Appointment Setting Tips?
- Thread starter DemonBob
- Start date
tribetime32
Guru
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"Great! You actually have to have insurance to qualify for many of these programs! Since you filled this card out I'm just required to go over this with you real quick. If I'm not able to help you I'll get out of your hair, but there are almost always additional benefits available for you if you've been paying for a policy. I'll be sure to give you the quick version, does morning or afternoon work better?"
Hope this helps. Don't tell them over the phone that you are going to come look for a replacement, just let them know that there are additional benefits available that they can qualify for that don't require them to pay any more premium. These people are the best clients because they already bought one of the bad companies out there like Lincoln Heritage (LH), Senior life, colonial penn, AARP, etc.
Also, if they won't set an appointment I would 100% go and door knock them. These people will more than likely be very friendly at the door. Can't tell you how many people are standoffish over the phone that turn out to be buyers when you door knock them.
Hope this helps. Don't tell them over the phone that you are going to come look for a replacement, just let them know that there are additional benefits available that they can qualify for that don't require them to pay any more premium. These people are the best clients because they already bought one of the bad companies out there like Lincoln Heritage (LH), Senior life, colonial penn, AARP, etc.
Also, if they won't set an appointment I would 100% go and door knock them. These people will more than likely be very friendly at the door. Can't tell you how many people are standoffish over the phone that turn out to be buyers when you door knock them.
- 5,973
me: Thankyouverymuch <click>
me: (20 minutes later) <knock knock knock knock knock knock knock knock knock knock knock>
- 546
I would also suggest not introducing yourself as "Demon Bob."
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Technically they would need to have insurance to qualify for some things. Reduced paid up, cash value, etc...
At least that's how I would rationalize it.
- 5,973
Hence the name "Demon," Bob.
No reason to lie to get into a home.
"I already have insurance" is not an objection, it is an excuse for them not to set the appointment because they are busy watching tv all day and they can't figure out which games how or old re-run they can bear to miss.
Why not just say, "You already have insurance. Great! It only takes a few minutes to go over the information you requested. Would tomorrow at 10 work for you, or would 5 be better?"
Even better, if you are too weak to set appointments over the phone without resorting to lying, go door knock the leads. This works wonders: "Well, I'm already here and this takes just a few minutes to go over with you so I can do my job. Where can we sit down real quick?"
"Lying" ain't selling.
I agree. I don't like lying . Now if a husband answers the door and screens for the wife who filled out the card this is my response. "Betty filled a card out for urgent info on state regulated benefits she may be eligible for". If you say burial insurance there going to tell the husband to tell you there busy.Also If the one of the spouses answers the door and says the others not home and asks whats this about i use the above line. Thats so they don't avoid me when i re door knock. Day timer do you set a lot of appts at the door knock? Also do you present to one leggers or ask if they can make the final decision ? In my exp if you don't get in the house right then and there and sell the chances of seeing them again drop big.Obviously these people have lived there life by procrastinating so if you don't close right then and there they'll string you along.
