How Many of You Close the Deal in One Presentation?

[SirAlexFerguson]

As a newby to FE I've been reading the forum a lot. I'm curious as to how many of you are able to close a face-to-face your first appointment and leave with a completed app ready to submit. I mean this versus having to do follow ups with your prospects/clients at a later date because you need to get more information about certain meds they're taking, etc. Do you stick around for POS interviews during the appointment or can you just notify the carrier they need to call the prospect? I've read horror stories about how long you guys wait on hold for underwriting questions, but I know the POS interviews seem pretty quick. I'm just trying to get a handle on what to expect, bed bugs aside.

Thanks for everyone's help!

 

[Stephen]

As a newby to FE I've been reading the forum a lot. I'm curious as to how many of you are able to close a face-to-face your first appointment and leave with a completed app ready to submit. I mean this versus having to do follow ups with your prospects/clients at a later date because you need to get more information about certain meds they're taking, etc. Do you stick around for POS interviews during the appointment or can you just notify the carrier they need to call the prospect? I've read horror stories about how long you guys wait on hold for underwriting questions, but I know the POS interviews seem pretty quick. I'm just trying to get a handle on what to expect, bed bugs aside.

Thanks for everyone's help!

In the FE world it is all about the one call close. That means completed app, including SSN, banking information, and POS interview. You cannot make a living 2 call closing FE deals.

 

[Hastingsinsurance]

In the FE world it is all about the one call close. That means completed app, including SSN, banking information, and POS interview. You cannot make a living 2 call closing FE deals.

+1 typically if you don't get it completed and closed while your there, you should just trash the lead. Those kind of ppl are the tire kickers who will send in another request on your next mail drop. You may have a few who may call you back or schedule if you follow up, but don't count on it.

 

[SirAlexFerguson]

Centralsolution
In the FE world it is all about the one call close. That means completed app, including SSN, banking information, and POS interview. You cannot make a living 2 call closing FE deals

Hastingsinsurance
+1 typically if you don't get it completed and closed while your there, you should just trash the lead. Those kind of ppl are the tire kickers who will send in another request on your next mail drop. You may have a few who may call you back or schedule if you follow up, but don't count on it

THAT'S what I like to hear! In other words, hit it and quit it!

 

[jdeasy]

As a newby to FE I've been reading the forum a lot. I'm curious as to how many of you are able to close a face-to-face your first appointment and leave with a completed app ready to submit. I mean this versus having to do follow ups with your prospects/clients at a later date because you need to get more information about certain meds they're taking, etc. Do you stick around for POS interviews during the appointment or can you just notify the carrier they need to call the prospect? I've read horror stories about how long you guys wait on hold for underwriting questions, but I know the POS interviews seem pretty quick. I'm just trying to get a handle on what to expect, bed bugs aside.

Thanks for everyone's help!

FE is a one call close. If I leave the home without an app then I'm done there. I do not call them back. Unless they call me. If they call me at a later date I will go back but only to take the application, not to talk about it some more.

I get those call backs about once a month. Probably 10-12 a year? Not enough to count on them. I just recently wrote an app on a guy I met with last Sept. He had kept my card and the info and called me back now ready to get a policy. That's pretty rare but it will happen if you stay in this business long enough.


You have to stick around for POS interviews. That's what it is, Point Of Sale interview.

I hate doing POS interviews and will usually gravitate to a company that doesn't require it but I will do them sometimes even if not required. I did one yesterday that wasn't a requirement but it was a replacement and we needed an answer right now so we could stop the draft on the old one. And I'm going to be out of town the rest of this week so I needed to get it behind me.

Some agents prefer the POS so you will just learn which way you like as you do business.

 

[TDFnCali]

As a newby to FE I've been reading the forum a lot. I'm curious as to how many of you are able to close a face-to-face your first appointment and leave with a completed app ready to submit. I mean this versus having to do follow ups with your prospects/clients at a later date because you need to get more information about certain meds they're taking, etc. Do you stick around for POS interviews during the appointment or can you just notify the carrier they need to call the prospect? I've read horror stories about how long you guys wait on hold for underwriting questions, but I know the POS interviews seem pretty quick. I'm just trying to get a handle on what to expect, bed bugs aside.

Thanks for everyone's help!

Like others have said, yes its a ONE CALL CLOSE....Do you get some callbacks, yes? Do you get some legitimate reasons they actually cant say yes right then, yes! Those make up about 5% of my presentations, but they do happen & sometimes u get sales out of them. The other 95% are either sold or not....I've heard of ppl coming from other sales background where it wasnt a 1 call close type sale, struggle in FE.

Good Luck!

 

[GAJ638]

One stop and that is it. They can future date an initial draft so having to come back for the check or money order is no excuse. Only time I will make a return is if they take out a policy and wanted to get one on another member of the family that is not there. But I still get the first app.

Price of gas and my time vs a 40 or 50 dollar premium is not worth a drive back there to see if they thought about it.

 

[slushpuppyking]

If you don't leave the house with a completed app on the first visit than it's likely you never will.

There are exceptions of course. But if you find you have a good amount of people sending you away with a "let me think about it and you can come back" or whatever than I guess maybe work on your presentation.

I don't mean that in a bad way, always room to improve.

 

[deadhead]

About 90% of mine are one call. The other 10 are followups. Case in point I did a door knock of neighbor after a policy delivery. Made the pitch. She just wasn't quite there. Scheduled a f/up three weeks later. Came back made the final sale

 

[SportsNut]

"Let me think about it, and I will get back to you"

When I hear that, after taking a few passes at it already and not closing them... I in fact tell them not to think about... [save themselves the trouble - antagonist]. I let them know that people think they will think about it and get back to me but this never happens. You will want to think about it, but then who really wants to think about it...? Nobody! If you want me to leave, say Goodbye. If you want to really think about it, then lets think about it NOW....

What part do you need to think about... 1) Who you will leave the benefit to...? 2) If 10K is really enough coverage...? 3) How you or your kids will feel about you dying with NO life ins...? Now really, what is there to think about here...? If you want me to leave just say Goodbye, and I'm gone. Sometimes they say... "You're right, lets do this..."

PS. If you leave, NEXT! That deal is toast. It is one call or done. As stated, you do get some stragglers but not many and the harder you press the fewer of them that you get.