Always Sell The Appointment Hard

[seeknulfind]

Dave,

It's posts like this one I find very helpful. An objection like this fellow's could stop me cold as I remember my own distress when my mother had a brain tumor. Your example proves to me how irrelevant his objection really was -- no matter how things turned out with his daughter, he still needed coverage.

Show exactly HOW you turned the call around also helped immensely.

Thanks for sharing.

Andy

 

[shonceman]

Good stuff, my friend!!

 

[Bozack23]

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 mostly door knock but want to start setting appts over the phone. I have tried a few with some success but most of the time when they show no interest in setting the appt and I ask why they sent the card in they will say "I don't know" I'm not sure".

How would you guys handle it from there?

 

[Rearden]

"Most people send this card in because they are concerned over covering final expenses like funeral and burial costs. Is this something you've had concern about over the last month or two?"

If they say I've got it covered, tell them great, who do you have your coverage with?

Then tell them they made a good choice, ask for an appointment to save the money or get more bang for your buck.

If it's a ROP product or Term product, ask how long they've had it, and set the appointment based on what damage it might cause.

If you can't get any commitment? Hang up and call the next one. There's plenty of opportunity out there that will entertain a brief meeting to see if you can help improve their situation.

 

[dfw1]

If they ask for a price first over the telephone like how much is it it? How do you handle that?

 

[HoosierLife]

If they ask for a price first over the telephone like how much is it it? How do you handle that?

"There are a number of factors that determine the price, that's why I just need 10 minutes to sit down with you to make sure we get you setup with the lowest price possible. So what time would work best for you, 10am or 2 pm?"

 

[Rearden]

Second that.

I'll say something like, "I don't know; it depends on your health... your age... that kind of thing. That's why I need to see you *in person* to get that information so I can give you an accurate quote. *What you do with it is TOTALLY up to you* -- if you like it, great. If not, no hard feelings. FAIR ENOUGH?"

 

[TDFnCali]

If they ask for a price first over the telephone like how much is it it? How do you handle that?

I would love to give u the price over the phone, it would make my job a lot easier (kinda chuckle)...but unfortunately because these programs dont require a physical exam, I need to see u & ask a few questions to see WHICH program u qualify for to get u the BEST price....would 1030 or 330 be better?

 

[Newby]

I had one the other day that was being impossible on the phone. So my last ditch effort was this:

Have you seen those ads on TV that say you can buy a half a million dollars of life insurance for $21 a month?

Yes.

Well I can sell that one. So technically...that's my best price. But in reality hardly anyone is going to qualify for that and I don't like how misleading it is to throw lowball numbers like that at people when they really won't be able to get it.

That's why I need a 10-minute, face to face, conversation with you so I can determine what you really can qualify for and not feed you a bunch of misleading BS.

In all honesty, I still didn't get that appointment but at least they listened a little longer before they dismissed it. Might work the next time.

 

[Rearden]

Just work the sh*t out of the lead over the phone, regardless of the outcome.

If they won't play ball with you, 90% of the time they're a waste of time.