Prospecting/Hitting Doors:People that Say to You "can You Come Back" or "when Are You Going to Be Ba

[nfl72]

Re: Prospecting/Hitting Doors:People that Say to You "can You Come Back" or "when Are You Going to Be Back in the Area"

When I am running leads with no appointment and they ask me to come back I learned many years ago while selling combined insurance a couple of things that can work quite well.

The first thing to do is defuse the situation. Agree with them.

"Mrs Jones, I realize your busy and Id be more than happy to schedule an appoint for another time, but before we even do that lets just take a couple of minutes right now and make sure we have what it is your looking for. And then if it sounds like we can help you we will schedule an appointment for a later time.

Fair enough? then shuffle the feet. slightly.

If they object try something else or just leave via the "losers walk". "Go Back to your 1983 rusted out Olds Cutlass, walking slowly, with your head down and slouched shoulders". Not only will you act and sound like a loser, you will look like one too.


As far as JD's statement. I think the point he is trying to get across is don't beg them for anything and don't chase them. You need to be in control and things are going to get done your way, not theirs. If they want the help and you sound like you can help them, most of the time you will get in.

Take control of the situation

 

[SPUR CITY]

It's about having the right equipment at the right time. As good as Michael Jordan was, he wouldn't be nearly as effective if you put him in a basketball game wearing boots.

Being able to overcome the situation at hand with knowledge and experiences can set you apart. If you are new, having door scripts, live audios/videos and watching someone do it first hand with success can help. Now, you won't get in every time BUT the goal is to get in more times than the average agent.

Superstars seem to do just a tad bit better in more areas than the average agent and those TADS add up to a significant difference.

 

[HoosierLife]

I guess he didn't know you were packin'.

No, I doubt it. And for you 2A haters I never even once thought about drawing on the guy.

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Maybe next time you may not want to share the fact that you think his ugly with him.

I didn't tell him he was ugly. I'm sure he knew.

 

[rousemark]

Re: Prospecting/Hitting Doors:People that Say to You "can You Come Back" or "when Are You Going to Be Back in the Area"

If they object try something else or just leave via the "losers walk". "Go Back to your 1983 rusted out Olds Cutlass, walking slowly, with your head down and slouched shoulders". Not only will you act and sound like a loser, you will look like one too.

Sorry.. but you aren't getting into every house and just becasue you have to walk away, there is no need to walk away as a "loser".. Leave with your head high and a spring in your step, indicating to them their business is not all that important to you as you have plenty of clients that want to do business with you. It is their loss, not yours.

 

[Rearden]

Re: Prospecting/Hitting Doors:People that Say to You "can You Come Back" or "when Are You Going to Be Back in the Area"

It's about having the right equipment at the right time. As good as Michael Jordan was, he wouldn't be nearly as effective if you put him in a basketball game wearing boots.

Being able to overcome the situation at hand with knowledge and experiences can set you apart. If you are new, having door scripts, live audios/videos and watching someone do it first hand with success can help. Now, you won't get in every time BUT the goal is to get in more times than the average agent.

Superstars seem to do just a tad bit better in more areas than the average agent and those TADS add up to a significant difference.

This reminds of a passage in Brain Tracy's Advanced Selling Techniques where he describes how a salesperson can have an exponential effect on his results, simply by becoming a little bit better at all the fundamentals.

Think of all the skills a final expense agent must master; appointment-setting, fact-finding, closing, door-knocking, mastering product knowledge, handling objections.

If an agent can get into just one more door, make just one more appointment, or simply close 5% more than the average, every day, he will have exponentially-higher results, even though he's not necessarily the master of anything.

I think about my personal performance, and really the only reason I've lasted is that my work ethic is better than most. I simply have went to bat more than most, and have developed my skill level further because of it.

 

[nfl72]

Re: Prospecting/Hitting Doors:People that Say to You "can You Come Back" or "when Are You Going to Be Back in the Area"

"Sorry.. but you aren't getting into every house and just becasue you have to walk away, there is no need to walk away as a "loser".. Leave with your head high and a spring in your step, indicating to them their business is not all that important to you as you have plenty of clients that want to do business with you. It is their loss, not yours. "


that statement reminds me of parents today that want their kids to play baseball without keeping score.

sorry but there are going to be winners and there are going to be losers. if you take the necessary steps and say the right things you won't lose nearly as often.

 

[rousemark]

Re: Prospecting/Hitting Doors:People that Say to You "can You Come Back" or "when Are You Going to Be Back in the Area"

"Sorry.. but you aren't getting into every house and just becasue you have to walk away, there is no need to walk away as a "loser".. Leave with your head high and a spring in your step, indicating to them their business is not all that important to you as you have plenty of clients that want to do business with you. It is their loss, not yours. "


that statement reminds me of parents today that want their kids to play baseball without keeping score.

sorry but there are going to be winners and there are going to be losers. if you take the necessary steps and say the right things you won't lose nearly as often.

Just becasue you "lost", you don't have to let the other person know it. You act like a loser, you will be one.

 

[HoosierLife]

And I thought we were friends. A$$hole! :-)

I don't think you're a redneck

 

[smokin goose]

I don't think you're a redneck

Ha!!!!!!! .

 

[nfl72]

Re: Prospecting/Hitting Doors:People that Say to You "can You Come Back" or "when Are You Going to Be Back in the Area"

hey rouse I was just kidding about the losers walk. yes I agree, I get a lot of satisfaction about getting up and leaving a clients home with the attitude I don't give a ****.

the problem is too many people take for gospel what the client tells them. don't go to the door with the mindset of scheduling an appointment. go there with the attitude, Your Getting In!

Its a question of how many no's will you accept before you give up, and schedule the appointment far enough ahead so they can come up with a different excuse when and if you go back.

Setting appointments for a later date is really not much different than a BeBack in the car business.

Well Mr. Jones when you come back make sure to ask for BlueBoy, as I will be the one holding my breath.

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and yes bebacks do happen from time to time but don't bank on them. Bebacks are much more apt to happen at a Toyota or a Honda store, as the average buyer is much more intelligent and is more apt to leave the store and do more research, before they spend $250 per month.

The average FE buyer is suggesting you should come back because they don't have the balls to tell you they don't want it or can't afford it. Most of the time they are just putting off the inevitable.