Instead of telling them they wouldn't understand it say something like " You prospects are all the same, just send me a quote, listen I'm the expert here and you're just the uninformed ignorant public." " Now, do you want to put in an application or not." Sorry, I couldn't help myself.
Appointment "Scripts"....
- Thread starter TonyC
- Start date
G
Guest
Guest
- 1,908
#2 agrees with #1 whole heartedly.
Send me a quote:
Will do. What's your e-mail address?
You're going to receive an e-mail from [email protected]. That's me. Here's what you will get:
Based on the information you've provided me, and what you've told me you want in a health plan, you will get:
Take Care.
GIVE THEM WHAT THEY WANT.
It may very well be that they do understand how health plans work, and just want a quote, so they know how much it will be each month, for the coverage they are looking for.
or
They love to analyze. Great! Give them something to analyze, but explain to them what they are receiving.
"I want to think about it."
Great. The quote is good for 30 days. I'll send you a link to apply on line when you are ready. What's your email address?
If you have any questions, please feel free to e-mail me, or call me with any questions. You'll also recieve a PDF file of the brochure. My recommendation is that you start reading this from back to front. The back lists all of what is NOT covered, and I want you to be clear on that, before you enter into any plan.
The e-mails will be from [email protected]
Expect a follow up call from me on Tuesday.
Send me a quote:
Will do. What's your e-mail address?
You're going to receive an e-mail from [email protected]. That's me. Here's what you will get:
Based on the information you've provided me, and what you've told me you want in a health plan, you will get:
- Option #1: a plan that includes doctor visits, at a specific copayment for each visit, for each family member.
- Option #2: a high deductible plan, whereby you have one deductible to meet, then the insurance company pays for everything above that.
- Option #3: an HMO plan, like Kaiser Permanente. No paperwork. Just flash them your card, and you're good to go. Very similar to Option #1.
Take Care.
GIVE THEM WHAT THEY WANT.
It may very well be that they do understand how health plans work, and just want a quote, so they know how much it will be each month, for the coverage they are looking for.
or
They love to analyze. Great! Give them something to analyze, but explain to them what they are receiving.
"I want to think about it."
Great. The quote is good for 30 days. I'll send you a link to apply on line when you are ready. What's your email address?
If you have any questions, please feel free to e-mail me, or call me with any questions. You'll also recieve a PDF file of the brochure. My recommendation is that you start reading this from back to front. The back lists all of what is NOT covered, and I want you to be clear on that, before you enter into any plan.
The e-mails will be from [email protected]
Expect a follow up call from me on Tuesday.
G
Guest
Guest
Thanks, while I would take it, why you pass up an opportunity?
G
Guest
Guest
All excellent points on how become an mediocre salesperson.
First, If you're implying they told you what they wanted in a plan, why do they need the quotes? Aren't they just trying to put off the purchase?
Whether it's reluctance, hesitation, whatever the reason, you let the opportunity go without 'trying' to find out why.
It's possible that a very small few know how health plans work, but I think we can all agree, it's just not likely, they don't even know their current benefits most of the time.
So you're not giving them what they want, you're doing what you want, letting them go because you think it's a hassle and hoping they call you back or sign up online where you don't have to work too hard to earn your money.
The good I see in your "think it over" email is that they may get concerned about reading all of the stuff and not understanding it, but you still may never know because you let them go.
You can only count on the sales that you have control over.
I don't hope they'll sign up online, or hope they'll call me back, my career is a bit more important to me than to rely on hope.
If they ended up buying a policy and it wasn't from you, you lost out. The sad thing is that you may never know it so you can always blame the client, they're a deadbeat, probably would have gotten declined, probably wasn't really interested.
That's not true 100% of the time.
Hope is not a strategy.
- Thread starter
- #36
- 446
- 1,908
Thank you for the feedback.
I don't rely on hope. To begin with, I don't buy leads or hire a telemarketer, so your premise is rather assumptive. I usually have at least one or two conversations with them prior to this, where they let me know what doctors and meds they take, how often the go to the doctor, what their budget is.
