Appointment Setting Tips?

[Ken Greene]

I think tribetime32 and I use about the same exact approach. I have been in the FE business for 31 years now, starting out on a debit with Life & Casualty which was quickly bought out by American General not long after I started. I've also worked with United Ins Co of America and Liberty National before going independent many years ago. And just like tribetime32 said ABSOLUTELY knock on that door (with reply card at the ready if you have one) if you can't set an appt. by phone on the 1st attempt.

 

[whatyouwantfinally]

"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.

The concept behind your first paragraph is the correct one, in my opinion. It is THE way you handle objections in the appointment setting arena. You state why the objection is not a sufficient reason not to set an appointment then ask another question. By answering your next question and progressing with the conversation there is some psychological acceptance that your explanation for why the objection doesn't disqualify them from an appointment is true.

It's the real-life Jedi Mind Trick. Simply saying, "These aren't the droids you're looking for," doesn't work in the real world. "These aren't the droids you're looking for, which droids are you looking for?" does, at least a good % of the time.

 

[tribetime32]

Oh, don't worry no lies here! I use reduced paid up insurance to write deals weekly! I love getting to put folks in a better situation. Having insurance is most definitely a pre-requisite to using this option for clients. Nice try though

 

[WinoBlues]

Many of the FE only agents say the majority of FE policies do not pay out during the first two Years, What is your experience?

 

[tribetime32]

About 50/50 for me. Just be honest on the app.

 

[tribetime32]

Oh, don't worry no lies here! I use reduced paid up insurance to write deals weekly! I love getting to put folks in a better situation. Having insurance is most definitely a pre-requisite to using this option for clients. Nice try though

@DayTimer @nfl72

 

[BibH]

Just curious when you us paid up additions on a 7 yr old policy let's say . The person dies in the contestable period on your policy . You said 1/2 the time the policy's don't pay the claim . Has the beneficiary ever confronted or sued you for getting the insured to switch ? I'm very careful replacing non contestable policy's . Even if your policy pays the claim it will take at least 2 months to pay during the contestable period

 

[tribetime32]

I present to the client that they have x amount of "loss proof" insurance using reduced paid up provisions. Using their premium they can get x amount in additional coverage. A good amount of the time a client will go for it. Odds are good that if a client can get approved they will live for two years. I would say that a fraction of a percentage of my clients die within two years so this typically isn't an issue.

 

[goillini52]

A good amount of the time a client will go for it. Odds are good that if a client can get approved they will live for two years. I would say that a fraction of a percentage of my clients die within two years so this typically isn't an issue.

"About 50/50 for me. Just be honest on the app."

A fraction like 1/2?

 

[HoosierLife]

You know who has paid the most contestable claims for me? Transamerica.

Only one they didn't was a lady that lied about using oxygen.