I Can't Get Out to Sell So I Need to Sell Over The Phone-Help-Any Companies?

[theinsuranceman]

Does it not bother you that no one EVER has anything good to say about you?
It is painfully obvious that your sole objective here is to recruit.
You ride the coat tail of every producer at SL who experiences any degree of success, as if they were trained by you. The fact is, you have attributed absolutely nothing to the success of any of those producers you've been posting here. Yet, you continue to piggyback off the success of others, in attempt to build your own agency.
I think you would achieve better results from your recruiting efforts and more respect from your peers, if you posted production results of those under your direct leadership. Better yet, have them speak on how great of a leader you are.
Take it for what it's worth.

I'm sharing a great FE opportunity. Why are you always so negative? Winners never sound negative....but losers sure do. You're always trying to start an argument. Are you sure JD is not pulling your strings...lol.

 

[rousemark]

I've shared a little info about telesales and field sales over the years. If an agent wants to have access to a world class FE telesales script with training to match they really should contract with SL and be on my team. And also world class training for field sales, things like:

_is it better to park in the driveway or front of the house of the lead/prospect (and why)?
_what's a great script to use when door knocking a lead that practically guarantees they'll let you come in?
_what's a great script to use when door knocking the neighbor of a lead?
_what do you say when they say "call me back in a few weeks I need to think about it"?
_And much more

With that being said, maybe I've not offered as much lately as I have in years past. Feel free to ask me any objection, problem, question, etc. and I'll be glad to answer it.....as long as it's a legitimate question. Remember, I don't have the only answers or all the answers, even after 21 years straight selling only FE with the same carrier.

Maybe I'll post one of my recorded training calls sometime.

I'll kick the discussion off with this offering.......
What's a great script to use when door knocking the neighbor of a lead that's not home?
Here's what my agents use: knock firmly but friendly on the neighbor's door and also ring the door bell. When the neighbor comes to the door (remember their blood pressure/adrenalin may be slightly elevated wondering what this strange man at the door wants, so we have to lower their defenses quickly) you want to smile and say "yes sir, I was hoping you could help me. I was trying to catch up with your neighbor Ms. Betty next door with the free information she requested, do you happen to know when the best time to catch her would be"?

The neighbor will probably say:
_she gets home after 4 o'clock each day
_she's out of town
_she's in the hospital
_ I don't know

This helps me be a little more efficient when trying for my next contact with Ms. Betty.

Then I say to the neighbor: By the way I don't think we got your card back, did you mail it in yet? (Most of the people in Ms. Betty's neighborhood also received the same DM piece but approx. 98%-99.2% did not mail the card back). The neighbor will almost every single time say I don't think I got one of those cards, what's it about?

#1.Then I'll say "this was that free information on how people now a days are saving $4000-$5000 on their funeral. It takes only a few moments to show it to you. May I come in please? (Legacy will be what I show and how it saves $4k-$5k on their casket, vault, and monument, along with discounts on diabetic socks, diabetic shoes, free annual hearing exam, discounts on hearing aids, telemedicine, and price negotiation with the funeral home).

#2.If I was not appointed with Sr Life I would say "this was that free information on how people are able to leave $5k, $10k, or more to their family when they pass so the family can pay the funeral home. That way there's no financial burden on the family and kids. Anyway it takes just a moment to show it to you. May I come in please?

Both #1 and #2 are also phrased to arouse a little curiosity for the prospect. If you get their curiosity up they'll be more inclined to let you come in so they can satisfy their curiosity.

Notes:
_I always start off by saying either "yes sir or yes ma'am, I was hoping you could help me". The 1st word out of my mouth is yes. It's a positive and in some small way familiarizes them with hearing "yes" which is the frame of mind I want to put them in. The "help me" verbiage is designed to make me look harmless and non threatening, which everyone knows is important in sales. Plus it's human nature, everyone enjoys helping someone, it's all psychological.

_May I come in please is bold because you need to ask this question. If you don't ask them "may I come in please" they may not voluntarily open the door and then you and them are looking at each other awkwardly thru the door. If you add "may I come in please" 9 times out of 10 they'll invite you in. About the only exception is if they were going to be stepping out shortly for dr.'s appointment, getting ready for work/company, etc.

Notice I never said "insurance". If I say insurance I'll hear things like" we already took care of that, we changed our minds, my children have a plan on me", etc. Moral of the story is don't say "insurance" at the door or you'll have trouble sitting down with them.

Another tip: In the 1st 60 seconds I sit down with the prospect I'm saying "now Ms. Betty I'm not a salesman. I'm not going to try to push something on you. My job is just to show this stuff to you and if you see something you like fine, and if you don't that's fine also. I have a lot of people I'm catching up with this week. Seems like everybody's taking care of this with that virus going around". (The virus is an excellent topic in your warm up).

I'm lowering her defenses by saying these words to her. I'm also letting her know I'm very busy. My presentation/conversation is smooth enough, especially with Legacy's savings, that instead of me telling Ms. Jones she should do this she's telling me she'd like to do this. And that's what I want. I never try to replace a policy, I always try to add on.

There's some other FE pro's up here. I invite every one of them to respond to this post and add their experience/knowledge to it. After all, we can all learn something.

"now Ms. Betty I'm not a salesman. The approach is good but you would loose me as soon as you make this statement. I am going to question everything you have to say past this point and am going to ne looking to escort you out the door asap.. If you try to deceive me once, you will do it again.

