Cold Calling Door to Door for Final Expense Ins.

[HomeService]

So you hear a lot of correct grammar on the debit route?

I hear and see a lot of different things. I have some stories!!

 

[ddraughn]

To answer your post seriously. I managed a captive agency for 6 years and with a limited product line you have to be creative and beat the streets. This is an approach that works for what I call "clover leafing".

(With car keys in hand & rate sheet in your pocket or portfolio) Hey Sir/Mam! (with a BIG SMILE) My name is _____, How are you today? (how they answer doesn't matter - a lot of seniors will welcome a visit from someone friendly)

I was just down the street meeting with some folks and thought I should pop by for a second and say Hi. (hand them your card) I work with______ and do my best to help people save money and in this economy, I thought I should see if I could help you too! (no pause) Do you have just a minute? (I usually get) Well, what is this about? (take that as "I'm interested" & look down, wipe your feet and at the same time say Well Mam/Sir, I only have a minute.

(Once I get in the door I briefly change the subject) How long have you lived here? Are these your kids/grands? Nice dog/cat! Is that the welcoming committee? (breaks the ice and gets them talking) Well Mam/Sir, like I said, I only have a minute; real quick, do you have your final expenses planned for. If they say yes, I ask if it is paid up plan. If its not, I ask them how long they have had it and if their health has changed since they got the coverage. At that point you are fact finding. Find out the face amount and monthly premium to see if you are even in the ball park. If so, tell them you usually save folks on their premiums and sometimes you can even get them a check from their current insurance company but to find that out you need to look at their policy . Say: Real quick - do you have your policy handy? If not then set up another time to review it.

If you can't help them ask for referrals. If they like you, they will want to help you. Remember, you are friendly and out working hard. Expect success and you will find it. The rule to door knocking & phone calling is: Some will, some wont, so what, NEXT. If you are only knocking doors, at least get 25-30 cold door knocks a day if you want to succeed. It isn't the easiest way to prospect (especially in the summer) but if done the right way in the right area - you will find FE clients.

This is excellent. Thank you for sharing this. I actually think it will work for me too.