HVelocity
Expert
What are your most successful prospecting methods for DI? Individual dI.
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I am just commenting so my account will automatically follow this post. I look forward to hearing from those who focus on individual DI.What are your most successful prospecting methods for DI? Individual dI.
What are your most successful prospecting methods for DI? Individual dI.
I am just commenting so my account will automatically follow this post. I look forward to hearing from those who focus on individual DI.
Yeah, we call it walking and talking. Where does everyone go to get contractors. I was thinking of maybe loitering at the Home Depot at 6 am...
I'm still fairly new to this market, since I'm not interested in ACA AT ALL. I've moved toward DI, CI, and Life, as well as simple accident plans w/ DI for those who do not qualify medically for straight DI. I switched to this from almost all health and life back a few years ago--all the changes in health insurance I have no interest in as far as selling goes.
What I do is cold call businesses (and I rarely did this when in health insurance, where I bought leads). I would like to get more white collar (doctors, lawyers, etc), but they are hard to get to through gate keepers, for me anyway. I do have some and have now gotten introduced to a few surgeons and such, that I go to their personal events, but still it's hard for me to get more white collar, simply because most have major gate keeping going on.
So, my focus is mostly on cold calling blue collar farmers, well drillers, builders, roofers, any contractors, etc (and I will add that many of these policies end up being higher than I once thought they would be---I've had plenty of farmers take two or three policies and pay a year in advance---this was kind of surprising to me). These guys too can have major gate keepers, but I get through to many times more of these guys than the white collar guys. If anyone knows of great ways to reach the white collars, please inform.
I do walk and talk, but I get more immediate solid appointments out of cold calling with a good, solid script, at least for an introduction, then I start a real dialogue based on what I learn. I base this on the numbers. I'm sure it's a difference of preference and what your comfortable with though. I get nervous just walking and talking, whereas my confidence is higher just cold calling, therefore more appointments.
I have a few colleagues who do what is called, "pre-approaches". This is where they call business owners and just set up a time that would be good for them to come in and introduce themselves, and show them a little bit about what they do. This isn't my thing. It seems like it would be a time waster to go out giving "free" info all over town, not to mention the gas that's used. I've tried this a little bit, but can't get into it. Some of these same colleagues also belong to a BNI group or whatever, but I still think for me, I do best just calling right out of the yellow pages.
A good script and solid appointments made by cold calls works for me. I actually call straight out of the yellow pages. Not that I'm a super star, because I surely am not, but I do rather well for myself this way. I aim for 6 appointments and usually sell three or four of whatever comes up a week when I'm staying on track with my own goals. I also set these appointments right from my dining room desk. Is what it is.
I come across a lot of uninsurables as well, so what I do with these people is an Acci-Flex by Assurity loaded all the way up with a ROP. Nets me a decent commission and blue collars love it. It's a win/win. I do at least one of these a week from cold calls, when I am sticking to my calling hours.
With all this said, I just went on an extended vacation and I'm having a hard time getting myself re-started. This is why I'm hanging around in the forum...hoping it jump starts me back into full mode.
Sorry if this was long winded. Find what works for you. Everyone is different.
What's your intro like for cold calling?
Congrats on the switch over, hope you get jump-started (try reading go for no)
I'm still fairly new to this market, since I'm not interested in ACA AT ALL. I've moved toward DI, CI, and Life, as well as simple accident plans w/ DI for those who do not qualify medically for straight DI. I switched to this from almost all health and life back a few years ago--all the changes in health insurance I have no interest in as far as selling goes.
What I do is cold call businesses (and I rarely did this when in health insurance, where I bought leads). I would like to get more white collar (doctors, lawyers, etc), but they are hard to get to through gate keepers, for me anyway. I do have some and have now gotten introduced to a few surgeons and such, that I go to their personal events, but still it's hard for me to get more white collar, simply because most have major gate keeping going on.
So, my focus is mostly on cold calling blue collar farmers, well drillers, builders, roofers, any contractors, etc (and I will add that many of these policies end up being higher than I once thought they would be---I've had plenty of farmers take two or three policies and pay a year in advance---this was kind of surprising to me). These guys too can have major gate keepers, but I get through to many times more of these guys than the white collar guys. If anyone knows of great ways to reach the white collars, please inform.
I do walk and talk, but I get more immediate solid appointments out of cold calling with a good, solid script, at least for an introduction, then I start a real dialogue based on what I learn. I base this on the numbers. I'm sure it's a difference of preference and what your comfortable with though. I get nervous just walking and talking, whereas my confidence is higher just cold calling, therefore more appointments.
I have a few colleagues who do what is called, "pre-approaches". This is where they call business owners and just set up a time that would be good for them to come in and introduce themselves, and show them a little bit about what they do. This isn't my thing. It seems like it would be a time waster to go out giving "free" info all over town, not to mention the gas that's used. I've tried this a little bit, but can't get into it. Some of these same colleagues also belong to a BNI group or whatever, but I still think for me, I do best just calling right out of the yellow pages.
A good script and solid appointments made by cold calls works for me. I actually call straight out of the yellow pages. Not that I'm a super star, because I surely am not, but I do rather well for myself this way. I aim for 6 appointments and usually sell three or four of whatever comes up a week when I'm staying on track with my own goals. I also set these appointments right from my dining room desk. Is what it is.
I come across a lot of uninsurables as well, so what I do with these people is an Acci-Flex by Assurity loaded all the way up with a ROP. Nets me a decent commission and blue collars love it. It's a win/win. I do at least one of these a week from cold calls, when I am sticking to my calling hours.
With all this said, I just went on an extended vacation and I'm having a hard time getting myself re-started. This is why I'm hanging around in the forum...hoping it jump starts me back into full mode.
Sorry if this was long winded. Find what works for you. Everyone is different.