Final Expense Appt Setting and Objections

[supersupps]

Any suggestion when a lead who returned a reply card says they dont want someone to come to their home? is that mean to move on and forget about them ? or perhaps meet them at a library or restaraunt or is that a silly idea? I know sometimes people have money but they are hoarders or the house is a mess etc and dont like people inside of their homes ,. etc.. any ideas on this? thanks

 

[brkrsrevolution]

i would not have called them in the first place, just show up at the door, tell them you were helping someone else in the neighborhood and wanted to see if you could answer their questions now or if coming back at another time would be better

where an id badge around your neck with a picture id and state insurance license, this helps with credibility

meeting you in person at their door, as long as your are well dressed and well mannered, should get you the appointment you missed when you called them

now that they told you not to come, sell it on the tele

 

[jdeasy]

Any suggestion when a lead who returned a reply card says they dont want someone to come to their home? is that mean to move on and forget about them ? or perhaps meet them at a library or restaraunt or is that a silly idea? I know sometimes people have money but they are hoarders or the house is a mess etc and dont like people inside of their homes ,. etc.. any ideas on this? thanks

I set all my appointment by phone from lead card responders. The only ones I doorknock are the ones that I cannot find a number for.

If they won't meet tiwht me, it goes in the trash. I don't have time for the time wasters. If a person can't set aside 10 minutes to talk to you, they are not that interested. Move on to interested people.

There is an agent in our group that puts those type of responders in his doorknock file and just goes to see them later when in the area and never mentions that he called them earlier. He says he has some success with it, but, very little.

 

[keith48]

Any suggestion when a lead who returned a reply card says they dont want someone to come to their home? is that mean to move on and forget about them ? or perhaps meet them at a library or restaraunt or is that a silly idea? I know sometimes people have money but they are hoarders or the house is a mess etc and dont like people inside of their homes ,. etc.. any ideas on this? thanks

Usually these are good people to try to get in front of however you can. A lot of people realize that they cannot say no face to face and will try to keep you out of their house because of it. I would do as someone else recommended and go by there with the lead card in a few weeks and not mention that you called (jdeasy knows what he is doing, so listen to him), just get in that door somehow. The last time I had one like that a few months ago, I sold $200 in monthly premium by beating their existing coverage pretty well.

 

[TRSecurity]

My advice would be to go knock anyway.

I've had success knocking on doors where people actually write on the card "not interested" or "no thank you."

In fact, one of my biggest annuity clients last year had simply drawn a line across the response card and mailed it back. When I showed them the card at their door, she was surprised to say the least.

In another case recently I called a guy in a gated community that I couldn't knock in. He said no way. I put it aside for when I was in that community for other business.
The only time I call is when I physically can't get to the door. On accident, I called him the very next day and got the appointment and made a sale.

 

[RAMBLER AND A GAMBLER]

I set all my appointment by phone from lead card responders. The only ones I doorknock are the ones that I cannot find a number for.

If they won't meet tiwht me, it goes in the trash. I don't have time for the time wasters. If a person can't set aside 10 minutes to talk to you, they are not that interested. Move on to interested people.

There is an agent in our group that puts those type of responders in his doorknock file and just goes to see them later when in the area and never mentions that he called them earlier. He says he has some success with it, but, very little.

I use to think door knocking was the best way to do FE but after driving relentlessly around beating myself and car up trying to catch people. Im going concentrate on setting appointment over the phone.

 

[Tearmann]

Any suggestion when a lead who returned a reply card says they dont want someone to come to their home? is that mean to move on and forget about them ? or perhaps meet them at a library or restaraunt or is that a silly idea? I know sometimes people have money but they are hoarders or the house is a mess etc and dont like people inside of their homes ,. etc.. any ideas on this? thanks

Like others have suggested doorknocking these people is great. I have met clients at restaurants for FE or their local coffee house...works fine. You never know why someone doesn't want you in their house.

 

[kwamster]

Any suggestion when a lead who returned a reply card says they dont want someone to come to their home? is that mean to move on and forget about them ? or perhaps meet them at a library or restaraunt or is that a silly idea? I know sometimes people have money but they are hoarders or the house is a mess etc and dont like people inside of their homes ,. etc.. any ideas on this? thanks

I don't think you should call them at all.

I would just show up at their door and say: "Hey Ms. Smith? My name is John and the reason why I'm stopping by today, is because you recently sent in this card (hand them the card) and I was just in the neighborhood helping other's like yourself (quickly display the other cards); I have the information you requested and a quick free quote may I come in?

If they say "not today" or "today's not a good day" etc., just say something like "No problem Ms. Smith, because the real reason why I was stopping by today was to schedule an appointment with you, I'm kind of busy today myself, so I would actually prefer to set up an appointment with you; I do have tomorrow free would morning or afternoons work best for you?

 

[rousemark]

I don't think you should call them at all.

I would just show up at their door and say: "Hey Ms. Smith? My name is John and the reason why I'm stopping by today, is because you recently sent in this card (hand them the card) and I was just in the neighborhood helping other's like yourself (quickly display the other cards); I have the information you requested and a quick free quote may I come in?

If they say "not today" or "today's not a good day" etc., just say something like "No problem Ms. Smith, because the real reason why I was stopping by today was to schedule an appointment with you, I'm kind of busy today myself, so I would actually prefer to set up an appointment with you; I do have tomorrow free would morning or afternoons work best for you?

The only thing I would change is and I was just in the neighborhood. I want people to think they are important enough to me that I would make a trip just for them.

I simply tell them, "you recently requested information and I came by to provide it for you. May I step in for a few minutes."

 

[kwamster]

The only thing I would change is and I was just in the neighborhood. I want people to think they are important enough to me that I would make a trip just for them.

I simply tell them, "you recently requested information and I came by to provide it for you. May I step in for a few minutes."

You make a good point, but the reason why I like using "I was just in the neighborhood helping others like yourself" is because it gives me the opportunity to "quickly" display to them all the other cards that people like themselves have sent in, which has sought of a "legitimizing" and "Me too" effect.

This helps makes them feel like it's Ok to let me in, because after all, "if all these other people have mailed in the cards, then this must be legit and some pretty valuable information".

It also helps to "lower their guard" because after all you're not there to "sell" them anything, you're just stopping by with the information that they requested because you happen to be in the neighborhood delivering the information that others like themselves requested.