Final Expense Door Knocking Method

[theinsuranceman]

If the prospect says "come on in"...I'm coming in unless I do have an appointment in 15 min. Strike while the iron is hot and they are right there in front of you. Otherwise there WILL be a % of people not in place for the appointment for tomorrow that you are setting.

That's the way I did it in the field before I became involved with FE tele-sales.

 

[pat77]

Have to agree. The appointment in 15 minutes might not be there, had an emergency, changed their mind etc. A bird in hand...

 

[sshafran]

I would have to agree with the others above, in that I would go in unless I had an appointment in 15 minutes.

It is not easy to do, but I do think that we should try to qualify people. How do you qualify people?

I try to, as well as I can, get a sense of whether or not people are genuinely interested. Normally you can tell after you help them to identify the need: do they seem to care? If someone knows a better way to qualify, please share.

The reality is, some people don't care that someone else will have to pay for their funeral. We live in a society that lacks an emphasis on personal responsibility. I've had some prospects say, "well then they'll just have to deal with it (the funeral costs)."

 

[Newby]

Most funeral homes have gone to a full payment before services requirement because too many people just won't ever pay a funeral bill once the funeral is over.
A certain percent of the people are just going to be deadbeats and those types are not going to buy life insurance.

 

[BeHappy1]

I have a handful of FE leads that I have not been able to get in touch with via the phone so I'm going to knock on their doors.

For the people that door knock on leads, do you carry your brief case with you up to the door or do you go get it from the car once they agree to let you in?

Just thinking I may have better odds of them answering the door if I don't look like I'm trying to sell something.

 

[arnguy]

I have a handful of FE leads that I have not been able to get in touch with via the phone so I'm going to knock on their doors.

For the people that door knock on leads, do you carry your brief case with you up to the door or do you go get it from the car once they agree to let you in?

Just thinking I may have better odds of them answering the door if I don't look like I'm trying to sell something.

You might try sending them a postal card with a brief message. For example, it could say, "We have been trying to reach you with an important message with no luck. Please contact us at 1-800-xxx-xxxx as soon as possible" or similar wording.

 

[sshafran]

I have a handful of FE leads that I have not been able to get in touch with via the phone so I'm going to knock on their doors.

For the people that door knock on leads, do you carry your brief case with you up to the door or do you go get it from the car once they agree to let you in?

Just thinking I may have better odds of them answering the door if I don't look like I'm trying to sell something.

I have a simple leather planner/notes holder that I got from SalesGenie.com (and no, I don't recommend salesgenie...). I like it because it is really thin, but it can hold a folder. In it, I have the rate sheet for Final Expense. It has a built in calculator, which is nice.

I try to get in the door first. Once I'm in, I find out why they sent the card in. What prompted their interest. Then, I begin to explain the kind of policies that I carry. I talk about how they are simple policies for seniors. No medical exam, and very few health questions. I show them the rate sheet and tell them that I'm about ready to get a quote to them based on what they've told me.

Once I get to that point, I say, "You know what? Before I get these quotes ready for you, I'd like to run out to my car to grab the actual application. That way I can make sure that you qualify."

I then go to the car and get the big file which has all the different apps.

I don't know if that will help or not, but it basically allows me to get most of the work done before I have to bring in the big folder with applications for the different companies. It also allows me to get a quick quote to someone (because I do have the rate sheet) who doesn't seem genuinely interested. i.e. she won't stop talking about how poor she is and can't afford anything and blah blah blah. I give her a quick quote, then basically leave.

 

[BeHappy1]

It also allows me to get a quick quote to someone (because I do have the rate sheet) who doesn't seem genuinely interested. i.e. she won't stop talking about how poor she is and can't afford anything and blah blah blah. I give her a quick quote, then basically leave.

So you tell her that you have to go to the car to get an app and then you just leave? That is a good technique to get away from the talky talkers.

 

[Daytona_Guy]

For the people that door knock on leads, do you carry your brief case with you up to the door or do you go get it from the car once they agree to let you in?

Just thinking I may have better odds of them answering the door if I don't look like I'm trying to sell something.

I agree with you 100%. That's why I do not agree with taking a briefcase up to their door. I've seen agents take what looks like a small airline carry-on bag into the person's house - with laptop and all inside. I think this is intimidating and even if it only intimidates 5 out of 100 and I don't get in those doors, it's bad enough to eliminate it.

I use this notebook... it holds four company's applications and rate guides, plus a calculator and everything else I'd need (pens, paperclips, etc.) I actually hold it under my arm with the lead card in my hand facing them when they answer the door. The only thing they focus on is the lead card and my smile. The notebook/clipboard is completely a non-issue.

You can see this item at Staples for $29.

Many a sales trainer has put in their training that if you have to break the stride of your sales call - with a pen that doesn't write and you have to go outside to get another one, or have to go outside to get something you need, etc. - that you give them an opportunity to say, "Well, let's just forgot it for right now" or "We've talked about it and we're going to think it over for a while." The impetus to get this done right now is gone. Not that I ever try to force anything on anyone, but the professional is expected to bring their tools to the job - in the house. Again, I would not want to even give 5 out of 100 the opportunity to raise an objection by something I can prevent from the outset.

 

[sshafran]

So you tell her that you have to go to the car to get an app and then you just leave? That is a good technique to get away from the talky talkers.

Wow.... No way, lol. Basically I only quickly quote if everything in my gut says that this is a waste of time. I don't go over the app with them because they aren't qualified buyers. So... I don't go to the car and just leave if they are expecting me to come back. I guess the previous post wasn't clear, sorry about that.

What the op said about breaking the cycle is food for thought though...