Appointment Confirmation?

[bigjake]

The only thing I can say is yes to JD, there are aberrations in every situation. And that there is no right or wrong way to handle the appointment setting, except that people WILL PUT YOU OFF EVEN WHEN THEY ARE INTERESTED. No one knows why. Whether its health/life or even buying a car. Most people just do not want to commit. It is your job to get in front of them, short of throwing yourself in front of a moving vehicle, to at least get the conversation started. That is why its best to make the appointment face to face about one or two days out. Make the appointment with the wife, because the husband doesn't care.

Most of the time its the wife wanting coverage on the husband anyway. They know the numbers and they watch the commercials. I also meet with the wife if she agrees to it, without him present. If she likes what I offer, then she can do a better job of selling the husband than I can. If I present to both and don't leave with a check, its never going to happen. And I can call for ten years and nothing is going to happen, until I have to write a GI or one of them is dead. Its a fact.

This I can tell you after being on both the selling side and the funeral home side.

For that reason, I like dealing with the widowed people, man or woman - they know how much a funeral is because they just bought one, and they know how much they owe for medical bills. They don't mind forking over 120-200/mo for coverage as long as they can afford it.

 

[honestagent]

Yep. So true.

You have to work a system that will work for you and the demographics will also dictate how you best work your system. Be willing to 'bend' in certain circumstances and above all else - it's our job to 'create' the urgency. If you get prospects flaking out on you just for the appt., then don't waste your time. My experience has shown me the ones who flake the most are the ones who will cancel. And I don't know about you, but I hate chargebacks more than flaky people and not getting paid.

The only thing I can say is yes to JD, there are aberrations in every situation. And that there is no right or wrong way to handle the appointment setting, except that people WILL PUT YOU OFF EVEN WHEN THEY ARE INTERESTED. No one knows why. Whether its health/life or even buying a car. Most people just do not want to commit. It is your job to get in front of them, short of throwing yourself in front of a moving vehicle, to at least get the conversation started. That is why its best to make the appointment face to face about one or two days out. Make the appointment with the wife, because the husband doesn't care.

Most of the time its the wife wanting coverage on the husband anyway. They know the numbers and they watch the commercials. I also meet with the wife if she agrees to it, without him present. If she likes what I offer, then she can do a better job of selling the husband than I can. If I present to both and don't leave with a check, its never going to happen. And I can call for ten years and nothing is going to happen, until I have to write a GI or one of them is dead. Its a fact.

This I can tell you after being on both the selling side and the funeral home side.

For that reason, I like dealing with the widowed people, man or woman - they know how much a funeral is because they just bought one, and they know how much they owe for medical bills. They don't mind forking over 120-200/mo for coverage as long as they can afford it.

 

[rbrandt455]

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.

JD, When calling to set an appt do you leave a message if they don't answer, or simply keep calling until you get a live answer?

 

[jdeasy]

JD, When calling to set an appt do you leave a message if they don't answer, or simply keep calling until you get a live answer?

As a rule no, I don't leave messages. But rules are meant to be broken and sometimes I will leave a message after many calls. I'm more likely to doorknock it than to leave a mesage though.

 

[nfl72]

I had an appointment a couple of weeks ago for 10am. I made the appointment on Monday for Thursday. When I got there the lady answered the door and said she had to cancel as the elementary school had just called and her grand daughter was sick and she had to go pick her up right away so I was going to have to come back another day.

I said that would be fine but why don't we take 5 minutes right now to make sure their is a good reason to come back, as I didn't want to waste her time or mine. She invited me in. An hour and a half later I left with a $25,000 policy at about $185 a month.

If you listen to and choose to believe the objection they are giving you, most of the time you are the one being sold.