F2F Appointment Length

[theinsuranceman]

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.

They're "no shows" because they probably thought you were not coming to their house.

For ex, you said "I'll be there around 11 am". Your 9:30 am appointment is taking longer than you anticipated. It's now 11:20 am, you have not called your 11 am appointment, but you are driving there right now.

The 11am appointment says "well, I guess he's not coming out like he said he was, let's go to the grocery store", etc. When you arrive 10 min. later they are not home.

Instead of saying "I'll be there around 11 am" try saying "I'll be there between 11 am and 11:30 am, depends on traffic and if the previous appointment has other family members that wish to enroll in these State Regulated Plans. If for some reason I'll be arriving just after 11:30 am I'll call so you won't think I forgot about you. Oh by the way, please have any other family members who wish to enroll to be at your house also.

 

[jdeasy]

They're "no shows" because they probably thought you were not coming to their house.

For ex, you said "I'll be there around 11 am". Your 9:30 am appointment is taking longer than you anticipated. It's now 11:20 am, you have not called your 11 am appointment, but you are driving there right now.

The 11am appointment says "well, I guess he's not coming out like he said he was, let's go to the grocery store", etc. When you arrive 10 min. later they are not home.

Instead of saying "I'll be there around 11 am" try saying "I'll be there between 11 am and 11:30 am, depends on traffic and if the previous appointment has other family members that wish to enroll in these State Regulated Plans. If for some reason I'll be arriving just after 11:30 am I'll call so you won't think I forgot about you. Oh by the way, please have any other family members who wish to enroll to be at your house also.

No, that's not it. Try again. I have called then and when talking to them they said they were not there at the scheduled time. Usually they claim they "forgot".

I think I'll stick with how I do things. My approach has been defined by years of actaully doing. Not by second guessing from the peanut gallery.

 

[theinsuranceman]

No, that's not it. Try again. I have called then and when talking to them they said they were not there at the scheduled time. Usually they claim they "forgot".

I think I'll stick with how I do things. My approach has been defined by years of actaully doing. Not by second guessing from the peanut gallery.

No need to get offended, just trying to help you out. MY approach has been defined by 14 years of experience, not the 6 years that you have.

Merry Christmas to you and the family.

 

[captain94]

What do you do about the appt that stood you up? Do you call them back for a second appt. or move on

 

[SportsNut]

What do you do about the appt that stood you up? Do you call them back for a second appt. or move on

I usually door knock the person when I am back in the area... and if home, I play it as if "I missed our appt...; my error" or sometimes just mention that I missed them last week... then go into rescheduling a time, blah, blah. If they are receptive and want to talk then I usually get in, otherwise I may determine that it is a no-go at all.

What I find often times is that folks that stand you up might do so because they have little resistance to say "NO" so often times these can be good appts, it is just a matter of getting a sit-down with them. Of course there is no absolute, just a game of numbers here.

 

[jdeasy]

What do you do about the appt that stood you up? Do you call them back for a second appt. or move on

If it's a scheduled appointment I leave my card at the door. The next move is up to them. I do not contact them again unless they call me.

I had that happen a couple of weeks ago. The people weren't home and I left my card. They had not called to say they couldn't be there.

I got a call that evening from them and they said that something unexpected had come up and asked if I would come back. It was a week before I get back to them. Ended up writing 3 apps for about $225/mo. total there.

Things can happen to anyone but if they can't even give the courtesy of a call then they are not worth spending any more of my time on.

Only 1 in 10, and that's probably overstating it, will call back when they no show. But you almost get a second chance because the next time that area is mailed they will send in another card.

 

[hammerken]

When I say don't mix lines I mean don't schedule FE and say Retirement Planning business on the same day. If an opportunity comes up to cross sell during an appointment you take it. Keep your focus.