Face To Face Meetings

[ABC]

For some reason I had a shift from phone sales to F2F meetings.

Usually I would see this from older people 55+ but there is now a trend from 30's something. I am screening these people over the phone so I am not wasting time.


The type of prospects are telling me the same thing. They go to the web and request a quote and then they are being called by 20 out of state agents. The funny thing is they are also finding me online.

I would honestly be ok with F2F becoming the norm again. These type of client are perfect for cross selling a life policy or LTC.

Anyone else seeing this?

 

[Crabcake Johnny]

There's no doubt that my face to face closing ratio blew away my online ratio.

With face to face I'd be able to set up 6 to 8 qualified appointments per week and close almost all of them. In fact, had I come into this business trying to do online sales I likely would have failed. I really needed the face to face before I moved online.

Trouble was - for individual health anyway - that it was just far too many evening appointments and I got burnt out driving all over the state.

 

[CHUMPS FROM OXFORD]

I love when those 20 out-of-state agents call. Usually, they are inexperienced, pushy and impatient.

If you listen, make your quick pitch and wait, you'll be fine.

 

[taterpeeler]

i still think the only way to make it in this biz is online. even if closing % jumps with f2f the time involved kills you... example based on my own experience:

get lead and call it... i will do the exact same approch regardless of if I was going to see them. I still have to close the phone lead.

now appt set to go see.... Ok, 1 hour cleaning up and putting clothes on( i dont do that with phone sales) (well, i do have clothes on but i just dont clean up till the evenings)

getting suppleies ready for the appt and print off proposals, 30 minn.

driving to client with 5$ a gallon gas 2 hours round trip. i drive a tahoe or mercedes... both suck gas.

1 hour to 2 hours meeting just to get app.

back at the ranch processing the application that if done online is done with no additional legwork 30 minn

thats about 4-5 hours... WTH? when i was in the field i could do no more than 3 a day. I used to book appts mon, tues and run them on wed and thurs and used friday for paperwork..

now i just deal with people online and write apps everyday... even EASTER like i did yesterday from the wallmart parking lot on my cell phone

 

[Crabcake Johnny]

$4 gallon gas does change the game. There were weeks when I filled up three times - and at $60/tank that's $180 a week I don't need in expenses.

Now...if it's strictly local driving that's fine but I could never find the volume of local leads necessary.

 

[dgoldenz]

I find that most F2F appointments for health insurance are a total waste of time and money. Like Peeler said, my time is better spent online and over the phone.

 

[CHUMPS FROM OXFORD]

And soon...you won't even have to make calls. It happens, although it takes time.

 

[ABC]

Interesting posts.

I am fortunate that my F2F happen at my office so gas is not an issue. If I was able to have 4 meeting a weeks that are pre screened I don't think it would be a waste of time. I would write all all of them. 16 policies a month then cross sell life with them it might turn out to be ok.

I realize to write large volume of Individual policies this would have to be A strategy not THE strategy.

 

[briko3]

In what world is 16 policies a month a large volume?

 

[YouGotMyMoney]

f2f meetings?

wow there must be good weather up north, its too damn humid down here for that mess.