Follow Ups?

[xrac]

1. How much?

2. What kind?

3. From who?

4. When?

The old John Savage approach. Very simple, direct, and effective one stop sale.

1. How much-An amount easily affordable.
2. What kind-The kind that doesn't go away, doesn't increase in cost, and builds cash value. (Remember this is FE).
3. From who-(Or is it whom). From me I am here and can get you the best deal.
4. When-Right now. There will never be a time it is cheaper than today.

Or something like that!

 

[Stephen]

When I did FE full time, the most successful way to approach people that needed to "think about it" was to just offer a lower face amount. I would take back the rate sheet, write down a lower face amounts, and take a smaller app vs. no app at all.

 

[indiana260]

Those four questions seem to be finding out
current coverage?
Unless you saying after they tell you the reason they sent the card your assuming the sale?

 

[jdeasy]

Those four questions seem to be finding out
current coverage?
Unless you saying after they tell you the reason they sent the card your assuming the sale?

There i s alot more to it that just the 4 questions. You also have to give them the answers to the 4 questions.

My whole presentation is at fexcontracting.com and I've gone through it countless times here at the forums. Plus it's available at the EFES University.

Not that hard to find if you are interested.

 

[indiana260]

Sure, I will take a look. Thanks

 

[Rearden]

"The Fortune is in the Follow-Up."

Just ask Lee.

 

[jacobtn]

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.

My personal experience is that if I call them back I *might* get the sale, several times they have said "I meant to call you, can you come back by we have some questions?" and then I end up writing them.

My preference is to wait 1 week and then contact them. Seems like anything else is too soon or too long.

 

[jdeasy]

"The Fortune is in the Follow-Up."

Just ask Lee.

Talking about 2 different things. The question here is about following up with suspects. What lees does is follow up with clients. His and other agent's.

 

[Rearden]

Talking about 2 different things. The question here is about following up with suspects. What lees does is follow up with clients. His and other agent's.

I agree.

I don't close all of them on the first visit. Maybe 95%.

I will still follow up with the "maybes" every once in a while.

But more often than not, they are a dead end.