Closing Ratios and Techniques

[backinthesaddle]

Hey guys and girls I would like to start a thread on the percentage of sits that turn to sales. This is for the big guns that have been doing this for some time. I don.t use a presentation I have a back and forth conversation with each person I talk to using the basics of finding need and want. I am currently closing over 85% of face to face visits. I know that sounds crazy but that is a fact that really amazes me. I really would like to read about your techniques to see if it is possible to close more sales for all of us . I run all my leads no phone appointments. Any takers here? Thanks

 

[SportsNut]

If you are closing 85% of your presentations why would you care what anyone else thinks? We would want to know more about your approach?

How long have you been running FE leads?
How many leads per week do you get on avg?
What source of leads do you use? (DM or other and who)
What demographic do you work? (inner city vs burbs)
Any other pertinent info that you care to offer.

 

[Rearden]

I close the ones that are supposed to be closed.

 

[paige23]

I close the ones that are supposed to be closed.

So deep and profound but simple.

 

[nfl72]

"The figures don't lie, the liars figure"


85%???

I think its time to put down the crack pipe

 

[JimmyUt]

"The figures don't lie, the liars figure"


85%???

I think its time to put down the crack pipe

We had a guy when I was with Equita that was closing 87% of his appointments and it was documented. It was hard to believe, but I think he wrote somewhere over 60 apps one month.

 

[nfl72]

85% of appointments is possible if yo do a lot of qualifying over the phone..

Backinthesaddle stated he does not make phone appointments, he does everything face to face. Closing 85% in that kind of environment is imposible unless you are using very fuzzy math.

Jokingly , when I used to sell cars I would tell people the Corrola would get 70 mpg combined. They woudl say really and I would say yes.

30 city and 40 highway is 70 combined, isn't it!


Using that kind of math I suppose 85% is possible

 

[TDFnCali]

We had a guy when I was with Equita that was closing 87% of his appointments and it was documented. It was hard to believe, but I think he wrote somewhere over 60 apps one month.

Sounds like hard pushy selling....how much of that STUCK???

Ill take 50-60% with less then 15% lapse rate (which are my #'s now) then 80%+ with 30-35% lapse rate!

 

[Todd King]

85% of appointments is possible if yo do a lot of qualifying over the phone..

Backinthesaddle stated he does not make phone appointments, he does everything face to face. Closing 85% in that kind of environment is imposible unless you are using very fuzzy math.

Jokingly , when I used to sell cars I would tell people the Corrola would get 70 mpg combined. They woudl say really and I would say yes.

30 city and 40 highway is 70 combined, isn't it!


Using that kind of math I suppose 85% is possible

When I was in the field I would close over 90% of those I was able to sit in front of. It was a real downer when I didn't sell something.

The difference here though, I was approaching with Med Supps and cross-sold FE, LTC, and Annuities. I was more than a one-trick pony.

I wasn't pushy at all. I had well over a 90% retention rate as well. I assumed the sale.

The only reason I'm posting this is just to say that it is possible.

 

[backinthesaddle]

Guys really? I make my living as an insurance agent. I have been doing this since 1986 where I started with combined Ins. co. Am I a pushy sales rep? You better believe I can be if it's necessary. When I leave my house it's to make a living, to make sales. I am after all these years a commissioned salesperson. In the course of my work I help people make the decision to get life coverage that is needed to pay funeral and outstanding bills left behind to they're loved ones. I walk in the door looking for buying signs and using the abc's of sales. Always be closing. That is my profession. When you walk out of a house scratching your head why that lay down sale fell thru well maybe you didn't close or you talked the sale to death. Persistency for me is about 82% for 12 months that drops to about 75% after 36 months. I'm sure that other peoples ratios are better, but if you want to leave the house with a sale which is our job by the way sometimes I can close very hard. I have no bad feelings doing this. I have delivered numerous claim checks and never got called out for being to pushy, but I have been thanked and referred to friends and family. Back to techniques I try to work small town USA. I will drive up to 2 hours to work but it is well worth the gas money. Lead wise I use dm new and old leads. I do not cold call with a list. All referrals are called by my clients with me there coaching them. Good luck and good selling. Hit'em high hit'em low take their check and go go go!