No Shows and Cancellations

[InsuranceMGA]

I know a couple of guys who use them religiously and they are heavy hitters. They like going to a house not knowing what to expect and just assuming they are going to sell them.

As far as December goes. Different strokes for different folks! I know a guy who owned a YUGO and loved it; but thats not the norm. MOst people who owned them hated them. Most of the guys I know in this business don't do well in December. It could vary well be a "Mind Set"

Yeah I can agree it could be a mindset. And as far as going to a house not knowing what to expect even when you have appointment setters, you still don't know what's going to happen when you get there. That's why I train agents when you go out you should have 6 to ten appointments the odds are you should close 3 sales. If you close three sales you will be a happy camper in this business.

 

[gsxr6971]

As far as December goes. Different strokes for different folks! I know a guy who owned a YUGO and loved it; but thats not the norm. MOst people who owned them hated them. Most of the guys I know in this business don't do well in December. It could vary well be a "Mind Set"

I agree, It's a "Mind Set" Nov- Dec I do very well. I get referrals for friends and family while im in the home. During the holiday season most people are having family over and you need to capilize on that. Find out when there out state relatives are coming into town and have them set the appt for them.

I sat at one clients kitchen table on the day after Christmas and worte 11 polices on the whole family.

 

[GeminiGroup]

Of course it's 'mindset'....whether Nov/Dec "works" just like working Sundays, it comes down to YOU and your willingness to make WHATEVER adjustments you need to make to sale in "whatever environment/situation" you're in.

Ex:
a) You can't sell in winter....because it's:
COLD
GETS DARK EARLIER
SNOW
ICY ROADS

b) You can't sale in the summers because:
School's out and 'most' families are on vacation
Memorial day, the 4th, Labor Day, baseball games, new hot summer movie weekend
Too many 'nice day's for ppl to be 'inside'

These are ALL VALID reasons/excuses not to do well at various times/situations but the 'real' truth is WE decide what WE are willing to adjust to.

I live in California ,now and i can 'convince' myself that ppl won't buy or sit for appointments on 'nice' weather days because 'they all are at the beach' enjoying the weather. Oh well, I may as well JOIN THEM.

You can't sell to Asians because, they want you to take off you shoes?

You can't sell to ________ because the wife can't speak much during presentations?

You can't sale to:
Jews
blacks
Latinos
women
gays
southerns
Yankees
yoga instructors
because they ______________ ...we adjust to our selling environment or WE chose when and how we want to sell, period.
________________________________________________

During the first few years after my divorce, I sold where ever, whenever to whomever and guess what there were ALWAYS ppl to fit whatever situation there was.

The difference in 'selling' whenever is..... what or how much you're willing to adjust:

* If YOU don't want to work Sundays, fine but there is business on Sunday
* If YOU don't want to work Nov/Dec, fine but there is business in Nov/Dec
* If YOU don't want to take off your shoes, fine but Asian ppl purchase just like everybody else.

My point is....if you CHOSE to give up on a group/situation..... realize that's the fact (which is fine) but don't make the BOLD statement that business doesn't exist in that situation...it's just that for WHATEVER reason you've decided not to pursue business under certain scenarios.

I don't blame anybody for making their own choices, I certainly choose how/when I am willing to work but I realize...somebody is 'making it happen' under scenarios I chose to no longer pursue.

But a more accurate statement is "I don't want to adjust to:"
Sundays
Bad weather months
Nov/Dec
Gays
Whatever......

I get it, BUT the 'hassle' of 'Thanksgiving, X-mas and 'after the 1st" objections vs just shutting it down till after the holidays is a choice to be made not an absolute.

Just like if you're not 'willing' to adjust to Jewish or Asian traditions when dealing if them...IT can be 'your absolute' reason they CAN'T be sold or you can adjust to your situation.... either way, you're right, in your own head.....it's just not an absolute.

___________________________________________________

 

[jacobtn]

Of course it's 'mindset'....whether Nov/Dec "works" just like working Sundays, it comes down to YOU and your willingness to make WHATEVER adjustments you need to make to sale in "whatever environment/situation" you're in.

Ex:
a) You can't sell in winter....because it's:
COLD
GETS DARK EARLIER
SNOW
ICY ROADS

b) You can't sale in the summers because:
School's out and 'most' families are on vacation
Memorial day, the 4th, Labor Day, baseball games, new hot summer movie weekend
Too many 'nice day's for ppl to be 'inside'

These are ALL VALID reasons/excuses not to do well at various times/situations but the 'real' truth is WE decide what WE are willing to adjust to.

I live in California ,now and i can 'convince' myself that ppl won't buy or sit for appointments on 'nice' weather days because 'they all are at the beach' enjoying the weather. Oh well, I may as well JOIN THEM.

You can't sell to Asians because, they want you to take off you shoes?

You can't sell to ________ because the wife can't speak much during presentations?

