Prospects Who Want Quotes Over The Phone

[theleadingagent]

Is meeting them a requirement for the company you represent?

From what I understand we have to witness the signature from the insured.

So I suppose technically I could give quotes over the phone but the company only provides training for in-home quotes/sales presentations so I don't know how to do it any other way

 

[WinoBlues]

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.

Then your persistence must suck. Because, the F2F guys replace everything sold over the phone.

Bet! You splitting commissions though

Ya think?!? I have done splits, gotten or given cases from and to a lot of agents here. Agents from several of the IMOs here.

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.

Order Taker!!!

and if I thought people would buy over the phone I would.

I remember hearing that from the dinosaurs when Select Quote first appeared. About 1985 I think. It is a failed model I am sure.

Every type of Insurance is being sold at this very moment over the phone. And not just by some mook in a call center that was selling earbuds at best buy yesterday. SellTermLife.com

 

[WinoBlues]

I am coming across as if I am hammering on you. I do not mean to. A couple of these guys gave you some methods to overcome the objection to F2F quotes. However, you need to evaluate your prospect base. If these are new homeowners they are probably not the type of people that are easily lead.

If you are trained to push to get in transitioning, someday, into doing it over the phone should be easy. If you are not going to write the people that are not going to meet you F2F find an agent to split with. Otherwise, some guy at the other end of a website is eating your cheese.

Sounds like you are captive to one upline or company. Unless you are ready to go on your own stick to their plan. Me personally I would have an exit plan also.

 

[theleadingagent]

You have a point Wino

I feel a little out of it not realizing there is more than one way and just assuming that people prefer in-home agents to come out and explain policy options.

Most of my prospects are from direct mail, but some have responded by phone or online (so those I would understand if they want the quote by phone)

I noticed in the link you sent, the main website has a book about selling over the phone. I'm going to read it to see if I can get some ideas in case I encounter those 'give me the quote over the phone' type people

 

[Newby]

Back when I was in the field most FE companies didn’t allow phone sales. So here is what I said that worked well sometimes.

Why can’t you give me a quote on the phone?
Do you ever get those mailers from AARP or Globe Life?
Yes.
Well if you look on those, that is about as good of rates and terms as you can get buying by phone or through the mail. To get better rates the insurance companies will require an agent to meet with you and do the field underwriting. That keeps the applications more accurate and allows most people to qualify for better rates and much more favorable terms. As they say, 15 minutes can save you a lot of money.
I can spend a few minutes with you tomorrow at 9:15

 

[somarco]

I give quotes by phone all the time. Those are usually 2 minute phone calls. Some buy. Some don't.

If they buy, great. If not, great. If I could do 30 of those per hour I wouldn't be on here as much.

@ 30/hour I win more than I lose.

 

[Markthebroker]

How do you guys handle prospects who are like this:

"I just want a quote over the phone THEN I'll decide to meet"
"I don't want to waste your time"
"I've gotten several quotes and they are too high"

*Our company doesn't let us sell insurance over the phone - although sometimes I wish I could so I wouldnt have to drive around as much - so I don't understand why some of these prospects don't just call into a call center and buy that way???

Are you able to turn their mindset around and book appointments with these types of prospects or are they just a lost cause?

I wouldn't even quote with someone like that. I would not quote with someone unless I have a high chance of closing and keeping it, and all these things indicate the opposite.

 

[PA Bill]

Phone selling is one thing, someone blowing you off is another.

 

[Alston]

I try to stay away from the Q word when I can. When I get to start that part of the conversation, I ask if they want a my recommendation.

If they initiate, I'll start asking underwriting and other questions. If they aren't forthcoming, I'll give them a price range.

 

[theleadingagent]

I wouldn't even quote with someone like that. I would not quote with someone unless I have a high chance of closing and keeping it, and all these things indicate the opposite.

That's kind of how I feel at current

Like in my mind I see it as "I'm trying to help you, I'm the authority in this area, so you don't dictate how I do business"

I also feel like these people who demand quotes over the phone are the types that once you go through the work, give them the quote over the phone, they'll be like 'ok thanks' and hang up.

I do the same in home. If I feel like the prospect is being pushy, rushing me, and won't let me do my job how I do best then I don't even go through the effort/work of giving a quote.

I get time is valuable and I refuse to waste mine or anyone else's but it is frustrating when prospects are like this