Am I Laying My Cards Out to Early to Prospects

[Charpress]

Charpress -

Is it hot & sticky in Bayou country yet? I know it is in Tampa.

I lived in Tampa for 4 years and can tell you it is about the same. We are supposed to hit 96 today. Global warming, don't you know.

Of course, we also had a record cool spring. The record high for this date was in 1929. I guess that was global warming part I.

 

[moonlightandmargaritas]

Yeah, I know all about that dry heat BS. Spent too much time on the trail in Orlando and Dale Mabry in the bay to believe that.

I chew it up and spit it out. Been doin' three hours B2B cold walkin' every afternoon...not findin' any prospects, but breakin' a helluva good sweat!

Heat? What heat?

 

[padthaiforlunch]

Yeah, I know all about that dry heat BS. Spent too much time on the trail in Orlando and Dale Mabry in the bay to believe that.

Doing a lot of drive-by shopping, Bob?

 

[ABC]

A sharp controller should know the carriers in the market.
If they are picking your brain you need to grab their attention very quickly on why you are the right broker.

If you get to have a conversation with owner/controller then you have made contact which is huge. Now you have a warm lead and can continue to follow up with them. Sometime it takes a few years to get a case.

 

[Labman]

Charpress,

I've had the same thing happen also. That is why I posted this question. By giving them the name upfront, then they can contact their current broker and learn all they need to from them and I get nada out of the deal.

I hate not to answer their question, need to find some ways to do so in a tactful manner. My wife says I lack tact!

 

[somarco]

You need to learn to romance the sale.

And (apparently) your wife as well . . .

 

[Chazm]

Yeah, I know all about that dry heat BS. Spent too much time on the trail in Orlando and Dale Mabry in the bay to believe that.

The trail? As in OBT? I live not too far from there

 

[ksigmtsu]

I think I'm laying my cards out too early to business owners when I make a cold telephone call. Here is an example:

Me: Mr. Business owner you tell me that you have been with XYZ carrier for several years

BO: Yes

A simple trick here would be to ask for the appointment when you say you can beat the carriers rates.

Me: That's wonderful, but because of a lot of changes in the industry, things have recently gotten a lot more competitive, and I would be happy to come out and do a policy comparison for you and see if I can save you some money. How does tomorrow at 9 sound?

You do it that way, you've told them they made a good choice when they made it, things have changed since then, and you possibly can help them out, and you asked for the appointment, so you can do them a favor. If they ask more tell them you represent multiple carriers, and you'll bring all the information with you when you come over, tomorrow at 9. Keep in mind here if they object with something other than "I'm not sure or im not interested in an appointment," they answered yes to the appointment until they clarify.

You also might not want to remind them that they've been doing the same thing for a long time. It sort of sets them up that they've been making a long standing mistake. People running a business don't generally have a hell of a lot of patience about being told they're making mistakes or that they've been making them for a long time, as some other posters pointed out.

 

[moonlightandmargaritas]

Yeah, I know all about that dry heat BS. Spent too much time on the trail in Orlando and Dale Mabry in the bay to believe that.

It's like taking a schvitz - outdoors.

 

[Labman]

Good points as usual and I always appreciate ya'lls input and time!