Qualifying/ Screening Over the Phone?
- Thread starter Funguy
- Start date
- 19,673
I do none. First, what is the goal of your phone call? If it is to get in front of them then do not qualify. If your goal is to sell the plan over the phone then you will need to qualify and prep them for the process.
Just for clarification, I'm answering as setting appointments and/or selling FE since this is in the FE forum.
Last edited:
- 26,179
My guess since this is in the FE forum you will get more people telling you not to prequalify or do a minimal amount. As that will come mostly from guys that only do FE I would probably listen to them.
I however, Rarely, if ever, go on an appointment that I have not prequalified. Does not matter to me if it is a $20,000. SIWL or a 5 million dollar GUL. Pretty much I I fill out my "Green Sheet" Which is a short questionnaire to give me a general idea of who I am talking to. Name, DOB, Address, Some health info. Beneficiary etc.
I have been doing it this way for years. Works for me.
Lee
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My post crossed with JD's
JD what is FGE?
Lee
- 19,673
Haha! That's fingers too large for the keyboard.
- 26,179
- 19,673
No, I don't have those. I saw your question in the other thread. That rate doesn't seem correct though.
- 5,309
I've done both extremes.
Here's what works best.
Sell the appointment; pre-qualify in the sales presentation.
Just get in the door. That is all that matters.
Here's what works best.
Sell the appointment; pre-qualify in the sales presentation.
Just get in the door. That is all that matters.
- 26,179
- 15,041
Take your pick, qualify or don't over the phone. Just two things:
1. Be consistent. If you are going to pre-qualify, pre-qualify everyone. If you aren't, then don't pre-qualify at all. Now, if you normally don't pre-qualify and it will be a very far drive for just one appointment/lead, make an exception.
2 Work from a position of plenty. If you have enough leads to keep you busy, you won't get all bummed out because one person wouldn't let you pre-qualify, or because you didn't pre-qualify and they were a tire-kicker.
1. Be consistent. If you are going to pre-qualify, pre-qualify everyone. If you aren't, then don't pre-qualify at all. Now, if you normally don't pre-qualify and it will be a very far drive for just one appointment/lead, make an exception.
2 Work from a position of plenty. If you have enough leads to keep you busy, you won't get all bummed out because one person wouldn't let you pre-qualify, or because you didn't pre-qualify and they were a tire-kicker.
There's always the exception to the rule. You just pointed a couple out in this case. Good post!
