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That was a very funny movie.
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Follow-up Calls Not Returned
- Thread starter yabadabadoo1026
- Start date
- 1,271
Al Granum spent decades in order to come up with 10-3-1; i.e. on average, out of every 3 fact finds one will buy "NOW". The other two will tell you they will think about it - which means they don't want to buy "NOW". One of the biggest mistakes I've made early on was not follwing up on those two or following up too late. You call em up back at least every 6 months and talk about protection and retirement. Keep doing it until they say "NO" when you ask if it's OK to get back with them in another 6 months. Eventually almost everyone will buy something or know someone who wants to buy something. IT'S NOT PERSONAL. IT'S BUSINESS. 
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Al Granum=Genius
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Ditto to what Dave said.
There are a million reasons why the person might not be calling you back, and 99% of them have nothing to do with you or insurance. Most of the posters on this thread seem to believe that our clients' lives stop the moment we walk out the door or hang up the phone. Do not hound the person into submission, but constantly reaching out to them a month later, 3 months later, six months later, etc. will result in additional business.
Yes, I wouldn't continue to reach out to someone for a small auto, HO, or term case. But for something larger, or where their is a chance for additional business, you are leaving money on the table when you don't follow up.
There are a million reasons why the person might not be calling you back, and 99% of them have nothing to do with you or insurance. Most of the posters on this thread seem to believe that our clients' lives stop the moment we walk out the door or hang up the phone. Do not hound the person into submission, but constantly reaching out to them a month later, 3 months later, six months later, etc. will result in additional business.
Yes, I wouldn't continue to reach out to someone for a small auto, HO, or term case. But for something larger, or where their is a chance for additional business, you are leaving money on the table when you don't follow up.
Case in point...I just called back someone today that wasn't interested a month ago and she said that she still didn't want insurance on her, but I got an app for her daughter and 2 grandchildren. Ended up being more comission than I would have gotten if I had just written her a month ago. It DEFINITELY pays to follow up on these people.
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Al Granum spent decades in order to come up with 10-3-1; i.e. on average, out of every 3 fact finds one will buy "NOW". The other two will tell you they will think about it - which means they don't want to buy "NOW". One of the biggest mistakes I've made early on was not follwing up on those two or following up too late. You call em up back at least every 6 months and talk about protection and retirement. Keep doing it until they say "NO" when you ask if it's OK to get back with them in another 6 months. Eventually almost everyone will buy something or know someone who wants to buy something. IT'S NOT PERSONAL. IT'S BUSINESS.
It is not at all uncommon for me to sell a policy to someone I originally talked to 12, 24 and even 36 months ago. Everyone's situation is constantly changing.
The guy who made disparaging remarks about my heritage today, may be willing to send a cab for me six to twelve months from now.
Naturally, there is a right and wrong way of doing it.
This is very true and I'm sure we could swap stories, but I have a question for you.
If someone basically irritates a client, or is irritated by a client, and the situation escalates to name calling, which could easily happen in the case that the poster described and the prospective client reports the agent.
1. Is the agent legally at a disadvantage, even though both may be at fault?
2. Does the DOI have any legal jurisdiction in the matter? How would they handle it.
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Geez....the time you spent doing call backs could be time you were calling fresh leads. Don't you think your closing % on fresh leads is better than closing % on call backs? Of course you need a steady supply of leads for this to work.
BradJohnson
New Member
Let me share part of a script from one of our top producers who overcomes the "let me think about it" objection on a regular basis. I've always found in this business that it's easier to take something that is working successfully for someone else and simply duplicate it. Basically he asks them 4 questions...
1. Is there currently a problem?
2. Are you motivated to fix it?
3. Can you do it yourself?
4. Will you hire me to help you? (He's an RIA, charges a fee)
Obviously, there is more to the process than firing off a string of questions, so I've put together a complete script and the lead in to setup the series of questions. I'm not going to "mass distribute" it on a message board, so shoot me an email or PM with your contact info if you are interested or simply give me a call.
Brad Johnson
Advisors Excel
866-363-9595
1. Is there currently a problem?
2. Are you motivated to fix it?
3. Can you do it yourself?
4. Will you hire me to help you? (He's an RIA, charges a fee)
Obviously, there is more to the process than firing off a string of questions, so I've put together a complete script and the lead in to setup the series of questions. I'm not going to "mass distribute" it on a message board, so shoot me an email or PM with your contact info if you are interested or simply give me a call.
Brad Johnson
Advisors Excel
866-363-9595
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NO! I work the senior market. I basically do not believe that there are "fresh leads" or "hot leads" at least that anyone is selling.
I generate my own leads. I quit purchasing "leads" years ago, at least six to eight years ago.
In my opinion they are a huge waste of money. All they are is a name address and phone number of someone who, for the most part, was curious when they filled out the card or the form on the internet.
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I have never let that happen.
When I said "The guy who made disparaging remarks about my heritage today, may be willing to send a cab for me six to twelve months from now.", I didn't mean it literally.
When I talk to a prospect they may come across with a little attitude when they say "I'm not interested". I'm good with that. However, a year they may have just gotten a substantial premium increase and when I call this time they can't wait for me to get there.
I have never gotten into an argument with a prospect or client. I've had some go off on me and I just walk away or hang up the phone.
There are too many people out there for me to waste my time with the jerks of the world.
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