Follow Ups?

[indiana260]

How often do you follow up on the "I need to think about it" or "Let me talk to my kids"

My feeling is, when I first gotobvious into this, I always was worried about the next lead and never really bothered calling these folks back. Now I know I am writing some of the folks that others didn't follow up with.

I ask the questions to overcome these objections and to feel them out but often don't call them back. Unless I see some really good signs.

 

[parastanna]

I feel one should follow up with the client for at least 2 times.

 

[Josh]

I wouldn't generally let them off the hook with the "I need to think about it". "Great, while I'm here I can help you with all your questions, what is it you need to think about?" That can just be them trying to dodge directly saying they aren't interested, might as well resolve it right there.

 

[rousemark]

I knew an agent that when the prospect said, "I want to think about it" or a couple said, "We need to talk it over", he would answer.."That is fine. I'll just go in the other room and sit down and you can call me when you are through."

If they said, "I need to talk to my kids" he would pick up thier phone (no cell phones in those days) and say, "Great.. What is their number?. We can talk with them together." I was never that bold but it worked for him.

On the, "I want to talk with my kids".. I normally respond, "I can understand that. But you and I both know what they are probably going to say. They are going to say 'Mom, you don't need that. I'll take care of everything.'.. But is that what you want?.. Do you really want them to have to dig deep into their pockets to pay for your final expenses.. or maybe even go into debt?. You have never been a burden to them up to now.. Do you really want to be a burden to them in death?" I have anyone answer "Yes".. If they say "No" continue with the app. If they say. "I don't care", pack up and leave.

 

[indywithavision]

I learned this from an allstate agent (I never worked for allstate), not exactly final expense but applicable.

If for some reason you don't over come all objections at to the point of sale you call them on a 1, 3, 7, 10, 10, 10 basis. That means you call them back in 1 day, 3 days, 7 days, 10 days, and every 10 days until they tell you no. You keep a file drawer with 31 hanging files in it numbered 1-31 and every day you know what you have to do, if they don't tell you no you let them know that you'll be calling again in a few or 10 days. You walk into your office and you have all your follow up calls for that day ready to go, all you have to do is pick up the phone. Worst thing they can do is not say no, because if they're going to but not for 60 days then you've got a lot of time to wast on them.

"I've got to think about it"
"Great, let's think about it. I'd hate to walk out of here knowing you've still got questions, it's my job to answer all of your questions."
..."I'm still not sure."
"ok, well, I'll call you tomorrow."

 

[jdeasy]

How often do you follow up on the "I need to think about it" or "Let me talk to my kids"

My feeling is, when I first gotobvious into this, I always was worried about the next lead and never really bothered calling these folks back. Now I know I am writing some of the folks that others didn't follow up with.

I ask the questions to overcome these objections and to feel them out but often don't call them back. Unless I see some really good signs.

For me this is a one call sale. If I leave the home without an application then I do not contact them again.

I do get some that call me back. I wrote one this week that I met with months ago and he was in "think about it" stage and wouldn't move.

He is about 60 miles from me. I was working 10 miles from where he lives and he called me and was insistant on doing the app now. I went by and wrote a $75/mo.

There was a time early in my career that I chased those because I just didn't know any better. Now I know better.

I also used to send a card to everyone I met with. A thank you card to the buyers, {still do that}, and a nice to have met you card to the non buyers.

Then I changed that and only sent the nice to have met you card to the non buyers that I felt were close to doing something but just wouldn't pull the trigger. I found that I was guessing wrong. The callbacks I got were not from the ones that I sent the card to.

So now only the buyers get a card. The time wasters can now waste another agent's time.
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The "need to talk to the kids" is just a smokescreen objection. There is only one true objection and it's money. If you were giving them a free $10,000 policy they would not need to talk to the kids about it.

I knew an agent that when the prospect said, "I want to think about it" or a couple said, "We need to talk it over", he would answer.."That is fine. I'll just go in the other room and sit down and you can call me when you are through."

If they said, "I need to talk to my kids" he would pick up thier phone (no cell phones in those days) and say, "Great.. What is their number?. We can talk with them together." I was never that bold but it worked for him.

On the, "I want to talk with my kids".. I normally respond, "I can understand that. But you and I both know what they are probably going to say. They are going to say 'Mom, you don't need that. I'll take care of everything.'.. But is that what you want?.. Do you really want them to have to dig deep into their pockets to pay for your final expenses.. or maybe even go into debt?. You have never been a burden to them up to now.. Do you really want to be a burden to them in death?" I have anyone answer "Yes".. If they say "No" continue with the app. If they say. "I don't care", pack up and leave.

 

[rousemark]

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The "need to talk to the kids" is just a smokescreen objection. There is only one true objection and it's money. If you were giving them a free $10,000 policy they would not need to talk to the kids about it.

I agree, but you have respond in some way so I choose to basically ignore their "need to talk to the kids" and go back to "burden" issue. How do you respond when they say they need to talk to the kids.
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I feel one should follow up with the client for at least 2 times.

First of all, they aren't a client until they have bought something from you. Why do you say a prospect should receive at least 2 follow ups.. Why not 3? Or just 1? In most cases, it is waste of time to do any follow up.. There are exceptions.. I recently had a case where I had an initial interview, two phone calls and then the closing interview. It was two 15K policies with a premium of $200+.. However, the only reason I gave them that much time and attention was it was obvious from the first meeting they were going to buy but were very analytical folks (both retired education administrators) and there were some issues that had to be resolved concerning their current coverage. As, I said.. they were exceptions. As JD says.. "FE is a one call sale". The same goes for cancer plans. That is why I choose to sell those two products.. I am an old retired guy and I don't want to spent time running back and forth and chasing china eggs.

 

[jdeasy]

I agree, but you have respond in some way so I choose to basically ignore their "need to talk to the kids" and go back to "burden" issue. How do you respond when they say they need to talk to the kids.

I will try to get the kids involved right then just to see if it's real. There have ben times when getting the kids involved has made the sale. There have been more times where the kids kill the deal.

I normally just lower the price. Then you find out if it's the kid's decision or money.

But I rarely get to the end and have that objection. My presentation is a fact finding, "4 questions" presentation and that's only done after establishing the reason they sent in the card.

It's very rare that I would get to pricing after going through all of that and the kid, or any, objection has not come up. I get very few objections at the end. I can't even remember the last time I did other than affordability.

Usually if the kids are truly involved then we got that out there in the beginning and if they are the decision maker and they aren't there then I don't a presentation. I reschedule for when they will be there. I treat that just like a one legger.

 

[indiana260]

What are your 4 questions?

 

[jdeasy]

What are your 4 questions?

1. How much?

2. What kind?

3. From who?

4. When?