- 2,960
Don't pass that up. You'll be sorry you did.
Four Questions by JDeasy
- Thread starter onefastpony
- Start date
Don't pass that up. You'll be sorry you did.
- 19,649
I call on Mondays for Tues. I call on Wed. for Thurs. I do not call on Saturdays.
Simply, I tell them I'm calling about their request for information on our final expense life insurance plans and I'm going to be there tomorrow and ask if 10:00 is a good time. Once 10 is filled then I ask for 11:30 and so on until my day is full. Then I stop calling.
on the interview, which there is a link to in this thread, he explains that.
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ok. you spoke about that commercial on yourself in the interview so that is your warmup instead of what I mentioned. ok. I understand you are there for business so why mess around. I asked because others say the warmup gets you to a point of trust and you get less objections. I learned a lot from listening to the interview. thank you.
- 19,649
I've never listened to that interview. Maybe I should to see what all we talked about.
That thing was not planned. Scott had mentioned to me one time that he wanted to put something on his website a few weeks before and I agreed but that was not why I stopped by his office that day.
I think I stopped in to pick up some med sup applications and he asked if I had time to talk a little bit and he would see about using that on his website. All of that was completely off the cuff and at the end of a day of running appointments. I do know it turned into quite a bit longer than either of us expected.
I was with another IMO at the time and Scott wasn't an IMO at that time. His website was more of his hobby.
Now that they are my IMO I did my full presentation on a call a few weeks ago. I don't know if that one is recorded or not but, if it is I'm sure they have password protected for their agent's use only.
I was with another IMO at the time and Scott wasn't an IMO at that time. His website was more of his hobby.
I was a guest listener on Fridays call and got to hear you then. that call was over 2 hours but was very informative. will be getting appointed with the carriers this month so I will be able to listen to the other interviews. listening to you and tt Friday was great.
SirAlexFerguson
Expert
- 77
I think I do the 'warm up' well, but it's the objection handling and closing that I most likely have a problem with.
To that end, my upline drives me NUTS about my warm up. He swears to Christ on the cross if I'm not chatting with people a good HOUR before I dive into the health questions/presentation than I'm not doing things right. This guy would never have more than 3 appointments in a day cuz he's so damn chatty. It drove me nuts when I went on the ride along. For me, I do the usual, "wow, what a lovely home. How long have you lived here?" routine and my prospects and I go back and forth for maybe 20 minutes or more before getting down to brass tacks. I certainly talk about myself so they get a better idea of who I am, blah, blah, blah (or should I say yadda, yadda, yadda?) I may start the biz presentation because we've both run out of things to say and it's obvious, or because the other person sort of laid down the law and made it clear it's time to move on to why I'm there. Ugh! My upline swears by the premise that, "75% of people buy from a particular agent because THEY LIKE THE AGENT!" It's ALL he talks about. That I practically have to be friends with these people! This is a guy who regularly has 2 1/2 hour appointments. The only way I can picture myself lasting that long is if I'm WRITING UP 2 apps with a PHI on each one. Otherwise, I just think he goes on so long and people are just afraid to tell him "STOP!" For my appointments I could be there up to an hour. Even though I'm new I'd be hard pressed to hear that I'm not doing it LONG enough. Obviously I'm not doing something right if I'm not making sales... but the LENGTH of my visit? Give me a break!
Anyway, just ranting. Wish I were more like JD.... or anyone else that sells, haha!
To that end, my upline drives me NUTS about my warm up. He swears to Christ on the cross if I'm not chatting with people a good HOUR before I dive into the health questions/presentation than I'm not doing things right. This guy would never have more than 3 appointments in a day cuz he's so damn chatty. It drove me nuts when I went on the ride along. For me, I do the usual, "wow, what a lovely home. How long have you lived here?" routine and my prospects and I go back and forth for maybe 20 minutes or more before getting down to brass tacks. I certainly talk about myself so they get a better idea of who I am, blah, blah, blah (or should I say yadda, yadda, yadda?) I may start the biz presentation because we've both run out of things to say and it's obvious, or because the other person sort of laid down the law and made it clear it's time to move on to why I'm there. Ugh! My upline swears by the premise that, "75% of people buy from a particular agent because THEY LIKE THE AGENT!" It's ALL he talks about. That I practically have to be friends with these people! This is a guy who regularly has 2 1/2 hour appointments. The only way I can picture myself lasting that long is if I'm WRITING UP 2 apps with a PHI on each one. Otherwise, I just think he goes on so long and people are just afraid to tell him "STOP!" For my appointments I could be there up to an hour. Even though I'm new I'd be hard pressed to hear that I'm not doing it LONG enough. Obviously I'm not doing something right if I'm not making sales... but the LENGTH of my visit? Give me a break!
Anyway, just ranting. Wish I were more like JD.... or anyone else that sells, haha!
Good grief Charlie Brown, I keep most to an hour and that's when I'm writing an app, if not I'm in and out in 20 minutes, I qualify very very early so I don't waste my time.
Just curious.. How many have you seen your upline close??
SirAlexFerguson
Expert
- 77
I watched him close 2 out of 5 appointments. They were NOT crazy-long appointments either. One was actually at Denny's. For some reason the prospect wanted to meet there and not his house. He's an ok producer at best, mostly on the 'right side' of the leaderboard, not the left. But he's told me recently about some crazy long appointments he's had that have turned into sales. I don't know if it's a reverse type of hostage situation or what (I'm only going to leave your house if you buy a policy!)
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That's what I thought. I think my upline basically ripped out a lot of my 'instinct' about selling and dealing with people and has filled me with a bunch of b.s.
- 2,960
I watched him close 2 out of 5 appointments. They were NOT crazy-long appointments either. One was actually at Denny's. For some reason the prospect wanted to meet there and not his house. He's an ok producer at best, mostly on the 'right side' of the leaderboard, not the left. But he's told me recently about some crazy long appointments he's had that have turned into sales. I don't know if it's a reverse type of hostage situation or what (I'm only going to leave your house if you buy a policy!)
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That's what I thought. I think my upline basically ripped out a lot of my 'instinct' about selling and dealing with people and has filled me with a bunch of b.s.
If everything you're doing now is wrong, then the opposite must be right. There's your answer. Try doing the opposite. What do you have to lose?
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