Never hurts to see if there's a more efficient way of doing things, which is why I am posting this thread.
I come across 4 types of TM leads, and I want to hear from other's how they deal with these in the intro call back.
1. Easiest type of lead, the lead that provides all the company and premium information and is open to a call back.
2. Spouse does the insurance, call back any time
3. Has no idea what they are paying
4. Mistrustful of providing company/premium information
My hang-up is on the last 3.
Number 2, It seems like when I call for the spouse, it's almost like an ambush, "your spouse said to call back about seeing if you qualify for a reduced rate on your Medicare supplement and all I have to do is ask you a few questions to see how much savings you qualify for"... and they are either put off that their spouse directed a sales agent to call them back, or are in disbelief that the other spouse actually wanted to inquirer about changing supplements.
Number 3, It almost seems like Number 2, kinda like a cold call, almost have to coach/motivate the customer to find out how much they are paying, and then motivated/educate them on why they should go with a cheaper supplement. How do you deal with the it's not broke why fix it mentalities? I find that talking about possible Medicare changes coming up and how they could impact them helps a little to winning some over.
I don't even know why I call #4's (because I paid for them) sometimes.
Any discussion or tips on how you deal with these types of leads is appreciated.
I come across 4 types of TM leads, and I want to hear from other's how they deal with these in the intro call back.
1. Easiest type of lead, the lead that provides all the company and premium information and is open to a call back.
2. Spouse does the insurance, call back any time
3. Has no idea what they are paying
4. Mistrustful of providing company/premium information
My hang-up is on the last 3.
Number 2, It seems like when I call for the spouse, it's almost like an ambush, "your spouse said to call back about seeing if you qualify for a reduced rate on your Medicare supplement and all I have to do is ask you a few questions to see how much savings you qualify for"... and they are either put off that their spouse directed a sales agent to call them back, or are in disbelief that the other spouse actually wanted to inquirer about changing supplements.
Number 3, It almost seems like Number 2, kinda like a cold call, almost have to coach/motivate the customer to find out how much they are paying, and then motivated/educate them on why they should go with a cheaper supplement. How do you deal with the it's not broke why fix it mentalities? I find that talking about possible Medicare changes coming up and how they could impact them helps a little to winning some over.
I don't even know why I call #4's (because I paid for them) sometimes.
Any discussion or tips on how you deal with these types of leads is appreciated.