These are usually people who've attended one of my information meetings, where I've explained what a copay is, what a deductible is, what a Max OOP is, what a network is.
Based on that information, they DO know what they want.
Are they an expert? NO. That's why they have me.
Do they know enough to be educated consumers of the product, knowing what is and is not covered? YES.
Does that help them sleep at night? YES.
Tell me, how does your, "I'm the expert, your a Fr***ing moron presentation work for you?
I also like providing them the luxury of completing the application online, at their convenience, when they have time to find the doctors' information, and are more comfortable doing it.
What is it you don't like about giving people what they want? Is it that you're not the center of attention? Is it that you are a control freak, and must be right?
I'm very down to earth, and find that if I begin to pull away, and don't pressure them, if they are not just a tire-kicker, then they will tell me, "I'll complete the online app tonight." which has happened more times then not.
If the one-cal close, don't-leave-without-an-app-signed method is working for you GREAT. It's not how I choose to do business with people. People I respect.
I have more control over these prospects than you think I do. Who do you think they call on Sunday evening with a question? Who do they get a call from, about something other than insurance, on a regular basis?
I don't beg, and I don't twist arms. That's not how to build a relationship.
I don't rely on hope. To begin with, I don't buy leads or hire a telemarketer, so your premise is rather assumptive. I usually have at least one or two conversations with them prior to this, where they let me know what doctors and meds they take, how often the go to the doctor, what their budget is.
These are usually people who've attended one of my information meetings, where I've explained what a copay is, what a deductible is, what a Max OOP is, what a network is.
Based on that information, they DO know what they want.
Are they an expert? NO. That's why they have me.
Do they know enough to be educated consumers of the product, knowing what is and is not covered? YES.
Does that help them sleep at night? YES.
Tell me, how does your, "I'm the expert, your a Fr***ing moron presentation work for you?
I also like providing them the luxury of completing the application online, at their convenience, when they have time to find the doctors' information, and are more comfortable doing it.
What is it you don't like about giving people what they want? Is it that you're not the center of attention? Is it that you are a control freak, and must be right?
I'm very down to earth, and find that if I begin to pull away, and don't pressure them, if they are not just a tire-kicker, then they will tell me, "I'll complete the online app tonight." which has happened more times then not.
If the one-cal close, don't-leave-without-an-app-signed method is working for you GREAT. It's not how I choose to do business with people. People I respect.
I have more control over these prospects than you think I do. Who do you think they call on Sunday evening with a question? Who do they get a call from, about something other than insurance, on a regular basis?
I don't beg, and I don't twist arms. That's not how to build a relationship.
G
Guest
Guest
Obviously you know very well what being 'assumptive" is and I guess the only reason I come across as an expert is because I am an expert.
Would you rather deal with an expert for your health insurance or not? Would your clients? Was that an attempt at an insult?
But I understand the attack. The reason you reacted so harshly, insulting and borderline vulgar must be that what I said made you aware of your obvious deficiencies.
I'm sorry if that was the case.
None of what you assumed about me is close to being correct except that I do accomplish one call closes.
It's funny, you'd rather bother people two or three times to get the sale, and give them the "luxury of doing it themselves" by navigating through page after page (and it's foreign pages) online, left to fend for themselves without help from you if they need it right then and there, and you expect them to understand every question. Do you think that's really what they want, if so, then why did they need you at all? And this is how you 'respect' the clients.
I would rather assist them in making an informed decision while their interest is at its greatest point.
Creating a buying environment is not a bad thing. They're looking for insurance, its something they already thought about, so what's the problem?
- 1,908
If it works for you, God Bless.
I began with appreciating the feedback. I, along with other human beings, do have deficiencies. One day, you must show us the "walking on water" bit you do.
One call closing is not how I want to be treated, and it's not how I treat my clients and prospects. I would venture to guess that every purchase you made was NOT during a one call close, that, at some point in your life, you had to revisit this situation.
