Prospects Who Want Quotes Over The Phone

[theleadingagent]

What type of leads? What are you selling? If this is final expense then you should put in the FE forum or you going to get all kinds of lead burning answers here.

You need to be the one asking the questions. Take control of the conversation.

They say "How much is this going to be?"

You say, "It sounds like price is important to you, isn't it?"

"Of course it is," they say.

"I get it, none of us have any extra money laying around do we? That's exactly why you got that card. We believe no on e should have to pay more for this coverage than they have to. That's why we can quote over 3000 insurance companies, and one of them will be the absolute best fit for you. You do want a quote form the lowest priced option you qualify for, don't you?"

"Of course I do."

"Ok, great! I'll figure that out for you within five minutes of getting there and then I'll be on my way. Would later today work for you, or would tomorrow afternoon be better?"

"Can't you tell me how much its going to be?" they say.

"Now? you ask.

"Yes."

"No. Would later today or tomorrow afternoon be better for you?"

You need to be the one asking the questions, not them. It won't go exact, of course. The point is to be in control of asking for the appointment, setting the appointment, and then getting off the phone and onto the next call.

You have a good point here

I’ll do more of questions because I see how that allows them to think of only what I ask (instead of their endless defense mechanisms and objections an allows me to guide the conversation/prepare what to say next

I think I have zero patience (especially for people who request help, I offer to help, but yet they want to get into negotiations and power plays in the first few minutes of the call) and I need to work on that.

 

[Life Hawk]

lol! Times like that I wish I was selling globe with their 100k for $3.95

Run a bait and switch.

 

[theleadingagent]

I wrote a tremendous amount of business. By emailing them or verbally giving them a pretty good idea of their quote. Fewer and fewer people want to take the time to meet They what cut to the chase apply over the phone and have someone to call after the policies in place.

Never thought about that

I guess in that case I think that the lead companies should make it clear quote/buy by phone vs. quote/by with local agent

 

[Tahoe Ray]

You have a good point here

I’ll do more of questions because I see how that allows them to think of only what I ask (instead of their endless defense mechanisms and objections an allows me to guide the conversation/prepare what to say next

I think I have zero patience (especially for people who request help, I offer to help, but yet they want to get into negotiations and power plays in the first few minutes of the call) and I need to work on that.

I will ask those who have more experience with leads in general to chime in but I wonder if it depends on how the lead was generated. I could be 100% wrong about this but I'm guessing mortgage protection leads are younger, currently work, and are going online looking for coverage.

For instance, I organically generate my own leads online and do 100% of my business over the phone/email/text. If I were to ask every client for a f2f appointment, I think I would get a lot of pushback. Often the first time I talk to a client is when we are doing an application.

If they're mailers/facebook/telephone etc. then I will defer to others with experience as to the best approach.

 

[theleadingagent]

Run a bait and switch.

Just give em exactly what they asked for.

“Bob you said you wanted life insurance for a dollar....well here it is!”

 

[theleadingagent]

I will ask those who have more experience with leads in general to chime in but I wonder if it depends on how the lead was generated. I could be 100% wrong about this but I'm guessing mortgage protection leads are younger, currently work, and are going online looking for coverage.

For instance, I organically generate my own leads online and do 100% of my business over the phone/email/text. If I were to ask every client for a f2f appointment, I think I would get a lot of pushback. Often the first time I talk to a client is when we are doing an application.

If they're mailers/facebook/telephone etc. then I will defer to others with experience as to the best approach.

Interesting!

If I knew how to sell over the phone and if I thought people would buy over the phone I would.

 

[theleadingagent]

Give them my number. I'll do it.

I routinely give them the options before I decide if I want to drive my happy ass out there. I also have to know that they have a bank account and if we are starting it now or next month.

To get a quote I need all the meds and med Hx.

Much easier to just send them to me.

Bet! You splitting commissions though

 

[Tahoe Ray]

Interesting!

If I knew how to sell over the phone and if I thought people would buy over the phone I would.

I don't really sell anything. Just email/text back and forth. Explain options and what's out there, highlight my experience/independence, review pros/cons, include a little trust building via social proof, etc. The client decides what they eventually want to buy (if anything).

I don't want to chase people or "convince" them that they need what I have to offer. I want them to understand what's available, learn what's out there, select their best option, and then do an eAPP with me.

Oh, and people absolutely buy over the phone.

 

[WinoBlues]

Fewer and fewer people want to take the time to meet They what cut to the chase apply over the phone and have someone to call after the policies in place.

That. in many cases it is whether it is Term, Permanent or 'FE'. I will get a request for a Term quote. I give them the blood, urine and medical records option that takes about 45 days I also give them the Simple Issue option that takes none of that and can be issued placed in several days. Today the SI can be at or lower cost than the blood and urine option. I am happy to write either.

Anyway, I got a little bit steamed, and gave them the date, time and location of the meeting. They called back and were really nice about it, they apologized and told me to forget it, it was fine.

I have gotten the same call. I usually send them the pic of the insured's ID that is laying on the app. I make it a habit to laying out the IDs of everyone at the meeting and take a cell pic. Many times also the SS card, DRs appointment card, and even the meds bottles. Takes an extra minute or two and there is a chit load of info there.

"No. Would later today or tomorrow afternoon be better for you?"

Then they answer 'No, I would like the quote now please.' ?

He's selling mortgage protection.

Then he is lucky to get them on the phone to begin with. A load of term sold online and over the phone. Make them a client first.

I think I have zero patience (especially for people who request help, I offer to help, but yet they want to get into negotiations and power plays in the first few minutes of the call) and I need to work on that.

Let them win. Your goal is to win the deal, not the argument.

Run a bait and switch.

Government-approved plan to pay ..... Just dropping off the information ....

All IMohsoHO

 

[theleadingagent]

That. in many cases it is whether it is Term, Permanent or 'FE'. I will get a request for a Term quote. I give them the blood, urine and medical records option that takes about 45 days I also give them the Simple Issue option that takes none of that and can be issued placed in several days. Today the SI can be at or lower cost than the blood and urine option. I am happy to write either.




I have gotten the same call. I usually send them the pic of the insured's ID that is laying on the app. I make it a habit to laying out the IDs of everyone at the meeting and take a cell pic. Many times also the SS card, DRs appointment card, and even the meds bottles. Takes an extra minute or two and there is a chit load of info there.



Then they answer 'No, I would like the quote now please.' ?



Then he is lucky to get them on the phone to begin with. A load of term sold online and over the phone. Make them a client first.



Let them win. Your goal is to win the deal, not the argument.



Government-approved plan to pay ..... Just dropping off the information ....

All IMohsoHO

I know....I'm trying to find that middle ground.....if there is one.

I have to do it the way I was trained = set the appointment by phone, present/close in-home

but they want to do it their way = "just give me the quote now/on the phone"

The only solution I can think of from reading yalls responses is partner with an agent who sells by phone/email and split commission (untill I figure out a system to sell a policy to those types of prospects who want it done by phone/email)