- Thread starter
- #11
Replacing Business
- Thread starter stumpy
- Start date
profithuner
Expert
- 62
You: "Great! Most people around here have no coverage at all. I'm glad to see you care enough about your family to have that taken care of. Let me ask you a question? If your current insurance company was willing to lower your monthly payments and send you nice check, would that interest you?"
Prospect: "Yeah, but they wont do that."
You: "You're absolutely right, because they dont have to. But their competitors will."
(Stolen from JD)
WOW! That's awesome!!!!!!!!!!!!!
- 19,654
That's not awesome to say at the door.
- - - - - - - - - - - - - - - - - -
If you are doorknocking from BRC's then you just have the card in your hand and tell them you are there about that. They sent it in for a reason. They had the insurance when they sent in the card.
Last edited:
profithuner
Expert
- 62
Something else for my tool box!
- 17,077
I had an appt recently. Wife is age 78 and on kidney dialysis and husband is 94 with dimentia. Not broke. Just completely in denial.
At one point she actually said " Yes, at my husband's age I guess we have to accept it COULD be sooner rather than later." (Did I mention she is on kidney dialysis?)
I said "Do you have today's newspaper?"
No, why?
(I was actually thinking: I need to make sure you guys aren't already listed in the obits)
Well I just wanted to make the point that most of the people in the obituaries are probably closer to my age (53). At MY age I need to start thinking about these things. At YOUR age you should have done this 10-years ago but at least it's not too late. At your husband's age...game over! The only $10,000 policy I can sell you for him will cost you $9,998.00
Worst case of denial I've had in a while.
- 495
One thing you can try is an annual review. In my experience not very many people have actually gone over their policy. Also not very many policyholders maintain regular contact with their agent. Here's an example:
Mrs Marry: I didn't mean to send that back. I already have coverage.
Me: That's fantastic Mrs. Marry!!! One of the things I do as your local agent for this little community is a free annual review. The policyholders love this because I help them decipher all that gibberish stapled between those fifty pages! I'd be happy to answer any questions you have about it.
Mrs Marry: Well you are so handsome, smart and funny. Come on in!!
That's kind of how it works for me anyway
Last edited:
- 2,452
I usually tell them that because people are living longer now, rates have come down on new policies and if they have had theirs for awhile they may have lower rates now available on their coverage. I tell them I just have to see if they qualify and ask them a few questions and its easier done inside then standing on their porch. Usually works and they let me in.
- 4,874
If you show them the DM card they mailed back in and they then say "we've already got insurance", you say "Of course you do, most of the people I visit with have insurance too.
Anyway, I've got the FREE information you requested, MAY I COME IN PLEASE? This is my suggestion for you since you mentioned "insurance" at the door.
These type of prospects, who sound like they are not going to buy, will turn into some easy sales if you can get inside the house and do a great warm up and do a great presentation.
You'd be better served to do the following:
Knock on the door with a friendly rhythm, don't knock with an intimidating sound.
When someone answers the door you say "yes ma'am, I was hoping you could help me. I don't know if I'm at the right place. I'm trying to catch up with Ms. Jones with that FREE information she requested. (You sound lost and sorta helpless, and Ms. Jones's defenses have dropped).
She says: "I'm Ms. Jones, what kind of free information?"
You say: "This is that FREE information you requested about the soc. sec. death benefit, the high costs of funerals, and these state regulated plans. I have your free information, may I come in please?" as you start to slowly, innocently start brushing your feet off.
Don't say "insurance" to early in the conversation, we all know "insurance" makes a lot of people throw their shields up.
Anyway, I've got the FREE information you requested, MAY I COME IN PLEASE? This is my suggestion for you since you mentioned "insurance" at the door.
These type of prospects, who sound like they are not going to buy, will turn into some easy sales if you can get inside the house and do a great warm up and do a great presentation.
You'd be better served to do the following:
Knock on the door with a friendly rhythm, don't knock with an intimidating sound.
When someone answers the door you say "yes ma'am, I was hoping you could help me. I don't know if I'm at the right place. I'm trying to catch up with Ms. Jones with that FREE information she requested. (You sound lost and sorta helpless, and Ms. Jones's defenses have dropped).
She says: "I'm Ms. Jones, what kind of free information?"
You say: "This is that FREE information you requested about the soc. sec. death benefit, the high costs of funerals, and these state regulated plans. I have your free information, may I come in please?" as you start to slowly, innocently start brushing your feet off.
Don't say "insurance" to early in the conversation, we all know "insurance" makes a lot of people throw their shields up.
Last edited:
cpete1993
Expert
Excuse me, but does a two year contestability clause mean anything to you all? And when you go around replacing policies based on price, it sends a message to the policy holder that their insurance is not important. It's just a matter of how much you pay for it. If its not in the client's best interest, leave it alone! Find those who need additional coverage and those who have no coverage. There are enough of those to go around.
