Objections to a Home Office...

[goillini52]

When they want to meet somewhere else it's usually because they are hoarders and they know how bad the house is

I had one last summer like that, wouldn't let me in...I just knew it was filthy inside. Luckily it was a nice day and I wrote her up at her picnic table.

I've had several hoarders that eventually let me in. After I got in I could see why they didn't want to let me in. Once they let you in, they buy.

One of them had newspapers stacked 6 foot high with paths to squeeze through. She also had a nice collection of empty glass jars and tin cans everywhere.

I had another one that I accidently bumped into a stack of magazines and they fell over. She never let me in again...had to catch her on nice days and sit on the porch.

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Actually that's not such a good idea. I live in a small town. One time I tried that. The person asked to meet me in my office, they didn't want to meet at their house. They were adamant about meeting in my office. That didn't work out very well....

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I have an attorney friend who I am going to approach and see if I could use one of his offices. This is a small town. ..there is no regional office here and you can't get away with lying in this small of a community. ..

So, you could get away with lying in a bigger town?

 

[vic120]

I've had many ask where my office is or if I have an office, I give city and state, I follow up with a saying I do all buis over the phone as it keeps me available for customer service much more then going to in home appointments.

Ive had very few ask if I work out of my home but usually they are already clients with really good re pore and it is not a problem.

I think most time people apreaciate if the understand it translates to more personal service.

I have on occasion lost a local client for not going on in home appointment, However I know I have gained more then the few I lost by explaining I do not go on in home appointment because I base my business model on customer service and easy availability

 

[aheff]

Even if you had an office, my personal opinion is office meetings SUCK. So tell them you are coming over to their house!

Why do you think office meeting "SUCK"?? I love my office appointments. I do mostly f2f. While the majority of these appts are in their home, the appts in my office saves me valuable time, I have ALL that I need, and I believe is an indication of seriousness and professionalism.
That being said, I believe there is NOTHING wrong to having a home office and there is no reason to shy away from the fact. As long as the house is kept clean and you have a completely separate office that is very professional.

 

[somarco]

I can probably count on one hand the number of times it has come up. I suspect if this is happening with frequency there is something about your conversation that is giving them a reason to ask.

I can only think of one person that cooled to the idea I work from home. They asked if they could come to my office. I said no, my office is in my home and offered to meet at a coffee shop half way.

They declined.

On the flip side I have had people who wanted me to come to their home. When I explain that I am very busy and will do my best to answer questions by phone and email, most agree to go forward. I may have had 2 people refuse to do business with me unless I came to their home.

If you want to call me and give me your phone pitch I will be glad to give you feedback. My business model is 100% phone sales and has been for 20 years.

Even though you are working F2F there is something going awry in your approach.

 

[yorkriver1]

I believe that the home is a mess is often the reason for wanting to meet elsewhere. I have clients in places 1 or more hours away, and I almost always suggest we meet at a neutral place, like Starbucks or IHop, which covers the non-coffeehouse types. I do it by saying, "I can come to your house or we could meet at a place like _____ or ______. If they don't want me at the house, they go for the restaurant choice.
I am affiliated with an agency, so have the office option locally, too, though I don't keep my own office there. Usually, only locals want to meet there, maybe 1 in 10, others like Panera down the street from them, etc. Even the locals like home visits unless, see above.
Like many of you, I have also seen some who just don't mind how their house looks.
Before I became affiliated with a local agency one of my FMO's offered a conference room if needed. It never was. Having an office loan/hourly option agreement is a good idea if it will help sales.

 

[kennethbroyles]

I have a small inexpensive office about 2 blocks from my home. It's well worth the expense when you can. Office space is a buyers market today in many areas.

 

[Nikita]

I can probably count on one hand the number of times it has come up. I suspect if this is happening with frequency there is something about your conversation that is giving them a reason to ask.

I can only think of one person that cooled to the idea I work from home. They asked if they could come to my office. I said no, my office is in my home and offered to meet at a coffee shop half way.

They declined.

On the flip side I have had people who wanted me to come to their home. When I explain that I am very busy and will do my best to answer questions by phone and email, most agree to go forward. I may have had 2 people refuse to do business with me unless I came to their home.

If you want to call me and give me your phone pitch I will be glad to give you feedback. My business model is 100% phone sales and has been for 20 years.

Even though you are working F2F there is something going awry in your approach.

It doesn't come up that often and ONLY comes up when I am calling leads in the small town that I live in. When I am calling in other areas no one asks. But it has come up ENOUGH that I am looking into finding a small office or a shared space so there is an option for these situations. Every agent's business model is unique to their situation, their preferences, their skills. I prefer F2F when at all possible because I think you build a stronger rapport. I don't think it has anything to do with what I am saying or my approach. The truth is that there are about a dozen insurance agents in the small town that I live in and several of them are independent agents. I am the ONLY independent agent who works out of my home so this makes me unique and possibly is the reason for the question. Also, I have two dogs so it is awkward and difficult to have clients in my home office.

 

[kgmom219]

It doesn't come up that often and ONLY comes up when I am calling leads in the small town that I live in. When I am calling in other areas no one asks. But it has come up ENOUGH that I am looking into finding a small office or a shared space so there is an option for these situations. Every agent's business model is unique to their situation, their preferences, their skills. I prefer F2F when at all possible because I think you build a stronger rapport. I don't think it has anything to do with what I am saying or my approach. The truth is that there are about a dozen insurance agents in the small town that I live in and several of them are independent agents. I am the ONLY independent agent who works out of my home so this makes me unique and possibly is the reason for the question. Also, I have two dogs so it is awkward and difficult to have clients in my home office.

I have a home office and am very upfront about it. For Medicare, I think F2F works better for me for the initial meeting. After that (and annually) its all over the phone. I wish I was better via phone for Med Supp, but I'm not. I meet people at their financial planners office or for coffee. I never, ever have someone to my home nor do they know where I live. No one needs to know where you live if a claim goes badly. About once every 60 days, I get dragooned into going to someone's house and think "I wish I had an office". Then I realize its worth the 3 hours to not pay $1K/month for an executive suite.

Just asking...but how many do you think you lost because you don't have an office? What's your ROI for an office?

And do you really want a client that is such a PIA that they won't work with you because you don't have an office?

 

[insuranceconceptscindy]

I have an office in an Executive Suites building. Worth every single penny. I can see a lot more people when they come to me, as opposed to going to them. You can get offices by the hour at some locations- Regus? Those can get expensive though.
One of the main reasons I have a separate office is to have work/life balance. If I have my office in my house, I would either be working too much, or get distracted by home stuff (and my dog has a very loud bark). With an outside office, my work stays at the office and home stays at home.
It also gives you a little bit more credibility. With some, wealthier clients, they want to work with a professional (or perceived professional) that has an office. This, of course, is a generality, but I have experienced it.

 

[GreenSky]

You can get offices by the hour at some locations.

Cheaper to get a motel by the hour, although maybe not quite a clean as an office.

Rick