You can't sale to:
Jews
blacks
Latinos
women
gays
southerns
Yankees
yoga instructors
because they ______________ ...we adjust to our selling environment or WE chose when and how we want to sell, period.
________________________________________________

During the first few years after my divorce, I sold where ever, whenever to whomever and guess what there were ALWAYS ppl to fit whatever situation there was.

The difference in 'selling' whenever is..... what or how much you're willing to adjust:

* If YOU don't want to work Sundays, fine but there is business on Sunday
* If YOU don't want to work Nov/Dec, fine but there is business in Nov/Dec
* If YOU don't want to take off your shoes, fine but Asian ppl purchase just like everybody else.

My point is....if you CHOSE to give up on a group/situation..... realize that's the fact (which is fine) but don't make the BOLD statement that business doesn't exist in that situation...it's just that for WHATEVER reason you've decided not to pursue business under certain scenarios.

I don't blame anybody for making their own choices, I certainly choose how/when I am willing to work but I realize...somebody is 'making it happen' under scenarios I chose to no longer pursue.

But a more accurate statement is "I don't want to adjust to:"
Sundays
Bad weather months
Nov/Dec
Gays
Whatever......

I get it, BUT the 'hassle' of 'Thanksgiving, X-mas and 'after the 1st" objections vs just shutting it down till after the holidays is a choice to be made not an absolute.

Just like if you're not 'willing' to adjust to Jewish or Asian traditions when dealing if them...IT can be 'your absolute' reason they CAN'T be sold or you can adjust to your situation.... either way, you're right, in your own head.....it's just not an absolute.

___________________________________________________

can't sale to gays... don't want to adjust to them...

 

[somarco]

I'm too old to play games anymore. I confirm the appointment ahead of time, but it's a real appointment in the first place. If they can't make it, fine, s hit happens, we'll reschedule. If they're hiding, is it a real appointment to begin with? Did you leave something out of the conversation prior?

Always remember Chargebacks are a b itch. I have to wonder if they're hiding from you, how long are they going to keep the policy in force?

I agree 100%.

Haven't done F2F in years but I never got in the car until the appointment was confirmed.

Everything starts with the initial phone call. Qualify them then. If you can't qualify never set the appointment.

A qualified appointment knows why you are coming and that you expect them to give them a check if you show them a way to solve their problem. A qualified appointment means they have admitted they have a problem in search of a solution and there is a sense of urgency in solving the problem. A qualified appointment is set with BOTH spouses on the phone at the same time. You give them several ways to contact you if something comes up. You mail a card or send an email (if they check their email regularly) as a reminder that will arrive the day before. You call before you leave and say "I might be just a few minutes late so don't worry, I have not forgotten you".

This is not 100% foolproof. Nothing is. But you stand a much better chance of having everyone there, they know why you are coming, the only question is, have you found a solution that solves their problem and fit's their budget.

 

[jdeasy]

I agree 100%.

Haven't done F2F in years but I never got in the car until the appointment was confirmed.

Everything starts with the initial phone call. Qualify them then. If you can't qualify never set the appointment.

A qualified appointment knows why you are coming and that you expect them to give them a check if you show them a way to solve their problem. A qualified appointment means they have admitted they have a problem in search of a solution and there is a sense of urgency in solving the problem. A qualified appointment is set with BOTH spouses on the phone at the same time. You give them several ways to contact you if something comes up. You mail a card or send an email (if they check their email regularly) as a reminder that will arrive the day before. You call before you leave and say "I might be just a few minutes late so don't worry, I have not forgotten you".

This is not 100% foolproof. Nothing is. But you stand a much better chance of having everyone there, they know why you are coming, the only question is, have you found a solution that solves their problem and fit's their budget.

To each his own. I do absolutely no qualifying on the phone. No need to qualify for FE. We have something for everyone.

If you are going to qualify by phone you might as well go ahead and do all the appointment by phone and not see them at all.

 

[steveadlman]

I'm too old to play games anymore. I confirm the appointment ahead of time, but it's a real appointment in the first place. If they can't make it, fine, s hit happens, we'll reschedule. If they're hiding, is it a real appointment to begin with? Did you leave something out of the conversation prior?

Always remember Chargebacks are a b itch. I have to wonder if they're hiding from you, how long are they going to keep the policy in force?



If you've got to

Excellent advice. I have found that if the prospect is trying to hide from you you don't have a real appointment or a prospect you can turn into a client.

 

[somarco]

No need to qualify for FE.

Sorry, I thought this was a general request on how to avoid no shows. Had I known this was a problem unique to FE I would have avoided this thread entirely.

 

[jdeasy]

Sorry, I thought this was a general request on how to avoid no shows. Had I known this was a problem unique to FE I would have avoided this thread entirely.

It's in the FE forum.

 

[Rearden]

JD -- curious -- have you ever attempted to qualify over the phone for FE?

Not at all suggesting what you're doing is wrong -- but what's the downside to qualifying for FE over the phone?

It's in the FE forum.