Overcoming Objections in FE Sales

[TPAAgent]

You'll spend 10 mins breaking the wall down, another 15 minutes gathering info

You'll get all excited the client wants to move forward

You'll spend another 15 minutes filling out the online app and it is at this time you realize you've made enough to pay that over due electric bill.

Everythings running smooth then you're ready to close this bad boy out and then ask

"Okay Mrs Jones, I've entered all the information, I'll just need to get your banking info and..."(dial tone)

 

[nfl72]

I was just promised some "residential" income from a lead company called YAL. Anybody ever hear of them?

 

[theinsuranceman]

You'll spend 10 mins breaking the wall down, another 15 minutes gathering info

You'll get all excited the client wants to move forward

You'll spend another 15 minutes filling out the online app and it is at this time you realize you've made enough to pay that over due electric bill.

Everythings running smooth then you're ready to close this bad boy out and then ask

"Okay Mrs Jones, I've entered all the information, I'll just need to get your banking info and..."(dial tone)

You don't want to say it that way, that's why you get the dial tone.

 

[0b1kanobee]

[/B]

You don't want to say it that way, that's why you get the dial tone.

Mrs. Jones, how did you say you would prefer to set up your life insurance premiums.........was it monthly or quarterly and with what method of payment?

OR

Mrs. Jones, what method of payment would you prefer for your life insurance and would you like that on a monthly or quarterly basis.

Or

Mrs. Jones, how would you prefer to receive your statement, monthly or quarterly and what would be the easiest way for you to have an automatic payment set up?

I don't know if any of these are good, I'm just thinking out loud.

I have done two med sups over the phone recently and in both cases I was able to get voided check copies no problem. For one, the son who just happened to be there took a voided check back to his house, scanned it and emailed it to me. I heard some people talking in the background and he said it was his son visiting so I asked him to put his son on the phone and then I introduced myself to him. Last thing I wanted was the senior to get off the phone with me and have the son tell him he was crazy giving out information over the phone.

 

[ims01]

Getting payment info is broken down into several steps. About seven minutes in you ask if they pay their bills by check. If they pay by money order, end the call. Later ask if they have bounced any checks in the last 30 days. Two more steps after that, but you'll have to contract with us to get them.

We use Balt Life INSpeed system so the operator will ask some questions so we dont have to.

You cant do these things by shooting from the hip.Selling FE over the phone has to be a well thought out and tested process.

 

[0b1kanobee]

but you'll have to contract with us to get them.

Maybe I'll just have my mom call you and buy some final expense over the phone while I record the call.

A lot easier than moving a crap load of contracts to you to get some info. I think that's what I'm gonna do. I'm gonna start calling some of these telemarketers back as if I missed a call and then record the call. After I talk with about 10 people from 5 to 10 different outfits, I'll have the perfect script.

 

[Newby]

I have done two med sups over the phone recently and in both cases I was able to get voided check copies no problem. For one, the son who just happened to be there took a voided check back to his house, scanned it and emailed it to me.

next time have the son take a picture of the voided check with his phone and email it to you. Works just as well as a scanner.

That's your tip of the day!

 

[ActingBoss]

You'll spend 10 mins breaking the wall down, another 15 minutes gathering info

You'll get all excited the client wants to move forward

You'll spend another 15 minutes filling out the online app and it is at this time you realize you've made enough to pay that over due electric bill.

Everythings running smooth then you're ready to close this bad boy out and then ask

"Okay Mrs Jones, I've entered all the information, I'll just need to get your banking info and..."(dial tone)

Classic.....because its true.

 

[VegasDB]

Ok, I went in the field for the first time with a friend that is a top producer with a life insurance company as he only works 2 days sometimes 3 days a week and I noticed some differences between doing it on the phone and f2f. Now out of the 8 appt there was one no show and the premiums for Final Expense written was higher and it seemed easier doing it f2f vs. Phone. The only downside that I saw was the fact that we drove all over the city and came across some interesting people but all in all it was fun.

 

[TPAAgent]

Ok, I went in the field for the first time with a friend that is a top producer with a life insurance company as he only works 2 days sometimes 3 days a week and I noticed some differences between doing it on the phone and f2f. Now out of the 8 appt there was one no show and the premiums for Final Expense written was higher and it seemed easier doing it f2f vs. Phone. The only downside that I saw was the fact that we drove all over the city and came across some interesting people but all in all it was fun.

F2F is always the best route- higher closing ratio- once you close a deal, ask your client about their neighbors.. name etc.. after you leave the house- knock on their neighbors door- you'd be surprised what you'll find. They're receptive when you explain you just left their neighbors house and they thought they might be intrested in some brochures etc...

I usually get an extra 2-3 apps a month.. not a whole lot but worth it and takes very little effort