How Do You Guys Just Knock on Doors???

[Crabcake Johnny]

Cold calling does't work, door to door doesn't work, buying leads doesn't work, etc...

Here's what doesn't work - sitting in your home office. that's what doesn't work.

I'm not a FE guy, but I got into a captive outfit in 2003 and after I got appointed they told me to buy leads. I didn't have the cash. Then they told me to start calling everyone I ever knew. No. I wasn't going to do that.

I told my DM I'd just go cold calling businesses and his reaction was "that never works." I'm glad I didn't listen to that advice or I'd be on a car lot somewhere right now greeting the next up.

 

[rousemark]

Cold calling does't work, door to door doesn't work, buying leads doesn't work, etc...

Here's what doesn't work - sitting in your home office. that's what doesn't work.

I'm not a FE guy, but I got into a captive outfit in 2003 and after I got appointed they told me to buy leads. I didn't have the cash. Then they told me to start calling everyone I ever knew. No. I wasn't going to do that.

I told my DM I'd just go cold calling businesses and his reaction was "that never works." I'm glad I didn't listen to that advice or I'd be on a car lot somewhere right now greeting the next up.

Too darn cold to be doing a meet and greet on a car lot today!

 

[slushpuppyking]

After being on this board for many months and reading some great advice from some of the seasoned guys it sounds like ALL things work if YOU make them work. Positive attitude and product knowledge can make a cold call, door knock, or bought lead turn into a sale.

The variation, cost, and success ratio can vary by format but only you have the ability to make a sale not your lead source.

 

[tins]

After being on this board for many months and reading some great advice from some of the seasoned guys it sounds like ALL things work if YOU make them work. Positive attitude and product knowledge can make a cold call, door knock, or bought lead turn into a sale.

The variation, cost, and success ratio can vary by format but only you have the ability to make a sale not your lead source.

That's it. I've tried:
door knocking - had positive results
telemarketed leads - had positive results
pre-set appts - positive results
internet real time leads - positive results
aged leads - positive leads
cold calling (my current lead source) - very positive results

You just have to be patient. Write down information that people give you...even the "no" people (more for health than FE). At the end of the day, if you put real time in, you will make sales. About the only thing I've found that doesn't work out well is staying on the computer all day watching Hulu.

 

[TPAAgent]

Remember:

1) The best lead you'll ever get is the one you manufacture yourself

2) You're a salesman with an insurance license

I tried a new approach on friday and sold 2 policies outta 30+ door knocks, 1 was declined due to apptical-

I buy my names from MoO - cost me $50 and got 1000 names filtered by age and income- That list will last you a couple months at least-

Now using Forethoughts free grandchildren rider as a pitch-

"Good afternnoon Mrs Jones. my names Bob Smith and I'm from Florida Senior Services, (hand card)..Mrs Jones a couple months back Forethought sent you out a card like this one (show BRM) explaining the state approved free grandchildren life insurance avaliable to seniors in your area and they asked me to come by and see if you had any questions about the free grandchildren insurance"

They're gonna tell you they don't remember receiving anything

At this time I dont even look at the prospect, I'm looking down at my clipboard and saying as I write. "Client says she never recieved package, (still looking down) I ask, Mrs Jones how many grandchildren do you have?, (dont make eye contact) I write the number of grandchildren.

"Mrs Jones I have an extra package we sent to you in my car- let me go get it and I'll quickly show you how you can get free grandchildren insurance, it'll just take me a second and Ill be in and out of here in 2 shakes of a lambs tail.. (I dont even give them an option to answer), I turn and walk to my car and get my leather folder and walk back and do the old 70's trick of wiping my feet...

Once inside- scan pictures of grandchildren.. "Are those your grandchildren?.. They are adorable.. C'mon Mrs Jones, lets get them some free insurance" then motion over to the kitchen table..

Close....

 

[xrac]

Yeah, me too LOL. huh? I too would like to have more of a plan. I am a newb to insurance, but have done other types of sales. One thing I have done is cable tv sales door to door. But EVERYBODY was a prospect.
At any rate, I just got my license and have talked with a couple people on this board, including Mike, the guy who came up with the door to door survey in another thread.
I agree with the 40 yr old answering the door.... not the target market, but my feelings were that there is WAY too much to learn, to have all the answers before I went out D2D or called on the phone, so I just did it.... I picked an older neighborhood and went to knockin'. I did the survey to 30 thru 82 yr olds. I didn't make any sales, but the 82 was lonely and let me go through giving a quote. Went back down the block, got my car/computer to get rate info.
So , no sales,
nobody was rude,
I did about 25 doors,
3 I don't wanna/no time,
5 surveys,
1 quote. -wasn't really trying for appts, just wanted to talk/learn

Again, too green to really overcome any resistance, but felt I had to start somewhere. For the younger people that answered the door and were nice enough to do the survey, I did say 'life insurance' instead of 'final expense', but had no plan.....
There has been some talk on here about narrowing down the neighborhood by income/age on usdata or one of those sites. I'll be diving into that more this week and see what I can come up with.

Well, there it is... post #1. Been reading for 6 months, got my lic in Oct and appointed in Dec. Looking forward to a great 2012!

Jim in Arkansas - Go Hogs!

