Prospects Who Want Quotes Over The Phone

[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.

I might also add this guy is a 'fresh' direct mail lead

So unless he filled out dozens of return mailers from other lead vendors, this reaction/objection caught me off guard.

"just give me the quote now" must really mean something else?

Because the time it takes to have an agent do a quote over the phone is the same time it takes to do a quote in-home. So perhaps these people either have a problem waiting 24 hours? or just don't like people in their home? Or they have lost hope they can't get coverage?

IDK. It's still perplexing this guy keeps filling out the forms but when agents call him he's like 'oh I don't want to waste your time, I probably can't afford/wont get coverage anyways....just give me the numbers and let me determine if i want to meet with you...."

 

[DHK]

I posted this in another FB group, so I'll copy/paste it here:

Just to post this - stick to your practices and processes. You'll get greater respect for doing so.

I had a church member text me today asking for a quote for life insurance. (I did ask if she's been to the doctor recently - and she assured me that she just wants to get it off her 'checklist'.) She asked me to quote her a $250,000 policy.

I replied: "I can, but I can't. The reason I can't is because it won't serve your best interests for planning for you and your family. I know it's important to you, and I'm glad it is, but let's just say that I can do FAR more for you than just provide a quote."

I texted her a PDF copy of an outline of the work I do and I sent her a link for Tom Hegna's "The widow who thought she was a millionaire" and a link to "25 reasons to love life insurance" - in which I was quoted twice.

Her response: "Ok I will let you know when we can meet you. I was just trying to figure it out something here"

I simply replied: "Absolutely. You won't be disappointed!"

So, even if someone says "Give me a quote"... don't. Stick to your processes. It's the best way to serve others, rather than just "sell" them. It's also helpful to have something to send them that shows that you think in a bigger picture context than how they're thinking.


Just a follow-up: the same lady wanted me to send her quotes for a million of life insurance (at least she's increased the amount she's looking for). She said that she wishes I'd do the same so she can compare. (lol - she doesn't know on what basis to compare.)

I'm still sticking to my guns. I said "I don't offer quotes. I only do consultations. It's the same as going to an attorney and asking how much a living trust would cost. You expect advice, not just a quote. That's the level of service and professionalism that I do." Then I requested her email address so I can send her my ebook. (Still waiting for that.)

Even if she buys a policy "online", I expect that we'll still have an appointment and then I'll show her what I *really* do, and she may appreciate it more. But I won't work on "her agenda" and compare on "her terms". I must work on *my* terms.

 

[theleadingagent]

^^^That puts everything into perspective....thanks for sharing DHK

I do think with robodialers, scam artists, etc people are super skeptical.

Your book is a good idea/great way to show your credibility and make it more likely that prospects will do business with you vs. unknown joe blow agent

 

[WinoBlues]

When I was younger I was all about winning the battles. Now that I am old I let people win the battles, my eye is on winning the War.

 

[PA Bill]

One way you could take control of this to play it like Alex Trebek.
Them- "How much is it?".
You- "$9.95 a munt!".
Them- "For what?" (and away you go)
p.s.-Guess what? Apparently CP uses those commercials to generate in home appointments.

 

[pfg1]

I don't give quotes over the phone, but I also don't typically get people calling and asking for them really - unless they are already a client, or a solid referral from a client. If/when someone does ask, I do more along what DHK says. If they just want to know a ballpark price so they know what to expect, I can give them that with their understanding that we won't know for sure until they are underwritten.
I meet most everyone person and make them a client first, then we figure out what all they need, so my advice may not be valid for you.

I guess if someone was selling guaranteed issue or simplified issue, the price quoting would be more valid. I've seen folks paying for those products when they could easily qualify for a much better rate by going fully u/w.

 

[somarco]

Everyone does what works for them. As indicated earlier, I do give quotes to those who call.

If they say they already have lower rates I tell them to buy from those folks, I am busy. But if they want to ask questions, I will keep them on the line for a few minutes. Gives me a chance to feel them out. See if they are worthy of my advice or not.

I also have a landing page where they can run their own rates on a handful of carriers. That works for me as well. Separates the wheat from the chaff.

Petrowski (old timers will remember him) said he would NEVER put a quote engine on his site. He wanted to control everything from start to finish.

Guess that didn't work out so well for him . . .

 

[aikenhealth]

Everybody's approaches work differently. Everybody has what works for them. But what I have done is made personal videos of myself, and I posted them on my Facebook business page and then I boost them in a 25 - 30 mile radius. And people call me. They feel like they know me. Many times I have given them quotes Life Health, disability and 99% of the time they come back and buy from me. I don't try to be all things to all people. I don't do Nationwide quotes I stick to my 30 mile MSA But it works for me and all my referrals come to me. I don't buy leads. I may buy some Facebook advertising I may buy some newspaper advertising. I've even done a little local radio. But I find over and over people don't want to sit down for 2 hours. I share with them what happened when my sister died in a car accident and left her son $300,000. I share with them when my brother dropped dead of a heart attack and I only had ten thousand to bury him -real life examples and they usually buy $250k -$500k term -then we sit down to get the signatures but by then the selling is over

 

[sshafran]

Not everyone likes him but I do think I've learned a thing or two from him - Cardone would tell you to talk price up-front.

It's $105/mo - now here is what it covers....

Hiding price - to me - is dumb. But I'm in the Med Supp world, so the price is what it is. You can call 895 agents and you can't get a Plan G - Male - in NC for less than $96. So why would I hide that Plan G starts at $96 - and most pay a little more than the lowest?

It's not like I'm selling roofs (anymore) where we are trying to get $130/Sq, knowing we can go as low as $110/sq and still turn a profit, but trying to keep the margins as high as possible...

At the end of the day, with insurance, we don't determine price, so if we are doing our job and finding the client the best option, then giving a price should not be an issue.

I'm no FE expert but I would think that same logic would apply. You need $10,000 in coverage - well, it'll cost x based on your health. It is what it is.... can't afford it, then buy less coverage or ask your kids how they feel about go fund me...

 

[somarco]

I'm in the Med Supp world, so the price is what it is.

True, but I know some agents automatically quote non-tobacco discount WITH HH discount on everything.

I take the time to ask the tob question and if there is a qualifying spouse. When they say "Your rates are really high" then I ask what THEIR rate is. Then I qualify what the other agent did vs what I did. Most of the time that wins them over.

Sometimes they go stupid on me and say they will buy from the other guy because he has better rates.

OK, go have fun with that. Don't call me back when the first draft hits your bank and it isn't "right"