Final Expense Phone Qualifying Is Working

[theinsuranceman]

I do agre with him that, if you are going to all that on the phone, you maight as well finish it on the phone.

What I do not agree with is doing all that qualifying on the phone in the first place.

You didn't say how many leads you used to get to point, but it really doesn't matter. That is not a model I would use anyway. The enjoyable part of my job is getting out and meeting with people. I did do a $90 month RNA on the phone today just simply because the lady would not meet. I hated doing it that way. I am dropping by to get her signature tomorrow and will try again to let me come in and do the POS interview on the spot. I told her they are goling to call her and she is OK with that. I told her it was much easier for me to do it and she said, "don't you be trying to talk me into doing this except by mail and phone".

The app is all filled out and I have the bank info. I'm passing by her house tomorrow and that's why I'm not just mailing it. I'm hoping that when she sees how nice I am she will have a change of heart. Plus, if she is declined by RNA we could handle it right there.

I am not cut of telemarketer clouth. I iuse $150 in leads per week. I can't even imagin how many it would take for telemarketing. and then not enjoy the work.

I also did not like tele-sales my 1st 2 weeks, mainly because I could not see body language, buying signals, the only sense being used was hearing rather than all 5 senses with face 2 face, not quite as fun, etc. But the improved efficiencies could not be ignored so I still do 98% of my sales by tele-sales.

 

[Justin Bilyj]

Dave are you calling the Securus mailers or the mailer you created?

 

[Rearden]

Neither. The ROI on the self-created mailers was decent enough, but the variance in policy sizes was too much risk for me to try it again.

I'm using other means; a lot of the calls I'm making are to older Securus cards -- it works just as fine, IMO.

 

[sissymary]

When I sold for the Neptune society, (pre need cremation trust), I would just love it when some a-hole would say, just mail me something. I would say the brochure does not really say much other than to pre need to save your family the financial & emotional burden at the time of your death. And that it does not go into detail about our plan & services. I would then ask if they have about 1 minute for me to explain the plan with prices, payment options and such. Most often they would say yes. Sometimes no, and ofcourse they got nothing in the mail as they are just filling out lead cards for something to do. After telling my tail, and letting them know that we are about 1/2 the price of their local funeral home, the prices are locked in for life etc, and then go for the appointment. Often they would say, well I still need something to look over? I would say, Mr-Mrs I just explained the program to you, & that the mail piece really explains nothing. I would then go for the appointment again. And then they would say mail me something, and often followed by (you S.O.B.). That's when I would hang up on them. It became fun screwing with these idiots and pis-ing them off. My feeling was, how dare you waist my time you jerk. Often I would ask if the cost or payment options fit their budget. And often they would say yes, and then ask for something in the mail? I'm with reardon, if they have no interest at all, I do not need to drive 60 miles or so for a no show. The hel-l with them.

 

[jdeasy]

I also did not like tele-sales my 1st 2 weeks, mainly because I could not see body language, buying signals, the only sense being used was hearing rather than all 5 senses with face 2 face, not quite as fun, etc. But the improved efficiencies could not be ignored so I still do 98% of my sales by tele-sales.

That's not why I wouldn't like it. I am not cut out to be a telemarketer chained to a desk. Go ahead and shoot me now if that's how I would have to work.

I'm in the fireld two days a week. Those are the most enjoyable days of my job. The days I'm on the phone setting those up and also on the phone dealing with insurance companies and doing paperwork are the days that I hate. The field days make doing that other crap bearable.

Then there would be the cost involved if I wanted to telemarket. I spend on average $170 per week on leads. No way could I do by telemarketing and spend less than $200 per week on leads and get the same production. Dave won't even say how many leads he uses.

Again, it doesn't matter anyway because I wouldn't do it if it was the same in lead costs. I enjoy being in the field.

I've got 7 appointments scheduled today and from the looks of it I will drive about 200 miles today. Can't wait to get out there!!

 

[Johnnymc]

Neither. The ROI on the self-created mailers was decent enough, but the variance in policy sizes was too much risk for me to try it again.

I'm using other means; a lot of the calls I'm making are to older Securus cards -- it works just as fine, IMO.

Good for you using the older cards. I feel that FE Lead cards do not expire until the person expires and that they are just as valuable as the "fresh" lead cards.

 

[somarco]

I said you probably have 5 of them in your mailbox every month from AARP, MOO, etc, right? Yes.

Then just read those. But the part where it says rates are not guaranteed...just X that part out because the rate is guaranteed.

And the part where it says they cancel you on your 80th birthday...just X that part too. Our plan is for life.