Congratulations and good luck. Everyone has to start somewhere.
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Remember:

1) The best lead you'll ever get is the one you manufacture yourself

2) You're a salesman with an insurance license

I tried a new approach on friday and sold 2 policies outta 30+ door knocks, 1 was declined due to apptical-

I buy my names from MoO - cost me $50 and got 1000 names filtered by age and income- That list will last you a couple months at least-

Now using Forethoughts free grandchildren rider as a pitch-

"Good afternnoon Mrs Jones. my names Bob Smith and I'm from Florida Senior Services, (hand card)..Mrs Jones a couple months back Forethought sent you out a card like this one (show BRM) explaining the state approved free grandchildren life insurance avaliable to seniors in your area and they asked me to come by and see if you had any questions about the free grandchildren insurance"

They're gonna tell you they don't remember receiving anything

At this time I dont even look at the prospect, I'm looking down at my clipboard and saying as I write. "Client says she never recieved package, (still looking down) I ask, Mrs Jones how many grandchildren do you have?, (dont make eye contact) I write the number of grandchildren.

"Mrs Jones I have an extra package we sent to you in my car- let me go get it and I'll quickly show you how you can get free grandchildren insurance, it'll just take me a second and Ill be in and out of here in 2 shakes of a lambs tail.. (I dont even give them an option to answer), I turn and walk to my car and get my leather folder and walk back and do the old 70's trick of wiping my feet...

Once inside- scan pictures of grandchildren.. "Are those your grandchildren?.. They are adorable.. C'mon Mrs Jones, lets get them some free insurance" then motion over to the kitchen table..

Close....

That is pretty slick.

 

[GreenSky]

Remember:

1) The best lead you'll ever get is the one you manufacture yourself

2) You're a salesman with an insurance license

I tried a new approach on friday and sold 2 policies outta 30+ door knocks, 1 was declined due to apptical-

I buy my names from MoO - cost me $50 and got 1000 names filtered by age and income- That list will last you a couple months at least-

Now using Forethoughts free grandchildren rider as a pitch-

"Good afternnoon Mrs Jones. my names Bob Smith and I'm from Florida Senior Services, (hand card)..Mrs Jones a couple months back Forethought sent you out a card like this one (show BRM) explaining the state approved free grandchildren life insurance avaliable to seniors in your area and they asked me to come by and see if you had any questions about the free grandchildren insurance"

They're gonna tell you they don't remember receiving anything

At this time I dont even look at the prospect, I'm looking down at my clipboard and saying as I write. "Client says she never recieved package, (still looking down) I ask, Mrs Jones how many grandchildren do you have?, (dont make eye contact) I write the number of grandchildren.

"Mrs Jones I have an extra package we sent to you in my car- let me go get it and I'll quickly show you how you can get free grandchildren insurance, it'll just take me a second and Ill be in and out of here in 2 shakes of a lambs tail.. (I dont even give them an option to answer), I turn and walk to my car and get my leather folder and walk back and do the old 70's trick of wiping my feet...

Once inside- scan pictures of grandchildren.. "Are those your grandchildren?.. They are adorable.. C'mon Mrs Jones, lets get them some free insurance" then motion over to the kitchen table..

Close....

Let me sum up:

1) By a list of names

2) Go to their door and lie about them receiving something in the mail.

3) Use a 1970's trick to get in the door.

4) Offer "free" insurance for their grandchildren as a bait and switch technique.

Am I the only one that thinks there is an kind of issue with this type of approach?

It may sell insurance, but is there not a more ethical way of helping people?

Rick

 

[GoCubsGo]

You could make a case that most marketing/advertising is unethical. What he is doing is getting in front of a potential customer. He's not conning them into buying life insurance. They are not going to buy life insurance if they don't need it. Takes some balls to do it that way but if it works all the power to ya. Can't see me doing it. ha

 

[TPAAgent]

4) Offer "free" insurance for their grandchildren as a bait and switch technique.

Not really, saw an AIG direct commercial just last night.. 40 year old male $250,000 of coverage for just $14 per month

No small unreadable disclosures on the bottom of the screen

Clearly it's a 5 year term, non smoker, no meds and in perfect health

I mean right?

Ever drive by a restuarant and see "Children under 10 eat free"

You think you can just walk in there with your son and get something free to eat for him?

Went to buy some tires the other day.. buy 3 get 4th free

Great deal I thought.. but it was selected tires only and you had to buy the off road service package...

Welcome to sales my friend

 

[GreenSky]

You could make a case that most marketing/advertising is unethical. What he is doing his getting in front of a potential customer. He's not conning them into buying life insurance. They are not going to buy life insurance if they don't need it. Takes some balls to do it that way but if it works all the power to ya. Can't see me doing it. ha

"Mrs. Smith. I'm here speaking with your neighbors because there is an insurance plan that can not only help pay for your final expenses, but will also provide free life insurance for your grandchildren. May I come in for 5 minutes to tell you about it?"

So, what part of this is not ethical?

Rick
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Welcome to sales my friend

I guess I've been doing it wrong all these years. I believe in ethics and honesty in sales.

If you think what you're doing is not bait and switch, then fine. I prefer the old fashioned way of selling - honestly.

Rick