Appointments: Self Setting Vs. Hired Setter

[EugeneM]

hiring someone else is pointless unless they are trained right. Gotta be strict about the quality you are willing to take. I would also make sure they ask qualifying questions so that when you get on the line to collect their application information for a quote you already know how to approach it. A few questions at the end of a call can make all the difference in the world. Dont be scared to ask

 

[Cory]

IMO...it's always better to do yourself. You are a licensed agent and understand insurance, underwriting, the competition and can overcome objections easier. You will set more appointments and generate more sales than a TM because of these things. However, your time is valuable so ah happy balance b/t you making calls and hiring someone can be found.

 

[budjm]

Find a good appt setter that shows up and gets you leads--and pay them well.

 

[0b1kanobee]

I think it depends on how good you are at setting appointments. My brother is very good at setting his own appointments for investments and annuities. However he sometimes uses an appointment setter who is even better than him but the problem is everybody wants to use her. She can get an appointment as long as the person on the other end has a heartbeat. He likes the idea of not getting a feel for the call because it makes him indifferent as to whether it will be a good appointment or not. He just knows he has an appointment. The appointment setter knows the business so she easily dances around the objections and creates interest. The follow up appointments are handled by him mostly from what I gather. She must be good because she gets 5% of any commisions and she's security liscensed. I think she may also handle some of the other same potential client calls and questions in an assistant capacity. That depends on whether the client gravitates to him or her by which one they call before and after a relationship has been established. I think some of this also stems from clients or potentials calling and sometimes expecting him to know certain things like they are his only client. She's able to intercept those calls so when he emails or calls the client back he is well prepaired. I guess she serves in a few capacities besides appointment setting. Sometimes he won't take a call and have her call them back if he's busy or wants to know what they want so he can have the info available or even have her take care of it. Then he'll make scheduled calls to his clients or emails just for small talk to keep the bond and those times are usually calls that are all on a good note. It's strange too because she'll make some calls and not be able to secure an appointment which is rare and he'll turn around and make the call and secure the appointment and vice versa. They attribute that to a small degree of persistsnce and timing. He stays in touch with leads for years if he's not going after low hanging fruit. Sometimes sales are made two years later. His boss had a BIG sale from a lead he's been staying in contact with that was originally generated 10 years ago.

 

[EugeneM]

I must agree 0b1kanobee... We do appointment setting for ourselves and some other brokers. We just got a 2nd appointment with a 1900 employee co in California... took almost 2 months to get the first initial 20 min appointment. Takes a certain of level of skill to get appointments. You do not want a bad caller calling and ruining your finite market.