- 19,673
But that is an aberation. I don't doubt for a minute what he is saying in how he works and the results.
You can find aberations in almost every line of work. It's called an aberation for a reason though.
Appointment Confirmation?
- Thread starter Funguy
- Start date
But that is an aberation. I don't doubt for a minute what he is saying in how he works and the results.
You can find aberations in almost every line of work. It's called an aberation for a reason though.
About the only time I call and confirm is if the lead is 25 to 30 miles away from where I am working and I don't want to drive unless I know they are home and expecting to see me. I never schedule a lead that far away from the others unless its the first or last appointment of the day. If I've had a bad day and need the sale I will not call and just make the drive. If its been a good day I will call and confirm they are home.
- Thread starter
- #13
Hey Shannon,
1) What do you in a situation where the potential customer tells you that they don't have a date until next Monday etc because husband is out of town/ husband has a night job sleeps during the day or husband wont know his schedule until 2 days later etc, or they are leaving today for a week to visit relatives
Do you still make an appointment or do you tell them you would call them later?
2) If you call the prospect and he or she says they are working Mon- Thursday etc but are available on Friday afternoon etc, what would you do?
Regards,
Funguy
1) What do you in a situation where the potential customer tells you that they don't have a date until next Monday etc because husband is out of town/ husband has a night job sleeps during the day or husband wont know his schedule until 2 days later etc, or they are leaving today for a week to visit relatives
Do you still make an appointment or do you tell them you would call them later?
2) If you call the prospect and he or she says they are working Mon- Thursday etc but are available on Friday afternoon etc, what would you do?
Regards,
Funguy
- 19,673
Not Shannon but I tell those people I'm not going to be there on Friday or next Mondy, I'm going to be there tomorrow.
Now you do develp a 6th sense over time as to whether it's just an excuse or a real reason. If it's a real reason and they convince of that then I will make accomation to call them on Thurs about Friday.
Or in the Monday case I will call them on Friday or Sat and see if Monday is till good.
The above happens so rarely in FE that I can't even remember the last time it happened. No wait, yes I can. A few months ago I got a lead on an over the road trucker. He convinced me that he was interested but only home on Sundays. I did go over one Sunday and write him up.
That's the only time this year I've have to go off my schedule.
Now you do develp a 6th sense over time as to whether it's just an excuse or a real reason. If it's a real reason and they convince of that then I will make accomation to call them on Thurs about Friday.
Or in the Monday case I will call them on Friday or Sat and see if Monday is till good.
The above happens so rarely in FE that I can't even remember the last time it happened. No wait, yes I can. A few months ago I got a lead on an over the road trucker. He convinced me that he was interested but only home on Sundays. I did go over one Sunday and write him up.
That's the only time this year I've have to go off my schedule.
- Thread starter
- #15
Thank you Jdeasy your help is much appreciated.
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Waaow 9 K is a great performance.
1) Besides this, what else do you do differently in comparison to a traditional Final Expense salesperson?
2) Is there a particular carrier you write more business for than others?
3) In your opinion ideally how much budget should a final expense salesperson have per month for leads ?
Thanks in advance,
Funguy
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Hey Jdeasy,
1) If they ever tell you call me Thursday/ next week etc and I will know my schedule for an appointment?
2) Sometimes they give an appointment for 2 days later but they say, I should be available but call me before you come here?
What are your responses?
Funguy
----------
Waaow 9 K is a great performance.
1) Besides this, what else do you do differently in comparison to a traditional Final Expense salesperson?
2) Is there a particular carrier you write more business for than others?
3) In your opinion ideally how much budget should a final expense salesperson have per month for leads ?
Thanks in advance,
Funguy
----------
Hey Jdeasy,
1) If they ever tell you call me Thursday/ next week etc and I will know my schedule for an appointment?
2) Sometimes they give an appointment for 2 days later but they say, I should be available but call me before you come here?
What are your responses?
Funguy
- 235
Definitely set the appointment. When clients are giving us days of the week their schedule is open thats buying signals to me. Set the appointment and make sure they write it down on their calander. Tell your client you will call the night before to confirm.
For the clients going out of town. If they are not getting in the car at that moment.
Both decision makers are there and I have a sense of urgency in my gutt. Then I do my best to get in and give them a presentation.
Sometimes you get this " go for it " feeling. So when you do just go for it.
That's a part of the 6 th sense JD mentioned.
Presentations = applications
For the clients going out of town. If they are not getting in the car at that moment.
Both decision makers are there and I have a sense of urgency in my gutt. Then I do my best to get in and give them a presentation.
Sometimes you get this " go for it " feeling. So when you do just go for it.
That's a part of the 6 th sense JD mentioned.
Presentations = applications
- 19,673
I will n ot schedule more than one day out. If they say they could next week or whenever then I say I will call them the next time I'm going to be in their area. I will not schedule for next week or even pencil it in.
This was the hardest lesson for me to learn in this business. Eearly in my career I would just go when they said they could be available. I was told by a $400,000+ producer that I had to take control of my schedule. That I had to tell people "no, I am not going to be there then".
Once I learned to do that then my business took off.
This was the hardest lesson for me to learn in this business. Eearly in my career I would just go when they said they could be available. I was told by a $400,000+ producer that I had to take control of my schedule. That I had to tell people "no, I am not going to be there then".
Once I learned to do that then my business took off.
Must confess that I still haven''t "learned"it.. at least not to the point of actually doing it on a consistent basis.
As you say, it is very hard to say no to someone who says, "well, I will see you on such and such".. even when you feel they are using that as an excuse to put you off and "such and such" never gets here because the next time you call they want to put you off again. .
- 235
Hey JD! What about those monkeys in Costa Rica!
On a serious note, who is the 400k+ producer?
On a serious note, who is the 400k+ producer?
- 19,673
That was a guy with NAA. Wade W from Ga. I don't even know if he is still in the business. But his advice was priceless for me.
As for Costa Rica, that wasn't one of my favorite trips. Very expensive even with RNA paying for travel and rooms. I'm sure you noticed.
On the other hand their Maui trip was the best reward trip I've ever been on so they have a good average. I'm already qualified for Cancun next May. I think that will be great.
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