Does it not bother you that no one EVER has anything good to say about you?
It is painfully obvious that your sole objective here is to recruit.
You ride the coat tail of every producer at SL who experiences any degree of success, as if they were trained by you. The fact is, you have attributed absolutely nothing to the success of any of those producers you've been posting here. Yet, you continue to piggyback off the success of others, in attempt to build your own agency.
I think you would achieve better results from your recruiting efforts and more respect from your peers, if you posted production results of those under your direct leadership. Better yet, have them speak on how great of a leader you are.
Take it for what it's worth.

When Greg posted about the guy that set the record with SL, I don't think he claimed him as one of his agents or that he trained him.

 

[HoosierLife]

Make sure you have a good automated follow up system like https://agentautopilot.tech

 

[theinsuranceman]

"now Ms. Betty I'm not a salesman. The approach is good but you would loose me as soon as you make this statement. I am going to question everything you have to say past this point and am going to ne looking to escort you out the door asap.. If you try to deceive me once, you will do it again.



When Greg posted about the guy that set the record with SL, I don't think he claimed him as one of his agents or that he trained him.

Concerning the red text above, I've never had that problem. I'm not deceiving them either. If they don't want my product after my presentation I'll try to soft close them. If that doesn't work then I'm off to the next lead. Remember, people like to buy rather than be sold.

If I successfully hard close them, that means they really didn't have enough desire to buy on their own accord, and only bought "because I talked them into it". If I have to talk them into it then they'll cancel on me.

I understand that out of 20 fresh leads there's usually only 5-9 apps written. That's the same metrics for the top 10 agents in the country. The reason they are in the top 10 is because they are working 50+ leads a week, not because they are some super great closer. One thing I've found out in this industry is hard work will beat talent almost every week.

 

[theinsuranceman]

Make sure you have a good automated follow up system like https://agentautopilot.tech

Nice info. Be careful though, "titeye" (what a name...lol) will accuse you of recruiting. Unless maybe he has a man crush on me...lol.

 

[theinsuranceman]

"now Ms. Betty I'm not a salesman. The approach is good but you would loose me as soon as you make this statement. I am going to question everything you have to say past this point and am going to ne looking to escort you out the door asap.. If you try to deceive me once, you will do it again.



When Greg posted about the guy that set the record with SL, I don't think he claimed him as one of his agents or that he trained him.

You're right. I've never met the guy.

 

[theinsuranceman]

Does it not bother you that no one EVER has anything good to say about you?
It is painfully obvious that your sole objective here is to recruit.
You ride the coat tail of every producer at SL who experiences any degree of success, as if they were trained by you. The fact is, you have attributed absolutely nothing to the success of any of those producers you've been posting here. Yet, you continue to piggyback off the success of others, in attempt to build your own agency.
I think you would achieve better results from your recruiting efforts and more respect from your peers, if you posted production results of those under your direct leadership. Better yet, have them speak on how great of a leader you are.
Take it for what it's worth.

Your inexperience with recruiting is showing. The best training in the world will not make an agent successful. The "burning desire to succeed" inside the agent is what really matters.

So....is that your positive contribution to our discussion?

 

[rousemark]

Concerning the red text above, I've never had that problem. I'm not deceiving them either. If they don't want my product after my presentation I'll try to soft close them. If that doesn't work then I'm off to the next lead. Remember, people like to buy rather than be sold.

If I successfully hard close them, that means they really didn't have enough desire to buy on their own accord, and only bought "because I talked them into it". If I have to talk them into it then they'll cancel on me.

I understand that out of 20 fresh leads there's usually only 5-9 apps written. That's the same metrics for the top 10 agents in the country. The reason they are in the top 10 is because they are working 50+ leads a week, not because they are some super great closer. One thing I've found out in this industry is hard work will beat talent almost every week.

I don't have any problem with any of it other than the, "I am not a salesman"....That part just is not a true statement. IMHO.. You may not be a high pressure sales man but you are a salesman. Good salesmen are the ones who assist people in determining what THEY want and helping THEM get it.. But, they are still salesmen.

 

[BibH]

I’ll agree a hard working mediocre salesman will crush a 1/2 working super salesman every time . Pressure sales doesn’t work long term as people will drop the policy . That’s why somewhat high intent leads are needed . Recruiters will say the leads irrelevant as long as they filled it out . That’s bs . Sure you’ll sell some but you waste a huge amount of time with uninterested people . That’s why tm leads suck . 60% of the people who say an agent can Call them said up front they had no interest but the caller twisted their arm to say ok at the end . When you call them they have no interest. Time is precious in this business and you need to be talking to people that at least have lukewarm interest .Any dm card with just general mention Of final exp is fine as I don’t care if they Have ins or not as many times I have better product

 

[theinsuranceman]

I’ll agree a hard working mediocre salesman will crush a 1/2 working super salesman every time . Pressure sales doesn’t work long term as people will drop the policy . That’s why somewhat high intent leads are needed . Recruiters will say the leads irrelevant as long as they filled it out . That’s bs . Sure you’ll sell some but you waste a huge amount of time with uninterested people . That’s why tm leads suck . 60% of the people who say an agent can Call them said up front they had no interest but the caller twisted their arm to say ok at the end . When you call them they have no interest. Time is precious in this business and you need to be talking to people that at least have lukewarm interest .Any dm card with just general mention Of final exp is fine as I don’t care if they Have ins or not as many times I have better product

Congrats! This is one of your better posts. Pressure sales works where there is one payment to purchase the product. When repetitive payments, like monthly, then hard closes are not very helpful.