Final Expense Phone Qualifying Is Working

[Rearden]

Production level in AP and apps is lower than normal, although I really think I need a few more weeks to get a good feel of what to expect.

I think it's less stressful overall. My approach has changed from the glad-handing Joe Smiley yet straightforward approach, to the "I'm shooting you straight and I expect you to tell me NO if you're not interested, OK?" approach.

I spend a lot more time on the phone, and probably do an equivalent amount of presentations on the phone as I'd do setting a basic, no-qualification appointment, maybe 3-5 a day.

What's fantastic is that, for some reason, there's much less bullshitting and talking about fishing trophies on the wall; if I get someone who's interested into a conversation, I can generally qualify them in 15-20 minutes, with them knowing price, coverage, and terms, and how my programs are different from CP, MoO, AARP, etc.

Then I suggest a meeting face-to-face to wrap up the program; most set the appointment. If they're squirming about an appointment at that point, I'm telling them I'm on my way to hang up the phone as I've explained everything and it sounds like they're not interested? Or I just politely request them to tell me NO if they just don't want it.

When I do the appointment, it lasts about an hour, as opposed to the 1:45 to 2:00 hours. The appointment is MUCH more relaxed -- that's when I like hearing about my client's life, AFTER I know they're going to do business with me (because that's why I'm showing up and they know it).

The DOWNSIDE would be that you can't do as much of a full review of the prospect's present plans. Like JD and others suggest, there is definitely VALUE just getting into the door and taking a looksy at what could be replaced. I'm planning on tweaking my presentation to do more fact-finding and maybe open up replacement business more, as I feel like I could be leaving that business on the table in my current qualifying method.

PS: I fill up my gas tank once a week now instead of 2-3 times a week, and don't have to door-knock.

 

[somarco]

I spend a lot more time on the phone, and probably do an equivalent amount of presentations on the phone as I'd do setting a basic, no-qualification appointment, maybe 3-5 a day.

I think you are on to something.

What's fantastic is that, for some reason, there's much less bullshitting and talking about fishing trophies on the wall; if I get someone who's interested into a conversation, I can generally qualify them in 15-20 minutes, with them knowing price, coverage, and terms, and how my programs are different from CP, MoO, AARP, etc.

When I do the appointment, it lasts about an hour, as opposed to the 1:45 to 2:00 hours. The appointment is MUCH more relaxed

Keep up the good work!

 

[b.rockey3]

After a year of banging on doors of lead cards and burning gallons of gas, I decided 2 weeks ago to transition to phone-based qualification for final expense business.

At first I was a little worried, but now I'm loving it, namely for several reasons:

1) No more aimless driving around in circles hoping to see people. Now I can do all that from home.

2) No more setting appointments with unqualified prospects (ahhh...) -- They were just "curious" about the quotes? Not ready to do business TODAY? Please send me info types without interest? I'm telling them all no as I'm getting off the phone with them -- no I don't send brochures, no I don't think you want to really do business, etc..

Very empowering to completely work a lead knowing they're tire-kickers or lack character to do anything about their situation -- my goal is to axe those types in 5 minutes or less.

3) I only set appointments with people who know what they'll pay, what the coverage is, and who are ready to get qualified. Basically I'm there to get a check and an app signed. So no more listening to sob-stories of unqualified leads anymore who I'll never sell for whatever reason.

So, bottom line, I call people, introduce myself and why I'm calling, start a conversation about death and finances, then ask them if they're willing to move forward if I satisfy their biggest concerns. And I tell them they can blow me off on the phone if they don't like what I'm offering.

Then I qualify like I would in person. I ask them all the health questions, I ask them if they bank locally to get a discount, and I ask them what level of premium they're comfortable paying.

Then, when they know all that, I set the appointment to see them in person.

If they want brochures, literature, etc..., after ALL I just went through, I tell them, "No I've just told you everything you need to know and would get, and frankly, I get the feeling you're not really interested in moving forward, are you? Before I hang up the phone, you know exactly what I can do for you, I have been totally honest up to this point -- what I want to know is do you want to do business or is it over?" There I've drawn the line and know if they're game-players or want to solve their emotional problem with having no/not enough coverage.

I write this because the general consensus is that, in Frank's definition, "Giving Good Phone" selling FE just doesn't work. Well, it is for me -- wrote 8 apps last week. Wrote another today. Got 2 appointments for 3 apps tomorrow (hope they stick). I did have one no-show me today -- but I'm going to try to see her tomorrow.

Much better (and enjoyable) way to do business. For me at least.

man.... you are just keeping the image of insurance salesmen as scum alive. your attitude makes it tough for genuine guys like me who actually enjoy helping the clients I see.

good job there dave. you seem like a real ace... this business is a much better place because your in it.

 

[Rearden]

I'm sorry, are you schizophrenic or bi-polar? Insulting or complimenting me? Or both?

I'll reserve a rebuttal until I get more information.

man.... you are just keeping the image of insurance salesmen as scum alive. your attitude makes it tough for genuine guys like me who actually enjoy helping the clients I see.

good job there dave. you seem like a real ace... this business is a much better place because your in it.

 

[Josh]

man.... you are just keeping the image of insurance salesmen as scum alive. your attitude makes it tough for genuine guys like me who actually enjoy helping the clients I see.

good job there dave. you seem like a real ace... this business is a much better place because your in it.

I don't think he dislikes them, but he is in the business to make money without wasting peoples' time, which I think is great.

 

[b.rockey3]

I'm sorry, are you schizophrenic or bi-polar? Insulting or complimenting me? Or both?

I'll reserve a rebuttal until I get more information.

LOL... no rebuttal needed.... i wouldn't want you to "waste your time"

 

[Mattschmidt]

wow! where did b.rockey3 come from?

 

[Rearden]

Rockey -- pretty funny response, lol.

Here's my response to you -- how can I help people that don't WANT my help? Or aren't ready for my help?

Should I "make" them want my help by bulldozing them and hard-balling them into a deal?

Help me understand -- how do I help MORE people... that actually WANT my help and have URGENCY to solve their problem... by wasting my time with baseless, unqualified, uninterested prospects that could have been seamlessly disqualified with a 5 minute phone call?

Please help me out, I'm totally confused? How is my approach not helping as many people as the alternatives?

LOL... no rebuttal needed.... i wouldn't want you to "waste your time"

 

[rousemark]

wow! where did b.rockey3 come from?

Based on his other posts... EFES....

 

[senior-advisor-indiana]

Rockey -- pretty funny response, lol.

Here's my response to you -- how can I help people that don't WANT my help? Or aren't ready for my help?

Should I "make" them want my help by bulldozing them and hard-balling them into a deal?

Help me understand -- how do I help MORE people... that actually WANT my help and have URGENCY to solve their problem... by wasting my time with baseless, unqualified, uninterested prospects that could have been seamlessly disqualified with a 5 minute phone call?

Please help me out, I'm totally confused? How is my approach not helping as many people as the alternatives?

What now you think you are better than us because you dont have to bulldoze and hardball people? Half of the fun is making people wet their pants when you throw a fit after you fill out the whole app and they won't sign it.