Final Expense Telesales

[sshafran]

I'm sure there are guys who are killing it over the phone, just as there are guys who are killing it face to face. . . I think it would be hard trying to close an 80 year old over the phone. . .

And some companies are "killing it" in Direct Mail alone! How many clients do we see who have sent in that AARP piece? Not that it is the best thing for the client... I'm just saying, a lot of methods work if you take the time to figure out how to do it well.

I've never tried telesales. But, I don't really like being on the phone all that much, and people around here (Detroit Metro) get calls all day long from telemarketers. They also aren't the most trusting people, a lot of them have been ripped off. They want an agent who will show them the details of what they are buying. For that reason, I will stick to f2f. At the same time, I wouldn't discredit Greg. He has found the method that works best for him and he likes it. His volume is honorable.

For me, I want to be their agent. I want to sit down with them, have some coffee, talk about their kids and what they are doing, pet the dog, etc. A lot of my clients had parents who had agents who saw them monthly...old school. In the back of their minds, I think they have a lot more trust for an agent who will come see them than one who does everything over the phone. Not that you can't do that over the phone, but I think we all would admit that it's a bit harder getting to know someone over the phone than it is in person.

Downside of f2f: Gas Costs. But, if I just sell 1 more policy in a week because of it, doesn't this pay for my gas????

Plus, with programs like Streets and Trips, making a cost-effective route is simple, especially with Excel. At least around here, going to see my leads is normally a 5-10 minute drive in between houses.

 

[jerry176]

SS, couldn't of said it any better.

 

[Russ]

Downside of f2f: Gas Costs. But, if I just sell 1 more policy in a week because of it, doesn't this pay for my gas????

Another downside....the hour it takes sitting there listening to them run their mouths, you could sell another policy on the phone. There's more control over a phone vs. f-2-f.

I didn't realize some men like to talk so much until the 2 I ran into last week. Neither one is married...hmm...they use to be...

Some people just like having someone to listen to them. It helps when they buy from you.

 

[jerry176]

The only reason, the prospect runs their mouth for an hour, is because you let them....
If they talk too much, it usually means you are hoping they will buy....
Last time I noticed, people talk on the phone, and if you do not control the conversation, they will talk for an hour also.

F2F and on the phone both work, whatever works, use that method.

I like F2F, after my sales increase to where they need to be, I am surely going to sprinkle in some phone sales to see how the other half lives.

 

[Russ]

The only reason, the prospect runs their mouth for an hour, is because you let them....
If they talk too much, it usually means you are hoping they will buy..

Actually one was sold before I ever got there, he just went off in la-la land for 5-10 minutes....about 3 or 4 times. Maybe he has some form of senility. It wasn't that apparent in the 2 phone conversations I had had with him, but it was in person. I feel sorry for him. He got a 5.3 PSA recently...jump of 2, and the doctor told him to check back in 6-8 months. WTH? Went to a urologist who found something on his prostate...he's having tests run this week.

The other, was sold about 30 minutes after I got there, off of a phone call. He just wouldn't shut up long enough to let me talk with him.

To me, they were both easier to talk with on the phone. Maybe it's just me though.

EDIT>>>Also, to do FE by phone, you would almost have to have leads. Just calling would get so frustrating after 50 no's.

 

[sshafran]

Another downside....the hour it takes sitting there listening to them run their mouths, you could sell another policy on the phone.

One thing I've learned...if they are mad at their Dr.'s, get off of that subject ASAP!!! They'll tell you every surgery, consultation, good/bad result , but they'll focus on the bad results! Then the 30 tests they went through, and it still isn't fixed!!

Russ, you're right. Even in f2f, you have to have a measure of control.

 

[theinsuranceman]

When your prospect wants to talk and talk...let them. They'll like you that much more and will be more likely to buy. Too many rookies don't handle this properly.

 

[Newby]

You guys must have a lot more appointments than me if you're trying to get the client to NOT talk.

 

[Tom Highway]

But Tom....Scott is less than 2 hrs. from you I believe? Call him! Go see him! Go ask him! Ask him about the people and more I mentioned above who have super success with FE tele-sales. You asked for some numbers, pick up the phone at least and call him!!!!!

What do you mean by "see a level playing field"?

Or were you also just trying to stir the pot a little? How far is Albany, Ga. from you? Do you want the REAL numbers or inflated numbers on an internet forum?

Since you can't afford the trip maybe JDeasy would like to take me up on this offer. JDeasy....speak up!

Guy, I'm going to warn you one time and one time only not to go where you're going. You don't know me and you don't know my situation at all. I've never once taken things to a personal level like you do to jd often, and I don't want to.

So I will say again, and I won't reapond to your statements, ease up.

I've said many times, your method is a legitimate way to sell FE successfully. What I wanted to see was some technique.

That is all.,

 

[sshafran]

When your prospect wants to talk and talk...let them. They'll like you that much more and will be more likely to buy. Too many rookies don't handle this properly.

You can "let them talk," but you still need to be able to get out of that subject and back to the policy. I guess I'm just thinking of a few specific people where if I would have let them talk...it could have been hours.

And no, I don't think any of us have too many appointments to prohibit us for listening. I guess I'd say, I listen, but I try to keep it reasonable.

Don't read too much into my above statement...it's not like I cut everyone off when they tell a story... That would be dumb.

On second thought...Read into my above statement. I said a MEASURE of CONTROL. I didn't say don't listen. 'nuf said.