You are incorrect about me, sir.
Now, there are some purchases I make on first visit, but not all.
Did you purchase your home the very first time you walked in?
Did you buy the first car you sat in?
Did you marry the first woman you met?
Did you invest in the first opportunity presented to you?
Did you open a checking/savings account in the first bank that offered it to you?
I commend you on being an expert, and will probably be posting some questions for you to answer, as I come across situations in the future.
I began with appreciating the feedback. I, along with other human beings, do have deficiencies. One day, you must show us the "walking on water" bit you do.
One call closing is not how I want to be treated, and it's not how I treat my clients and prospects. I would venture to guess that every purchase you made was NOT during a one call close, that, at some point in your life, you had to revisit this situation.
You are incorrect about me, sir.
Now, there are some purchases I make on first visit, but not all.
Did you purchase your home the very first time you walked in?
Did you buy the first car you sat in?
Did you marry the first woman you met?
Did you invest in the first opportunity presented to you?
Did you open a checking/savings account in the first bank that offered it to you?
I commend you on being an expert, and will probably be posting some questions for you to answer, as I come across situations in the future.
G
Guest
Guest
Bob, I respect you and you know that. While you're successful at what you do and how you do it, if someone else attempts it and they aren't you and they don't have all of the insight that goes beyond the words that you wrote, they can get into trouble.
These points make sense, to a point.
Did you purchase your home the very first time you walked in?
No, I would have but the agent didn't ease my stress of owning a new home (at the time) so I didn't, and when I called back, it was sold. The best (and hardest) lesson I learned in sales, at least try to get the sale.
Did you buy the first car you sat in?
No, the first one I sat in was my mom's car, lol.
Did you marry the first woman you met?
Hello, I was a drummer in a band and about 18, for all I know she may have been already married, little did I know then.
Did you invest in the first opportunity presented to you?
Yes, because it all made sense, and still my best investment to date.
Did you open a checking/savings account in the first bank that offered it to you?
No, I just went with whatever bank my Mom and dad put my money in. However, when I had control over it, I compared some that interested me and I switched.
Bob, you obviously gave some examples that are way more permanent than insurance. A house, wife, etc. But it's still a good point.
All I'm saying is this:
If there's an interest, and a need, and I ask, not tell and I offer, not sell, and they go for it, it's win win all around. I don't feel bad, I feel I did my job and took a headache off of my client's plate.
I commend you on being an expert, and will probably be posting some questions for you to answer, as I come across situations in the future.
Thanks and from what I've seen of you on the forum, I feel you're being sincere and I really do want to help out here, if I can, I hope y'all can see that.
Here's to success!
These points make sense, to a point.
Did you purchase your home the very first time you walked in?
No, I would have but the agent didn't ease my stress of owning a new home (at the time) so I didn't, and when I called back, it was sold. The best (and hardest) lesson I learned in sales, at least try to get the sale.
Did you buy the first car you sat in?
No, the first one I sat in was my mom's car, lol.
Did you marry the first woman you met?
Hello, I was a drummer in a band and about 18, for all I know she may have been already married, little did I know then.
Did you invest in the first opportunity presented to you?
Yes, because it all made sense, and still my best investment to date.
Did you open a checking/savings account in the first bank that offered it to you?
No, I just went with whatever bank my Mom and dad put my money in. However, when I had control over it, I compared some that interested me and I switched.
Bob, you obviously gave some examples that are way more permanent than insurance. A house, wife, etc. But it's still a good point.
All I'm saying is this:
If there's an interest, and a need, and I ask, not tell and I offer, not sell, and they go for it, it's win win all around. I don't feel bad, I feel I did my job and took a headache off of my client's plate.
I commend you on being an expert, and will probably be posting some questions for you to answer, as I come across situations in the future.
Thanks and from what I've seen of you on the forum, I feel you're being sincere and I really do want to help out here, if I can, I hope y'all can see that.
Here's to success!