And the part where it says no agent will call...X that out too because we offer you full service AND we do it at a lower price.

Once you've made those changes you have our brochure.

She hasn't bought yet but it felt good.

This gets two thumbs up and a "like"

 

[Rearden]

JD -- probably 30-35 leads weekly is my goal -- closing probably 25%? Not reliable figure as I haven't done it this way very long at all.

Bottom line, one thing I've figured out is I'd rather have WAY more people to talk to than I could possibly handle. An overabundance of leads, if you will.

That fosters the mindset you don't need to beg to do business with every lead you see -- you don't need to grovel for an appointment, or waste hours driving to see someone who has a tankful of oxygen sitting beside their Laz-E-Boy. I can feel totally confident asking these questions up front from my home office and decide if it's worth my valuable time to work with them.

If not? Maybe they aren't sure about moving forward. Maybe they're just interested in info. Too bad -- I only talk with people who have an urgent need to solve their problem -- I'm getting off the phone and moving on and letting them know all the while, and asking if it's over.

So what -- I got another 3 dozen people to talk to, of which there are plenty of gold nuggets in their who will appreciate someone who's working in their best interest to solve their problem.

In fact, I had a lady last night I was talking to. Up front, I told her that the way this thing works is that you can blow me off without upsetting me. Then, I asked her if we could move forward with the program, if I could fit something into her budge that gave her the coverage she needed. She said yes, all within the first 5 minutes of the call.

I qualified her, let her know what the price and coverage were after building a bit of need and perspective, and built value as I would in a presentation. After I moved to set the meeting to get qualified, she told me then she was working with another agent and was "pricing around."

I asked her who the company was the agent was with (forgot) and what amount of coverage at what price she had been quoted. She had a quote for $45 for $7500 in coverage. I said, "Ma'am, that sounds like a pretty good price, why not go and do business with him?" Surprisingly, that pissed her off and told me it was none of my business to ask, and she hung up on me. I immediately called her back and didn't reach her.

I didn't make the sale -- but in our conversation, she deliberately waffled on me and was being an ass. I used to think maybe if I just was more forceful or begged a little more, maybe I could have gotten the appointment. Hell, I even would have considered door-knocking her. Now, it doesn't bother me.

People with attitudes like that aren't worth the effort. I'm a professional and don't need to be yanked around and disrespected. I just wish I could have kept her on the phone longer enough to hang up on her myself.

What I have found absolutely shocking is that people -- who have a need and interest -- WILL talk about EVERYTHING you need to know to determine if it's possible to do business. I've been convinced by successful people that this is not possible -- you got to force your way in the door. You got to set a totally unqualified appointment. So on and so forth.

Not that the other methods DON'T work -- it certainly does and is validated by the top producers. But, like Greg said, it certainly isn't the most efficient usage of time.

Regardless, the one BIG thing I have learned, is that JD's right -- nobody's going to work your leads like you will. Appointment setters do help, but they lack the knowledge and the conviction you do as a professional to squeeze out the most value.

Once I figure out how to record a call on my PC, I'll upload one for you all to listen to.

That's not why I wouldn't like it. I am not cut out to be a telemarketer chained to a desk. Go ahead and shoot me now if that's how I would have to work.

I'm in the fireld two days a week. Those are the most enjoyable days of my job. The days I'm on the phone setting those up and also on the phone dealing with insurance companies and doing paperwork are the days that I hate. The field days make doing that other crap bearable.

Then there would be the cost involved if I wanted to telemarket. I spend on average $170 per week on leads. No way could I do by telemarketing and spend less than $200 per week on leads and get the same production. Dave won't even say how many leads he uses.

Again, it doesn't matter anyway because I wouldn't do it if it was the same in lead costs. I enjoy being in the field.

I've got 7 appointments scheduled today and from the looks of it I will drive about 200 miles today. Can't wait to get out there!!

 

[jdeasy]

^^If that's how you prefer to do business then good on you!

There are many ways to get the job done in FE. You seem to not like the parts of the job that I love. I don't like the parts that you like.

Good thing there is no mandatory way to do this.

I did do all the prequalifying early in my career. I had very good success with it. I can't remember not closing one that I just went to pick up the check on.

I found it to not be efficient and not to my liking. Once I got with a mentor that did no prequalifying and started doing it his way my business took off.

I kow you are still in that experimenting stage and I'm gald you are finding a niche. I know how hard you work so just about any method is gonna get results for you.

The main thing is to be happy with the method you use.

 

[rousemark]

JD and Reardon.. You are both wrong.. the only correct way to do it is my way... and as soon as I figure out what my way is, I'll let you know...