- 15,041
Anyone who responds to that is a person who knows what they want. The question is, how many would respond?
An "Honest" FE Mailer?
- Thread starter Rearden
- Start date
Anyone who responds to that is a person who knows what they want. The question is, how many would respond?
- 19,635
I don't remember when we talked about that. My phone script, {for lack of a better term}, is not too complicated. I call up the lead and ask the person on card, say it's Bob Jones. I say, "I'm calling for Bob Jones". Once I get Bob Jones on the phone I say, "Mr Jones, this is JD with {my company} and I'm calling about the request for information you folks sent in about our final expense life insurance plans. I'm the guy that takes care of that in your area and the reason I'm calling is because I'm going to be in your area tomorrow and I need 10 minutes of your time to go over that. Are you available at 10:00 am?"
That's it. The next person I call I will ask for 11:30. I set my appontments an jour and a half apart. Once I have 6 scheduled for the day I stop calling.
Once he says yes he is available at that time I say, "OK, is your address 111 Anywhere St there in Anytown?" Once he confirms his address I will make some small talk about how to get there. Even if I know exactly where it is and even though I use a GPS. If i know of some landmarks in that area I will mention that. Something like, "oh, you're right down the road from that good Mexican resaurant, {or whatever}." That's just to cement the call in their mind. Nothing more than that.
The only way my calls go any differently than that is if they ask me something. I really get very objections. I have more trouble making contact than I do with objections. I do get the occasional person that just won't meet and I drop that lead in the trash and move on.
- 3,165
AWESOME thanks!! I was under the impression u get A LOT of resistance from seniors when trying to make ph appts. I will keep it simple & have a few objections ready.
JD, ever keep track of the % of no-shows/cancellations you get?
- 19,635
No. I don't track any of that stuff. I don't keep track of how many dials I make or anything. I call until get my day scheduled. I go on those appointments the next day. If I have a no show I either go on the next appointment early or I do a little doorknocking.
You will get resistance from some on the phone. That's why I say I'm calling about life insurance. If there was confusion when they sent in the lead piece that also it was a bout life insurance I want to get it out there right up front. Some will say that's not what they thought it was about so I ask them what they thought it was about. Occasionally they will say med sups. Since I do med sups I will go talk to them about that. Most of the FE responders are not med sup clientelle.
I don't do a lot of talking people into appointments. If they don't want to see me it goes in the trash. If you have to talk your way into the home you will have to talk them into buying and then you will have to talk them into keeping it each month. I don't have time, or the patience anymore, for that stuff.
Talking to people on the phone about the reply cards is well practiced skill. It's easier for me now than it was say 3 years ago. There is also an unsoken confidence that gets conveyed to the prospect the longer you do this and the more skilled you become.
Unlike what the marketers will tell you, you cannot just copy a top producer and do exactly what he does and say exactly what he does and automatically get the same results. It takes work. It takes learning and schooling.
The group I'm with at EFES is, in my opinion, the best by far of the management group in the EFES system. I learn so much from them all the time. I've gotten pretty good at setting appointments, but I am not even the best at it within the Travis Tubbs' group.
Beware of all the BS out there. Most of the managers that will give you all these great tips on overcoing objections have never sold a policy in their lives. And, if they have sold a few they never really managed a book of personal production business. That's why guys like Todd King and Ffrank Statsny are such good trainers and mentors. They walk the walk.
A bit over the top... Most of us old folks are aware we are going to die soon enough but we don't like to be slapped in the face with it. I showed it to my wife and she turned up her nose and said, "that thing would go straight form the post office box to the trash can". Others may feel differently but I personally wouldn't use it.
However, the site did have a nice customizable tri-fold final expense brochure as a free download.
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- 687
What is the problem with the piece?
The guy laying in the casket? See post #25. Too morbid.
- 687
I can't believe I totally missed it. Just spent the day at the WWII Museum in New Orleans and the guy looks like Benito Mussolini...Bazarre.
Speaking of the WWII Museum, to all you vets (or children/family of vets) I want to say thank you to you and/or your family members that have served this great nation in both peace time and war. The museum was cool and will definitely give you a reality check. If you don't leave there and have cried (or weeped) then you must be numb.
Ron
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