Hey gang!
I am seriously considering selling final expense out in the field. The carrier that I am thinking of going with offers access to a discounted direct mail lead program, and a great product of course!
Now I have a question. When I do finally get my leads, should I call first to set up an appointment, or simply drive by the prospect's home, show them their returned lead card, and introduce myself to possibly make my presentation?
It seems that a growing number of field agents in this market feel that calling to set up an appointment is a waste of time in that you can get hung up on (There goes your sales opportunity with that person), or simply you won't be able to reach them by phone for various reasons. And finally, the time proven excuse, sorry; objection, "Send me something in the mail".
A fellow who sells for Bankers Life in the final expense market, told me a couple of years ago that this is how he operates. He shows up at the prospect's door, and tells them that he happened to be in the area visiting other folks, and thought that it was a good idea to stop by, and "have a conversation" about the insurance. Besides, he is not lying as for the most part, the leads are generally from the same zip code. He told me that he gets in the door most of the time, and is able to make his presentation. If they can't invite him in for any reason (Too busy at the moment, spouse not home, etc.), then he sets up a time to meet again another time or day.
And lastly, he stated that his first full time week out in the field, he worked his butt off from Monday through Saturday, 9 to 10 hours per day, and banked an impressive $13,000+ in commissions!
I like this idea, and I remember reading that many annuity guys are doing the same, and getting in the door much more often, rather then calling the prospect to set up the appointment.
What do you all think?
Edward
I am seriously considering selling final expense out in the field. The carrier that I am thinking of going with offers access to a discounted direct mail lead program, and a great product of course!
Now I have a question. When I do finally get my leads, should I call first to set up an appointment, or simply drive by the prospect's home, show them their returned lead card, and introduce myself to possibly make my presentation?
It seems that a growing number of field agents in this market feel that calling to set up an appointment is a waste of time in that you can get hung up on (There goes your sales opportunity with that person), or simply you won't be able to reach them by phone for various reasons. And finally, the time proven excuse, sorry; objection, "Send me something in the mail".
A fellow who sells for Bankers Life in the final expense market, told me a couple of years ago that this is how he operates. He shows up at the prospect's door, and tells them that he happened to be in the area visiting other folks, and thought that it was a good idea to stop by, and "have a conversation" about the insurance. Besides, he is not lying as for the most part, the leads are generally from the same zip code. He told me that he gets in the door most of the time, and is able to make his presentation. If they can't invite him in for any reason (Too busy at the moment, spouse not home, etc.), then he sets up a time to meet again another time or day.
And lastly, he stated that his first full time week out in the field, he worked his butt off from Monday through Saturday, 9 to 10 hours per day, and banked an impressive $13,000+ in commissions!
I like this idea, and I remember reading that many annuity guys are doing the same, and getting in the door much more often, rather then calling the prospect to set up the appointment.
What do you all think?
Edward
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