First Week With Fresh Leads

[slushpuppyking]

Maybe I shouldn't have used doom and gloom since you are harping on that. I just envision like a finger being pointed at me as I face a dire situation and someone saying "you got 3 choices" and it's one of those thing where to me you might as follow up with "...and none of them are good".

My presentation just encompasses FE and it's meant to make that option sound so good I don't need to say "OR you could do these 2 other inferior things"

My reasons why:

1. To the "Do nothing" option. I wouldn't say that. To me you have given them a cheap way out. You are opening the door for that type that just LOVES to say "I don't care, they can just bury me in the back yard!". You are also speaking with the type of person that is likely a "do nothing" type....that's why they haven't taken care of this. By speaking the words "You could do nothing" you might actually be relating to them so well they think, yeah, doing nothing sounds pretty good because that's who I am.

2. Pre Paid funeral. You're just opening up the possibility of them wondering what that's all about. Is it cheaper? Is it actually a good option and this salesmen is just trying to deter me from it? I'm going to look into that when he leaves and I'm not buying anything until I do.

But if other people like the 3 option thing, go for it. I just don't like the message it sends or the possible way it could be taken. You *need* to do at least one of these 3 things. My standard American attitude will be I don't need to do anything so get out of my house.

But you be consultative with me, educate me a little, and make your FE plan sound like a great thing to own and to be proud of owning, and I'll want it. And in buying what I want I have subsequently bought what I need.

 

[Rearden]

Tim Winders used this same pitch model and closed $400k two years consecutively.

I do more of JD's presentation opener coupled with a Term vs. WL educational-pitch where I let them choose the option that works best for them (mine, of course).

 

[slushpuppyking]

400k two years in a row eh?

Hmm, maybe if I could see the pitch in greater detail I'd have a different opinion. Just reading the original post made it sound bad in my head.

 

[smokin goose]

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.

I really like this approach. I use it in worksite. Find a need, educate and give em a choice.

 

[GoCubsGo]

I really like this approach. I use it in worksite. Find a need, educate and give em a choice.

You didn't read all his posts. He doesn't find a need, it's obvious.
And don't question him to try and understand or he will jump you for harping on it. haha

Lol. JK

Seriously though. Find need, educate and give em a choice is a time proven winning formula.

 

[rousemark]

No need = no sale.. If slushpuppy is closing sales he is developing a lead somewhere along the way. The more time you spend on the need the less time you have to spend closing..

 

[slushpuppyking]

Well the original post leaves out the three reasons/need and just says three options. What kind of verbiage are you guys using to create a need?

It might be a bit of what I already say I'm just not putting the 2 together here because it's different when you type it all out and simplify your pitch.

 

[jjrardin]

I'll share my experience, first bulk mail leads. I door knocked them.
1st people home, sold two! Heck yeah!
2nd one - come back at 530 - got stood up
3rd one had a globe life policy he refused to go get, and insisted it was whole life. Since he wouldn't even get the policy to look at, I left.
4th one - her reply was, "Mr. Jim, I just smoked a joint and I really can't think about this right now".
5th one wouldn't let me in, wouldn't even get out of her chair to come to the door.

no contact with 3 others, cold door knocked couple doors up and down street, got a lead from one of them, haven't been able to catch that one at home yet.

I'm gonna give 'em heck again on Monday

 

[jerry176]

I'll share my experience, first bulk mail leads. I door knocked them.
1st people home, sold two! Heck yeah!
2nd one - come back at 530 - got stood up
3rd one had a globe life policy he refused to go get, and insisted it was whole life. Since he wouldn't even get the policy to look at, I left.
4th one - her reply was, "Mr. Jim, I just smoked a joint and I really can't think about this right now".
5th one wouldn't let me in, wouldn't even get out of her chair to come to the door.

no contact with 3 others, cold door knocked couple doors up and down street, got a lead from one of them, haven't been able to catch that one at home yet.

I'm gonna give 'em heck again on Monday

Go back to # 4, and door knock, embellish and say to him "you were gettin' stoned, and you told me to come back"

 

[pcbinsurance]

Be sure to bring munchies. You'll get a sale.