Another FE Question

[NoFault]

I know I'm pretty new to this, but here is the question I GOT to ASK.

What if you called a direct mail lead, and he/she say they cannot give you a time to go over to their place (wont even allow it) but they rather have you send in paperworks and if they are interested they will call you?

 

[Frank Stastny]

For the most part, in my personal experience, it is pretty much a waste of time. Although I have never kept track I can only recall only a very few times when the person actually purchased a policy, a policy of any kind.

That is usually a way of "blowing you off". I don't bother sending information out anymore. I put a next contact date in for a year later.

 

[steveadlman]

I know I'm pretty new to this, but here is the question I GOT to ASK.

What if you called a direct mail lead, and he/she say they cannot give you a time to go over to their place (wont even allow it) but they rather have you send in paperworks and if they are interested they will call you?

If all they want is for you to send them some information in the mail my experience tells me they are poor prospects. You will probably never here from them once you have mailed the information they have requested. If they are serious about looking into purchasing a FE policy they would make time to see you.

 

[NoFault]

What are some objections you can say to them so they will make the appointment?

This is what I say to them,

"Sir/Madam, the only reason why I'm call you is because you requested the information. Not because I wanted to call you. I can certainly send you information over the mail, but that will take a few days to arrrived, I can be there tomorrow in the morning or afternoon and explain everything to you in person. Would that be better?"

Yet I still get the same objection!!!

 

[jdeasy]

What are some objections you can say to them so they will make the appointment?

This is what I say to them,

"Sir/Madam, the only reason why I'm call you is because you requested the information. Not because I wanted to call you. I can certainly send you information over the mail, but that will take a few days to arrrived, I can be there tomorrow in the morning or afternoon and explain everything to you in person. Would that be better?"

Yet I still get the same objection!!!

Tell them you will get that right out and then drop it in file 13 when you get off the phone. I used to try and overcome that and even mailed info when I couldn't. The next sale I get from a mailing will be my first.

Those people are time and energy wasters. Move on.

 

[HarryRenard]

I typically try to say something like "While I have your basic info on the card that YOU SENT back- it doesnt tell me specificaly what type of coverage you were looking for-- be it Term, Universal or Whole Life and that is why I come out personally to explain all of your options and find the best fit- And of course your are under no obligation- so would the morning or afternoon be better?"

I also say something like this -- "Now a days when you call a company you typically recieve computer voice prompting you to press 1 for this and 2 for that and if your anything like me all you wish for is a human being to pick up the phone and answer all your questions. Well that is my job to be that human being come by and answer all your questions in person-- So would mornings or afternoons be better?

I was just writing this up quickly but hopefully you get the point and if you like it you can clean it up.

I don't sell final expense but I do use this on annuity DM and it does work for me.

 

[Greenhorn]

Nice job Harry!

 

[souldeux]

Tell them you will get that right out and then drop it in file 13 when you get off the phone. I used to try and overcome that and even mailed info when I couldn't. The next sale I get from a mailing will be my first.

Those people are time and energy wasters. Move on.

That's exactly what I do, too. I'll try to overcome, try to get them to talk to me over the phone, try for the close, but if they won't budge then I absolutely won't mail out to them. Waste of time, waste of money.

"Send me some information" means "go bother someone else."

 

[mrinsurancesc]

Another suggestion would be to take you out of the picture. Prospects can smell commission breath from a mile away. It's not about you, it's about them. If they can take time out of their schedules to sit down and discuss matters with you then even if they do buy, they will most likely cancel.

Often, we hear that it's a numbers game so in that aspect, she is just a number to overcome. Time and energy spent on someone like this will just destroy your motivation. Believe me I've been there (might still be there, lol) but I would rather move on than let someone who's information gathering (quote shopping) destroy my mental state of mind.

 

[WinoBlues]

"" Prospects can smell commission breath from a mile away.""

That is fricken Funny!

Another suggestion would be to take you out of the picture. Prospects can smell commission breath from a mile away. It's not about you, it's about them. If they can take time out of their schedules to sit down and discuss matters with you then even if they do buy, they will most likely cancel.

Often, we hear that it's a numbers game so in that aspect, she is just a number to overcome. Time and energy spent on someone like this will just destroy your motivation. Believe me I've been there (might still be there, lol) but I would rather move on than let someone who's information gathering (quote shopping) destroy my mental state of mind.