Appointment "Scripts"....

[Guest]

I'm not saying your methods are unethical - I can tell you value your clients.

I also agree that far too many agents turn into information kiosks and set themselves up not to write the deal but simply pass out information.

I also ask for the sale - always however I'm also respectful when I encounter an objection I simply do not wish to get around.

"Who handles the insurance" if you're asking me that question results it "...again, Rob, I will run this past my wife." Come at me again and you've lost the sale.

I know John, you and I are very similar. And if you or anyone confirmed the concern then I'd respect it. I had a client who "had to talk to the bride" after we spoke he bought a discount scam, even after I "rescued" him, he put me off to call back. Finally after practically stalking him weekly he signed up and he said "thanks for staying on top of me" and gave me an awesome testimonial (Gary Dauw).

There's a fine line between letting a client go and pushing a client away/turning them off and losing the sale via boiler room tactics.

They actually taught people that getting hung up on is a good thing, "way to go!" "atta baby!"

But wait, don't they realize that by doing that you didn't make the client happy, it didn't make the agent or agency money and they won't ever get that client back. That it actually costs money! And the clients that you do get that way, don't stay on? They buy to get you of of the phone when they feel trapped, then cancel behind your back.

Doesn't losing over 60% of your business tell you that you need to make a change? I guess not for them.

It's really sick.

PS: Since you insulted me, you're buying dinner when I come to Maryland! LOL

 

[Crabcake Johnny]

I'll definitely buy you dinner....you can even super size it.

 

[Guest]

I'll definitely buy you dinner....you can even super size it.

Great, now you want me to get fat!!

 

[somarco]

most people who will actually allow their app to be submitted on the 1st call are not the sharpest tacks in the box and the lapse rate is heavy

Very true.

Some people are easily manipulated, but these are also the ones who later have a tendancy to buyers remorse. Quite a few of my clients were folks who originally bought from one of the phone mills who slammed them in to a Copay Saver or other piece of garbage.

 

[Crabcake Johnny]

Not only buyers remorse, but let's make it more real.

Most people allowing you to close on the 1st call (notice that I said most - not all) are not only stupid but broke.

When you put stupid together with broke you get a client who screams when they get a $126 lab bill and immediately cancels.

 

[dmiller90]

Ongoinng Scipts!

I am trying to focus on hitting the ball back with prospects on getting a face to face with prospects.

These are warms leads i'm working....so I want to hit this around and see what we can come up with.

PLEASE ADD YOUR own...at the end of the thread....



OBJECTION:
"Just send me a quote"
SALESPRO
"I can send you a quote...but you won't understand it. If you are serious about your health...we can sit down can go over the coverage that suits your needs. I'll be in your area on Tues afternoon...and Friday Mourning" which is best?


OBJECTION:
"I'm busy this week....send me a email"
SALESPRO
"I understand...listen Mr.Jones...the truth is...we are all busy. I suggest we meet for 15 mins...go over a few plans. I wouldn't waste my time with you if i didn't think i had something that you would like. I'll be in your area on Tues afternoon...and Friday Mourning" which is best?


PLEASE ADD YOUR own...thanks very much!

You have got to be kidding Right?? and Who is teaching you this? You dont even have a Solid Prospect, Why would you, Push for the Appointment, Typical Old School Sales. Who is your Mentor? I would find someone else to train you.

 

[theinuranceguy]

Pressure sales simply doesnt work.

If you gotta talk to your hubby? Thats great, I never make a decision without talking to my wife, would Friday afternoon be a good time to call you back?

BUt in reality I wouldnt waste my time doing a presentation unless the husband and the wife were together, thats not to say that Ive never done one with just one of them there.

 

[Jerry Tibbs]

Wow....Dave....Sounds lke your Hitting the sauce again! (sigh). I thought the Mrs told you to stop that crap....

Besides...its not fair to us on the board who just want common courtesy and manors and if you disagree....just don't post.

Is that too much to ask for?

...if you've got nothing positive to say...please SHUT UP~!

Cheers!

You have got to be kidding Right?? and Who is teaching you this? You dont even have a Solid Prospect, Why would you, Push for the Appointment, Typical Old School Sales. Who is your Mentor? I would find someone else to train you.

 

[Invain15]

I am not a salespro, or trainer, but here is my take.

you won't understand it

That is confrontational. Soften it up a bit. Perhaps something like this.

How many plans would you like to see? I can illustrate over 3,000 plans just from the top 5 carriers. Most people would rather go through a root canal without anesthesia vs. looking at insurance plans.

I can probably help you find the right plan in 10 minutes or less, or you can spend weeks looking at plans and still be uncertain you picked the right plan.



I wouldn't waste my time with you

Good chance this is all the prospect hears and completely misses the last half of your comment.

BEFORE you set the appointment, there are some ground rules.

You need enough information from your prospect to have a detailed proposal. Just stopping by with your laptop and brochures is a waste of your time and his.

Be like a laser. Tell your prospect you need enough information so that you can give him a good overview rather than overwhelming him with 3,000 plans.

The first time I walked into Home Depot I was overwhelmed. I am not much of a handy man, but I do know which end of the hammer is useful.

Home Depot must have had 100 hammers.

I needed someone to not only point me in the right direction, but explain why one hammer was better than another for the particular work I was doing.

Before Home Depot I owned 1 hammer. Now I have at least half a dozen, each designed for a particular job.

Health insurance is the same way. eHealth is like Home Depot with over 100 plans. Which one is right for your client?

They have no idea, and neither do you until you establish rapport.

Try this . . .

I understand you are busy, and I would never want to waste your time sending out proposals that do not meet your need or budget. Let me ask a few questions, so I know exactly what to bring, and I can answer your questions on the spot.

I'll be in your area on Tues afternoon...and Friday Mourning" which is best?

This approach was taught years ago and was never, in my opinion, effective. It conveys the thought that you have lots of free time to wander around in their area.

You need to create an atmosphere that you are busy, your time is valuable and your services are in great demand.

A doctor would never tell you to stop by his office when you are in the area and he will see you.

An attorney would never tell you to pop in any time to discuss your murder indictment.

Why should you be any different?

Be firm. Let them know you have a window open and you will do your best to fit them in.

Better yet. Suggest they come to you.

I can't recall the last time I went to a client's home or business. I will sometimes meet them half way, in a coffee shop or (like the other day) in a Waffle House.

There is something to be said for a prospect who is willing to meet you half way.

I have to admit that was damn good.

 

[Guest]

"No decision is difficult to make
if you get all of the facts."

World War II General George S Patton Jr.
​

How about we ask the modern greats, Brian Tracy, Gitomer and whoever else you would pick, and see what they think.

Can a clean sale happen on the first call? One that will not charge back? And is it possible that the customer can be loyal, satisfied and not as dumb as a stump?

I think you already know the answer will be yes, but I'm sure it doesn't matter anyway.

Why is it that because you either don't do it or are hesitant to do it, you have to try to discredit someone who possibly can do it?

We should teach the possibilities.

Is it possible to do a one call close with integrity? Yes
Is it possible to overcome objections? Yes
Is it possible for that client to be loyal? Yes
Is it possible to get referrals from these clients? Yes

Is it possible that if you let a client go you might never get them back? Yes
Is it possible that a client might buy from someone else after speaking to you? Yes

What's the harm in asking for the sale if I worked to earn it?
What's the harm in testing an objection for validity?

An objection being tested and overcome just once, means it's possible that you can turn around others!