Best Route to Take. ...

Sounds like NFL is real pleased with PHR press 1 leads. Anyone else have any feedback on them other than NFL and Toby?
 
John's reputation is pretty solid. I would try some of them if the minimum buy was less. I'm not going to experiment with $475.
I wonder if one could order 25, but split the delivery up....12 one week, 13 a next....More of a question for Mr PHR Himself unless someone already knows the answer...?
 
I wonder if one could order 25, but split the delivery up....12 one week, 13 a next....More of a question for Mr PHR Himself unless someone already knows the answer...?

He can, that's the way I ordered it... Though I might add they botched it & gave me all of them sooner then I wanted. But he sent me an email apologizing, and I feel comfortable enough to try again. The min 25 order is a lil of a bear though, esp for your 1st order.
 
Obviously all batches don't turn out like that. The best lesson from this might be something like this.

The last time I placed an order before this last one was I think 8/27/13. and the first week after that order I also wrote 9 in 2 days. Maybe I should be placing orders more frequently and spend more time working fresh leads than working leads that are three and 4 weeks old. And then just planning on going to different areas sooner? I have been working this same area for almost 5 months now.

I still have about 75 DM leads from leads connection I have not worked yet. Those are the leads that I need to learn how to work. I tried to call the first 8 to ten and couldn't even get them to answer the phone. And I know I certainly can't expect to write 4 or 5 of those a day by cold calling. Too much driving time, spinning your wheels trying to catch them at home.

Maybe I should start taking a day a week for cold calling along with the 2 days per week I am currently working? That would be 3 days a week in the filed.

nah never mind

----------

ftr

Over the past couple of years he has split up my orders of 25 into maybe 2 or 3 batches of 7 to 9 over a week or so. The last 2 or 3 orders I took all 25 at the same time. The good thing about that is when I get a batch of 25 I haven't had a problem setting up 8 to ten appointments in a 2 day period, and that is when I seem to make the most money, working fresh leads.
 
NFL, If i remember correctly, you set your appointments far in advance. something like 4-5 days?
I assume its because you want to get them on the phone right away while the lead is still fresh? How does that affect you with cancellations and no shows?

----------

I see you say you had 2 cancellations and they were people that you "just basically set the appointment with" is that typical when you set your appointments 4-5 days out like this? Do you do a lot of follow up with them to make sure they remember your appointment?

It sounds like you have a really good grasp on working the press 1 leads. would love to hear what your "phone appointment setting script" is like. You say you go into probing questions etc. Care to give some examples?

I go for the appointment right away. Then I start asking probing questions and as long as they are answering the questions I am asking, I keep going. If I sense they are starting to get a little hesitant, I just back off and say I will answer any and all questions they have when I get there.

If your not careful and give them too much info over the phone they can get the feeling they don't need to meet with you anymore. I think I stated earlier in this post about my calls last Friday. I got 25 new leads around 11;00am Friday morning. I scheduled 9 appointments in less than 2 hours from talking to ten people. I scheduled all of those appointments on Wed and Thursday. I had 2 of them call me on Wed morning and tell me it wasn't necessary for me to come. They were the ones that I basically just scheduled the appointment. Didn't really go over much of anything with them. I kind of think its important to give them a little taste of what I can do for them. Just enough to peek their interest.

I just got back in to town about 4 oclock today. Working all day Wed and until 2:30 today I wrote 9 policies at about $7,500 in annual premium. I wrote everybody I met with. All but one of those 9 were from the batch I got last Friday. And I have not even contacted 8 or 9 of those 25.

Once you get your game down those press one leads are like gold. But I suppose that is true with live leads and DM as well. When your on a roll most leads seem very good. I like the press ones because they are asking for a call back by leaving their info. If they don't want the info all they have to do is hang up.

The last 2 days was like shooting ducks in a pond. I enjoyed the 2 hour ride home.
 
I prefer to set my appointments up within a day or 2. Ideal is making calls on Monday and Tuesday for WED and Thursday field work. But if the leads come in on Friday, that is when I make the calls.


when scheduling the appointment, I reiterate how important it is for them to write down my name and number and if they can not make it to call me asap, as I will have a very full hectic day and need to see as many people as possible. Because when we sell these great policies that cheap we need to sell a lot of them, because we make very little per much policy. So also if you have any friends that need my help feel free to have them there.

If your able to get the people excited about meeting with you they are more apt to show. Probably 15% will call ahead and cancel, and then I just reschedule for the following week. I usually say something like this. I will try to look you up next week but I can't promise anything as I will have a whole new batch next week of people I need to help. But I promise, I will do what I can.

I also believe if your doing nothing on the phone but scheduling an appointment with no selling the sizzle or building a repore they are more apt to cancel or stand you up. If you talk on the phone with a smile in your voice, they can sense it. Some people say the less you say on the phone the better. I think it is worse to say too little.

People buy from those they like. Get tem to like you.
 
Last edited:
While I agree with NFL, I realized that people who agree to an appointment are high-odds interested in what the program entails, ie, they are a prospect. Otherwise, odds are they wouldn't have set an appointment with you to waste their time (although you'll get a small minority who will).

Plus, independent agents have enough product variety to qualify anyone regardless of health at a competitive premium. So qualifying for health over the phone doesn't make sense, either.

Best path is to pick one method or the other -- either call to set an appointment face-to-face, or qualify them down to the point of simply picking up the check.

I prefer to set my appointments up within a day or 2. Ideal is making calls on Monday and Tuesday for WED and Thursday field work. But if the leads come in on Friday, that is when I make the calls.


when scheduling the appointment, I reiterate how important it is for them to write down my name and number and if they can not make it to call me asap, as I will have a very full hectic day and need to see as many people as possible. Because when we sell these great policies that cheap we need to sell a lot of them, because we make very little per much policy. So also if you have any friends that need my help feel free to have them there.

If your able to get the people excited about meeting with you they are more apt to show. Probably 15% will call ahead and cancel, and then I just reschedule for the following week. I usually say something like this. I will try to look you up next week but I can't promise anything as I will have a whole new batch next week of people I need to help. But I promise, I will do what I can.

I also believe if your doing nothing on the phone but scheduling an appointment with no selling the sizzle or building a repore they are more apt to cancel or stand you up. If you talk on the phone with a smile in your voice, they can sense it. Some people say the less you say on the phone the better. I think it is worse to say too little.

People buy from those they like. Get tem to like you.
 
Back
Top