Door Approach: Getting in With The Lead

[Trotter]

I am getting back into the FE business after doing other things for several years.
My big probelm has always been to get into the door with the direct mail piece.
I've learned a lot through past experience: I've found that there is nothing better or easier than the hard work of pounding the pavement working direct mail pieces, and have learned a little bit about leads. (One past mistake was telemarketed appointments with Lead Champions!!! Dont say I didnt warn you!!!) I've contracted with several good companies and feel comfortable about who to place people with depending on their health and stats. I've got a presentation I've put together that I'm really proud of. I close a high percentage of the people I sit with.
The really tough part for me (and maybe lots of guys) is just to get in the door when I meet the people with the lead in my hand.
How about a pre-approach letter? Any samples? Any other advice?

 

[houcoogster]

This my friend, is the hardest part to master. You have to fire on all 12 cylinders perfectly every time. You have got to be able to read the eyes and body language of the prospect. It takes a lot of practice.

 

[pbbaseball]

Let them know they filled out the card (show it to them), and that most people that filled it out are wanting to leave their families some extra money when they are gone to remember them by, and that some customers fill it out trying to save money on their insurance. That's probably why you filled it out too, right?

Wipe your feet and you are halfway in!

 

[indiana260]

Where are you working? City or rural?

 

[deadhead]

Don't overthink it. Knock on the door and relax

 

[Trotter]

Where are you working? City or rural?

Inner city Chicago and nearby suburbs

 

[DecisionMan]

First, FE lead cards have a half life of about 7 days from when you receive them so you have to be knocking the heck out of that door frequently in the first week to get them at home.

Second, I've found there usually is a reason they can remember sending it in - IF I'm there early enough. "I've been doing this a long time and found most people have a reason they've sent this in. Can you remember yours?"

Usually its because of some recent event - a family or friends death, illness, injury, nursing home admission, discussion over the bbq that weekend - and the mailer hit at the right time. (This is why you have to jump on the lead when you get it )

If they don't remember I say "Usually people send these to me because someone recently passed in their family, or they're worried about leaving a big bill to their kids, or just want to get their affairs settled. Which of these is the reason you sent this in?"

Many times they choose and I ask to be invited in. "Well if you'll invite me in lets see if you qualify and I'll show you how the program works."

If they still don't remember, I'll start qualifying at the door to try to arouse some emotion: "Well if you can't remember, let me just ask if you've had anything bad happen to your health recently, maybe a hospitalization or illness? When was the last time you had a medical issue? Do you smoke? Hmm. You might qualify for some discounts. Invite me in for a few minutes and I'll show you how the program works."

At least for me, a sincere smile at the door, greeting them by name, being conversational works well. If I'm not going to get in I'll push it at least once with one of the harder-hitting questions:

"Let me ask you this, you've had 40-some years to take care of this so your son or daughter won't get stuck with a big bill. Now that I'm here, why are you still hesitant to be responsible to your family?"

"So basically when you pass you want everyone at the funeral home to know you stuck them with the bill when they pass the tin cup for contributions? Is that how you want to be remembered?" "The qualification takes only a few minutes, and you might find covering this expense is much less expensive than you might think."

As an aside, I used to think pushing it a little was rude until I went to a funeral where the family had to take up a collection to pay the bill. It was as embarrassing for those of us contributing as it was for the family to ask - and no one left with a good feeling about the deceased. Ever since then I've been much bolder with those tough questions.

 

[jdeasy]

^^There is very little of that I agree with. I never got to a lead that's less than 2 to 3 weeks old. Most are over a month old.

I sold one today that was almost a year old.

Maybe what you described works for you? But there is not one size fits all in this business.

 

[pbbaseball]

i've ran tons of 2 yr old internet and life leads as well with great luck... all about finding the person with a need at the right time

 

[indiana260]

I think it is good to get there asap but it will not knock out the people that are serious.

Bigger cities I make more appointments. Door knocking between no shows. Use the cars without phone numbers and just arty we usually call to schedule an appointment but since you didn't put down your phone number I stopped by. Is more a good time to talk?