Help Working the Phones

[Notquiteright]

I've only been in the business for a couple of months and I've really been struggling with the phones lately. While I squirrel money away to be able to do some more extravagant marketing I've been relying mostly on cold calls and a few internet leads.

I've been putting in the dials (probably did about 450 the first three days of last week in between appointments and walking and talking) but I've just really been struggling with grabbing people's attention. I think the most common issue I have is managing to find someone that's interested and actively looking and then getting the "e-mail something and I'll look it over" line. I'm sure you all know the odds of actually getting a response after that.

Without getting into a whole "script" debate, what have some of you had success with when it comes to working the phones? How do get over the hump from "interested" to "let's sit down and do this"? Thanks in advance guys.

 

[briko3]

I have the same problem and I'd imagine unless you are selling medsupps like Frank says, you will continue to have the problem. The thing is that not everyone needs what you're selling when you call. There are peope that just lost their jobs, just bought insurance last month, think they have what they need now, etc. Like MarkinGriffin says...it's like fishing. You just throw out your line and how the fish needs something to eat.

Good luck. I am curious to see what others say.

 

[Frank Stastny]

I've only been in the business for a couple of months and I've really been struggling with the phones lately. While I squirrel money away to be able to do some more extravagant marketing I've been relying mostly on cold calls and a few internet leads.

I've been putting in the dials (probably did about 450 the first three days of last week in between appointments and walking and talking) but I've just really been struggling with grabbing people's attention. I think the most common issue I have is managing to find someone that's interested and actively looking and then getting the "e-mail something and I'll look it over" line. I'm sure you all know the odds of actually getting a response after that.

Without getting into a whole "script" debate, what have some of you had success with when it comes to working the phones? How do get over the hump from "interested" to "let's sit down and do this"? Thanks in advance guys.

I feel your pain. Years ago I tried selling health insurance. The first year commissions were very attractive and I thought "everyone wants a good health insurance plan". WRONG!

It didn't take me very long before I went back to Med Supps. All seniors, almost without exception, believe and think they know that Medicare by itself is not "adequate" health coverage. They all believe that they need something additional.

Truth be known, just Medicare is probably superior health insurance compared to what they had when they were employed. However, they don't apparently believe it.

Every senior in the US is looking to save money. All companies providing insurance to seniors have premium increases. Premium increases are the agents best friend. Without them I would have starved to death in this business a very long time ago.

When I call I find out how much they are currently paying and I tell them exactly what it will cost if they take a policy with me. If there is even a small savings that is reason enough for them to want more information.

That is how I get "over the hump". Then I "hump" my commission all the way to the bank.

 

[Tomfromtheshade]

Here is what you do. F' them! Ask for the appointment, if they say no...make your next dial. There are millions of people that you can call. Don't waste time worrying about a few hundred snot-rockets that don't want to sit down.

 

[Frank Stastny]

Here is what you do. F' them! Ask for the appointment, if they say no...make your next dial. There are millions of people that you can call. Don't waste time worrying about a few hundred snot-rockets that don't want to sit down.

You've got to stop "holding back" Tom. You're going to get high blood pressure. Just tell us what you really think.

 

[Notquiteright]

Here is what you do. F' them! Ask for the appointment, if they say no...make your next dial. There are millions of people that you can call. Don't waste time worrying about a few hundred snot-rockets that don't want to sit down.

Yeah, that's generally what I try to do. I just feel like, especially with the dozen or so leads a week that I pay for, if people are actively looking I should be able to get more of them to sit down with me.

I think that one of my biggest shortcomings is that I really struggle to sell the appointment, rather than the plan. I actually like discussing health insurance and I tend to go into pretty great detail as opposed to pitching a meeting.

 

[Frank Stastny]

Yeah, that's generally what I try to do. I just feel like, especially with the dozen or so leads a week that I pay for, if people are actively looking I should be able to get more of them to sit down with me.
.

I think you are assuming too much because you paid hard earned money for that name and phone number. I think "curious" would be a better way to define the people who send in the "leads" you are getting.

That's why I don't buy leads for the senior market. I know that they are all "curious" but very few who send in the cards are what I would describe as "actively looking".

 

[jmhopkins40]

I've only been in the business for a couple of months and I've really been struggling with the phones lately. While I squirrel money away to be able to do some more extravagant marketing I've been relying mostly on cold calls and a few internet leads.

I've been putting in the dials (probably did about 450 the first three days of last week in between appointments and walking and talking) but I've just really been struggling with grabbing people's attention. I think the most common issue I have is managing to find someone that's interested and actively looking and then getting the "e-mail something and I'll look it over" line. I'm sure you all know the odds of actually getting a response after that.

Without getting into a whole "script" debate, what have some of you had success with when it comes to working the phones? How do get over the hump from "interested" to "let's sit down and do this"? Thanks in advance guys.

Way too much emphasis on the phones...contrate on CPS and the numerous other marketing areas. seems you may be limiting yourself. The correct plan puts you in front of appr 150 new clients each week....You can never acheive this using the phones, yet only 10% of the agents will work a 40 hr work week.....let's talk some more

 

[djs]

Way too much emphasis on the phones...contrate on CPS and the numerous other marketing areas. seems you may be limiting yourself. The correct plan puts you in front of appr 150 new clients each week....You can never acheive this using the phones, yet only 10% of the agents will work a 40 hr work week.....let's talk some more

Hmm, 150 new clients each week... in front of.... and then a 40 hour work week. Given any type of bio break somewhere during the week, that would be 15 minutes an appointment. Hard to get many sales completed in that time. I'll settle for 75 new clients each week

I actually like discussing health insurance and I tend to go into pretty great detail as opposed to pitching a meeting.

I had the same problem early on. I figured everybody wanted to know what I knew. I like talking about insurance and explaining things.... turns out, what people want to know is that you know your stuff, so they don't have to.

Spend the time figuring out what is important to them, don't spend time explaining options or coverages till you get to the appointment. You want to know what they need, so you can come and present solutions.

Dan

 

[jmhopkins40]

Hmm, 150 new clients each week... in front of.... and then a 40 hour work week. Given any type of bio break somewhere during the week, that would be 15 minutes an appointment. Hard to get many sales completed in that time. I'll settle for 75 new clients each week



I had the same problem early on. I figured everybody wanted to know what I knew. I like talking about insurance and explaining things.... turns out, what people want to know is that you know your stuff, so they don't have to.

Spend the time figuring out what is important to them, don't spend time explaining options or coverages till you get to the appointment. You want to know what they need, so you can come and present solutions.

Dan

You are meeting with 75 or turning in 75 apps...