Thanks for sharing...I think it's easy to give up after the first objection and sounds like you handled it well. Sell the next step in the process i.e. the call, the appt then the policy. Thanks for the POV!

 

[Rearden]

A lot of the times the "objection" is not really an objection, right?

"I don't remember sending in the card..."

That's more of a statement needing clarifying.

They aren't "objecting" to insurance, really, if you think about it.

You got to move around that.

And honestly, that skills comes with experience.

Compared to a year ago, I am much more adept and apt to handle all sorts of objections and offer a solution that results in a sold policy or replaced policy.

I know now, odds are folks really don't know what's in their life insurance policy. Hell, if they can't remember sending in a card a few weeks ago, how would they remember the details of their insurance policy?

There's a lot more opportunities than the newbie would think to sell final expense. A lot of it just comes with time.

 

[Josh]

A lot of the times the "objection" is not really an objection, right?

"I don't remember sending in the card..."

That's more of a statement needing clarifying.

They aren't "objecting" to insurance, really, if you think about it.

You got to move around that.

And honestly, that skills comes with experience.

Compared to a year ago, I am much more adept and apt to handle all sorts of objections and offer a solution that results in a sold policy or replaced policy.

I know now, odds are folks really don't know what's in their life insurance policy. Hell, if they can't remember sending in a card a few weeks ago, how would they remember the details of their insurance policy?

There's a lot more opportunities than the newbie would think to sell final expense. A lot of it just comes with time.

I couldn't possibly agree with you more.

 

[Cory]

I agree with Josh where over time you will learn all the right questions to ask in order to gather valuable information (without them knowing it) about that client for cross-selling other products after the initial sell. Took me years to get my client profile sheet where I wanted it... if you'd like to talk more specifics just pm me.

 

[Olivebranch]

Great job! We get distracted from the main goal. Our main goal is to sell the appointment. No, doesn't mean never, just not now. Once you ask and find out why, not now, you may be able to turn it around by restating the benefit.

Thank you for sharing your experience.