- 7,143
I can't comment on the appropriate details for an insurance presentation, but from experience trying to sell a product doing cold door to door knocking while in college, I agree 100% with the concepts you are expressing.
Number of presentations as the benchmark each week?
- Thread starter OttoGraf
- Start date
I can't comment on the appropriate details for an insurance presentation, but from experience trying to sell a product doing cold door to door knocking while in college, I agree 100% with the concepts you are expressing.
I always considered it one presentation and even if resulted in an app on each of them, I counted it as one sale.
- 5,990
That is a very good point. When I door knock, my goal is to physically knock on 10 different doors each day, and if there is still daylight left after I knock the tenth door, I go back and start knocking again. Most weeks, this will get me 15 presentations and an average of 7-8 apps. When I look at it that way, it really helps me through those days where I can't get in anywhere as I did all I could do to make it happen. I know how important it is to get that 15 presentations. But focusing on an activity you can control that leads to presentations may be a better long term strategy to keep your head in the game.
- 5,943
This is very important... activity leads to presentations... when I get lazy and I attempt to obtain the same results by doing fewer presentations... I feel myself putting more pressure into the presentation or feel much more put off when a sale isn't made... emotions in the field that agent doesn't need.
- 5,990
Absolutely, Life Hawk. Last night I grabbed my copy of Timid Salesman off my shelf, and don't you know that Judge Ziglar's own business plan was based on calling on enough folks to get the number of presentations he needed to achieve his sales goal. In other words, he figured out how many doors he had to knock to get the number of presentations required.
I remember a line from the Tim Winders interview a few years ago ... something akin to "activity leads to app-tivity"
Presentations is the goal ... it is starting to seem that the number that matters is how much activity does it take to achieve those presentations.
Focus on what you can control. Anything else is wasted effort.
You can control your ACTIVITY but not the results.
No shows, one legs, can't qualify, my dog is sick . . . beyond your control.
Practice the activity that yields results and tweak it to see if a change improves the final tally.
Years ago I took golf lessons.
My instructor told me to focus on doing things right. Once in a groove continue to practice only that part of your swing.
You can continue doing things that are not productive and fool yourself into thinking you are working.
But you are not.
You are either standing still or going backwards.
You may have to take baby steps. Work on your phone skills since that is where it all begins unless you strictly are a door knocker. Wherever the process starts, practice until you get good at that aspect.
Good communication skills are required in this business. It is not what you say, it is how well you listen.
Train yourself to ask probative questions. Those that begin with who, what, where, when or why. Also learn how to say "Tell me (why, how, when, etc)" and do it in a non-threatening manner.
A lady called me yesterday. She is T65 in October and just wanted rates on Medigap plan F. I understand this is the FE forum, but most skills are transferable to other products.
After listening to her for a few minutes and answering her questions I took over the conversation. I started by asking a few questions . . . including her name. She knew mine but failed to give me hers.
"You have my name but I don't believe I know yours"
She apologized and said that is because she forgot to give it to me.
I promised to answer all her questions but needed a few things from her first. Starting with her telephone number.
I have caller ID but I always ask for their number.
Then I asked for her DOB, zip code, county and city.
I pulled up F rates and told her there were 65 choices with rates ranging from X to XX. She was surprised since she had only seen rates from 2 or 3 carriers.
We talked some more. I quoted the lowest and highest, which led to more discussion.
Then I asked if she had looked at plan G.
Yes, but she didn't think she wanted that out of pocket risk.
So I asked if she would be OK with paying a carrier $500+ per year to cover a deductible of $183.
Of course not!
So now we focus on G.
By now I knew she didn't like some carriers and wanted a big name, A rated carrier. As a result of our conversation she didn't want someone new in the business. That rules out almost all the carriers.
Lowest rate that met her criteria was Anthem.
She doesn't like anything to do with BX.
Next closest rate is from a carrier that is B+ rated but meets her other criteria. That one is $14/mo more.
She can afford that.
So I asked if she goes to the gym.
No, but I really should get out more. There are several of them near me.
Do any of them participate in Silver Sneakers?
She didn't know so she pulled up their site and discovered quite a few in her area including two that she has considered.
Here is the bad news. Anthem includes Silver Sneakers, the higher priced carrier does not.
She never hesitated and said I guess I am going with Anthem.
Two hours after the phone conversation began she bought.
I normally don't spend 2 hours on the phone initially but sometimes you do what you have to if you want to establish rapport and trust.
This week I have written 4 applications from people who called me much earlier. One conversation started over a year ago. He called to say he and his wife were ready to pick plans. They had just received their Medicare cards.
The other conversation started in May. We had several conversations over the next few days then he told me he had already bought but wanted info for his wife who is T65 in September.
