First Week With Fresh Leads

[Toranaga]

Before I get started, I need to send a big "thank you" to Rearden who took me on a great ride along last week. I saw him through some big numbers down. It was great.

Me on the other hand. I've got some problems. I got my forst set of fresh leads this week, 20 of em. And in my opinion, screwed it up pretty bad. Here's the stats

First day I knocked on 11 doors.
Got in 9 houses
Made 7 presentations.
Two asked me to come back in the next week or so to finish up.
One was a crackhead
One was senile
One was crazy
One had no interest
Sold one.

Day two: Decided to call and set appointments.
Sold the first one in a Wendy's. This is the nicest guy in the world, but I don't know how he can do this. He is unemployed and too young to draw SS. His only income is VA benies.
Missed a "come back tomorow" appointment as I ran late.
Got stood up.
Door knocked another who gave me the "let me think about it"
Went back to see another one where the lady told me to come back tomorrow. Her husband let me in, but she wouldn't come out of the bedroom.

I am sure I got some details wrong, it was a whirlwind. But you get the idea. My takeaway is this, I'm pretty dang good at getting in the door on a cold knock. Not good on the phone. but I am definetly screwing something up in the presentation. Here's my approach in a nutshell. I got it from a famous former EFES agent.

Warm up
Three reasons:
Three choices - Do nothing
Pre paid Funeral
WL Final Expense plan
I let them choose which option makes the most sense. They all choose the WL FE. I keep getting the "I want the insurance but nows not the right time" or some variation.

My manager at EFES is recommending that I record my presentation and send it to him for review. I'm sure that's going to be a great help.

Anyone got any thoughts?

Before you answer, I keep coming back to the reasons people don't buy. No need, no money, etc.

My thoughts are this comes down to trust and urgency. Though on the trust, they all let me in their house.

 

[mcday]

I just listened to this Zig Ziglar podcast again this morning and immediately thought of what Zig said when I read about your first week with fresh leads. You may find it helpful.

"The REAL reason they don't buy"
Inspiring Words of Encouragement

 

[Rearden]

What did the lady have to think about?

Better yet, why did she send the card in?

And for what reason did the others have to cut you short? Did you schedule the next appointment or leave it open?

 

[asummer74]

For all you in FE sales, is this a typical day? Do you usually just cold call the lead or call first? Sometimes I think just showing up is better, more on the spot, but can be waste of time if they are not home. What do you guys prefer?

 

[Rearden]

A combination of door knocks and appointments set with leads is best.

You'll get no shows and will not always book appointments back to back, plus many people don't pick up the phone or have disconnected numbers -- plenty of reason to show up and see 'em in-person.

 

[GoCubsGo]

For all you in FE sales, is this a typical day? Do you usually just cold call the lead or call first? Sometimes I think just showing up is better, more on the spot, but can be waste of time if they are not home. What do you guys prefer?

You will find many do it one way and many do it the other way. Try cold calling and calling first and see which way you like best. Success is found in both ways.

 

[slushpuppyking]

Warm up
Three reasons:
Three choices - Do nothing
Pre paid Funeral
WL Final Expense plan

I don't care for your presentation. Make it more consultative. The 3 reasons and 3 choices thing sounds so doom and gloom and too much like a sales tactic they can pick up on IMO.

I let people know I have a needs analysis worksheet I like to use that briefly explains final expense, and when I leave today you will know all that you need to know about insurance.

I go into:
-Government benefit paid ($255)
-Funeral Costs
-Difference between Whole and Term (premium never changes, etc.)
-Builds cash value

Then I explain a few riders and their benefits and transition into the financial strength of whichever company I am planning to place them with. I use the strong financials to then transition into how his/her family can count on that money being their for your loved ones when the time comes to handle their final expense needs.

I write 3 different rates down for them and ask, "Now Mrs Jones if I am able to get you qualified today, which coverage amount would fit comfortably into your monthly budget?"

Then there is the old he who talks first loses thing. Pretty simple presentation. Informs them more than scares them, but when you are informing them of course they are painting a picture in their minds and that is also why I end on that last point about by going with this company today, you can count on your family being taken care of.

I'm simplifying it a bit and you always have to think on your feet but one thing I really like about my presentation is I don't sound like a pushy salesmen and honestly I would feel like crap if I laid on the guilt or scare tactics too thick on a senior.

 

[GoCubsGo]

I'm thinking you are not too familiar with the 3 reasons or choices. Not doom and gloom. Where do you uncover a need? Don't see it in yours.

 

[slushpuppyking]

The need is obvious. I touch on it when I discuss the cost of an average funeral and expenses left behind. Seniors know it costs money to to die. When I state that the funds will be there for their loved ones left behind to cover their burial costs and other final expenses they will make their own choice internally if that is something they give a sh1t about.

I focus more on glorifying the *want* for my particular insurance. The need is already there if you ask me and I touch on it as much as is really needed. My goal is to make them want this fancy thing I am putting in front of them that does sooooo much for a small affordable monthly payment. Oh it builds cash value? Oh the rates never change no matter my age or future medical problems? Oh it lats forever unlike that term stuff you just educated me on? Oh the payout is tax free and guaranteed to be there for my daughter when my time comes?

All of that sounds really good where do I sign?

American don't buy what they need, they buy what they want. These people have been poorly planning for a long time now and were just waiting for me to come that day and present why they want final expense. The need for it has always been known to them, they just didn't want to.

That's my attitude anyway

 

[GoCubsGo]

Isn't it kind of gloom and doom the whole it costs money to die, the gov only pays $255 so your loved ones are stuck paying thousands?