F2F Appointment Length
- Thread starter Rearden
- Start date
- 19,648
Yes and no. That's why I use the " 4 questions" at every appointment, even the lay downs.
I educate my prospects on what's out there and why I only offer whole life for FE/burial. If they are already informed on whole life vs term or UL then the presentation goes really fast and I just reinforce what they already know. This is especially true when replacing whole life. But then you have the extra time of finding what they have, the CV of what they have and I prefer to do POS interviews on those so that we can go ahead and get the draft stopped and the paperwork on the way from the replaced company.
I have found over the years that shortening the deal on the front end increases not takens and/or buyer's remorse on the back end.
A typical day is to set 4 appts 1 hour apart with the thought of one standing me up. Then break for 2 hours and then 4 more for 3 hours. Usually 2 stand me up per day with 8 appts set.
It is a stacking method or double booking that I learned years ago from my Family Doctor. works for me and I usually run late if they all show up. That is why I have the 2 hour break to catch up on time.
It is a stacking method or double booking that I learned years ago from my Family Doctor. works for me and I usually run late if they all show up. That is why I have the 2 hour break to catch up on time.
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- Thread starter
- #15
- 5,305
Thanks TwiLight -- sounds like a good system to follow.
"A typical day is to set 4 appts 1 hour apart with the thought of one standing me up. Then break for 2 hours and then 4 more for 3 hours. Usually 2 stand me up per day with 8 appts set.
It is a stacking method or double booking that I learned years ago from my Family Doctor. works for me and I usually run late if they all show up. That is why I have the 2 hour break to catch up on time."
I like the sound of this. Very rare is the day that I don't get flaked on. Thanks.
It is a stacking method or double booking that I learned years ago from my Family Doctor. works for me and I usually run late if they all show up. That is why I have the 2 hour break to catch up on time."
I like the sound of this. Very rare is the day that I don't get flaked on. Thanks.
- 2,452
Don't mix your lines? that's bad advice. You are in the house, why ignore opportunity?
Usually ever 90 mins to 2 hrs, depending on drive time between them.
Also since I set my own appts, after chatting with a prospect on the phone I may already know from that 10-15 mins on the phone that I will be in the home for 2 hrs, maybe even more... [hunch-intuition]. If so, then I adjust my next appt accordingly, as I am setting them.
I rarely ever set more than 5 appts for a day, 6 tops... if I suspect one of them is weak and may end up in a cancellation. If all 5 appts keep then I will be drained at the end of that day. I put a lot of attention and emotion into each appt, ask about theri family in detail, find out who is going to handle their final affairs, and why, and try to learn something about that person... {their kid or whoever it is}, taking note on all the above, and live their situation for the time spent and frankly 4 good presentations is a killer day for me, 5 will drain my tank totally. When I am in an appt I never think of one other thing besides that client and how to help them... sort of like being in a trance and it drains my batteries. I guess it is not really a canned presentation but getting in step with the prospect in their life and sometimes it is tougher than rattling off a rehearsed presentation... It seems to work for me.
Also, I really don't talk much about ins types (term / WL) unless the prospect brings it up... [rarely] other than to summarize after the sale is made... "prems never increase, coverage never decrease, policy cannot be cancelled, etc". This seems to be secondary to the propect realizing that I am in step with their needs... then the rest is very easy. I guess we refer to this as rapport building and once you have their trust and confidence and they know that you care about their situation then most of them are what we call lay downs... but they aren't lay downs unless you can get in step with the prospect totally. I only go into this detail because I couldn't do this effectively 6 or 8 times per day... hence the 4 appts/presentations, 5 max.
One of the beautiful things about the business is that there are so many ways to do it, and what works for one may not for many others. SN
Also since I set my own appts, after chatting with a prospect on the phone I may already know from that 10-15 mins on the phone that I will be in the home for 2 hrs, maybe even more... [hunch-intuition]. If so, then I adjust my next appt accordingly, as I am setting them.
I rarely ever set more than 5 appts for a day, 6 tops... if I suspect one of them is weak and may end up in a cancellation. If all 5 appts keep then I will be drained at the end of that day. I put a lot of attention and emotion into each appt, ask about theri family in detail, find out who is going to handle their final affairs, and why, and try to learn something about that person... {their kid or whoever it is}, taking note on all the above, and live their situation for the time spent and frankly 4 good presentations is a killer day for me, 5 will drain my tank totally. When I am in an appt I never think of one other thing besides that client and how to help them... sort of like being in a trance and it drains my batteries. I guess it is not really a canned presentation but getting in step with the prospect in their life and sometimes it is tougher than rattling off a rehearsed presentation... It seems to work for me.
Also, I really don't talk much about ins types (term / WL) unless the prospect brings it up... [rarely] other than to summarize after the sale is made... "prems never increase, coverage never decrease, policy cannot be cancelled, etc". This seems to be secondary to the propect realizing that I am in step with their needs... then the rest is very easy. I guess we refer to this as rapport building and once you have their trust and confidence and they know that you care about their situation then most of them are what we call lay downs... but they aren't lay downs unless you can get in step with the prospect totally. I only go into this detail because I couldn't do this effectively 6 or 8 times per day... hence the 4 appts/presentations, 5 max.
One of the beautiful things about the business is that there are so many ways to do it, and what works for one may not for many others. SN
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- 3,165
Wouldnt that be the COOL DOWN...never heard of a warm down, lol!!
Hey, I got a question on this topic cause I never know what I should do. When you're at an appt that goes over....do u try to take 5min to warn the next appt you'll be late or just dont worry about it & show up late anyways??
Thoughts?
- 19,648
Wouldnt that be the COOL DOWN...never heard of a warm down, lol!!
Hey, I got a question on this topic cause I never know what I should do. When you're at an appt that goes over....do u try to take 5min to warn the next appt you'll be late or just dont worry about it & show up late anyways??
Thoughts?
Tim W calls it a "warm down" and that's good enough for me.
I only call the next one if I'm going to be more than 30 minutes late. When I schedule appointments I always say "About 10 o'clock or about 11:30". That build in a few minutes either way.
It's funny how it works out but I would guess than on 90% of the ones I run late on because I was doing business that ran long are no shows anyway.
I don't know whay it's that way but it just always seems to happen. And most of the ones that I call to tell them I'm running late are not there and weren't there at the scheduled time.
This FE is a funny business.