Although I was not happy about him stringing me along, I gave him what he wanted for his wife. We did talk about using a different carrier for her and the only way her rate would be discounted was if they both had policies from that carrier.
He promised to think about it and that was the last I heard.
Until yesterday when he called wanting to enroll his wife with the carrier I suggested and then he asked if it was too late to write him as well so they both could get the discount.
BOOM!
Two more apps.
Sales are simple if you learn to ask questions, listen, present information in a non-threatening manner and are patient.
Most folks are looking for information that goes beyond rates. They want to know they can trust you. They want to feel comfortable with you and your approach.
Hope this helps.
You can control your ACTIVITY but not the results.
No shows, one legs, can't qualify, my dog is sick . . . beyond your control.
Practice the activity that yields results and tweak it to see if a change improves the final tally.
Years ago I took golf lessons.
My instructor told me to focus on doing things right. Once in a groove continue to practice only that part of your swing.
You can continue doing things that are not productive and fool yourself into thinking you are working.
But you are not.
You are either standing still or going backwards.
You may have to take baby steps. Work on your phone skills since that is where it all begins unless you strictly are a door knocker. Wherever the process starts, practice until you get good at that aspect.
Good communication skills are required in this business. It is not what you say, it is how well you listen.
Train yourself to ask probative questions. Those that begin with who, what, where, when or why. Also learn how to say "Tell me (why, how, when, etc)" and do it in a non-threatening manner.
A lady called me yesterday. She is T65 in October and just wanted rates on Medigap plan F. I understand this is the FE forum, but most skills are transferable to other products.
After listening to her for a few minutes and answering her questions I took over the conversation. I started by asking a few questions . . . including her name. She knew mine but failed to give me hers.
"You have my name but I don't believe I know yours"
She apologized and said that is because she forgot to give it to me.
I promised to answer all her questions but needed a few things from her first. Starting with her telephone number.
I have caller ID but I always ask for their number.
Then I asked for her DOB, zip code, county and city.
I pulled up F rates and told her there were 65 choices with rates ranging from X to XX. She was surprised since she had only seen rates from 2 or 3 carriers.
We talked some more. I quoted the lowest and highest, which led to more discussion.
Then I asked if she had looked at plan G.
Yes, but she didn't think she wanted that out of pocket risk.
So I asked if she would be OK with paying a carrier $500+ per year to cover a deductible of $183.
Of course not!
So now we focus on G.
By now I knew she didn't like some carriers and wanted a big name, A rated carrier. As a result of our conversation she didn't want someone new in the business. That rules out almost all the carriers.
Lowest rate that met her criteria was Anthem.
She doesn't like anything to do with BX.
Next closest rate is from a carrier that is B+ rated but meets her other criteria. That one is $14/mo more.
She can afford that.
So I asked if she goes to the gym.
No, but I really should get out more. There are several of them near me.
Do any of them participate in Silver Sneakers?
She didn't know so she pulled up their site and discovered quite a few in her area including two that she has considered.
Here is the bad news. Anthem includes Silver Sneakers, the higher priced carrier does not.
She never hesitated and said I guess I am going with Anthem.
Two hours after the phone conversation began she bought.
I normally don't spend 2 hours on the phone initially but sometimes you do what you have to if you want to establish rapport and trust.
This week I have written 4 applications from people who called me much earlier. One conversation started over a year ago. He called to say he and his wife were ready to pick plans. They had just received their Medicare cards.
The other conversation started in May. We had several conversations over the next few days then he told me he had already bought but wanted info for his wife who is T65 in September.
Although I was not happy about him stringing me along, I gave him what he wanted for his wife. We did talk about using a different carrier for her and the only way her rate would be discounted was if they both had policies from that carrier.
He promised to think about it and that was the last I heard.
Until yesterday when he called wanting to enroll his wife with the carrier I suggested and then he asked if it was too late to write him as well so they both could get the discount.
BOOM!
Two more apps.
Sales are simple if you learn to ask questions, listen, present information in a non-threatening manner and are patient.
Most folks are looking for information that goes beyond rates. They want to know they can trust you. They want to feel comfortable with you and your approach.
Hope this helps.
OMG! You said it better than i have ever seen!!!!
"newby misfires" i have to of get to work with new agents more than i wish.
It is true in FE and group sales too. I see new agents go for the sale before the prospect even knows what we are selling. LOL
- 4,875
Are you saying that: knocking on 10 doors per day x 5 days = 15 presentations? LOL
10/3/1 has long been taught as the minimum standard in the life insurance arena.. 10 calls = 3 appointments (presentations) = 1 sale.. Don't see any reason to laugh at him... If an agent did that week in and week out, he would make a much better than average living.
- 4,875
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