Second Appointments?

[Funguy]

Hey guys,

1) Sometimes at the end of the meeting the person told me they needed to discuss with their family member before signing the application; then some days later I called them made another appointment & I went to their house and they signed the application & they gave me a voided check.

2) Other situations (more often) where I called them back for another appointment & they told me they have changed their mind or their family member has told them not to go forward with this etc

Do experienced producers also go through this?

Any advice would be appreciated.

Thanks,

Funguy

 

[goillini52]

Hey guys,

1) Sometimes at the end of the meeting the person told me they needed to discuss with their family member before signing the application; then some days later I called them made another appointment & I went to their house and they signed the application & they gave me a voided check.

2) Other situations (more often) where I called them back for another appointment & they told me they have changed their mind or their family member has told them not to go forward with this etc

Do experienced producers also go through this?

Any advice would be appreciated.

Thanks,

Funguy

You might try asking them when setting the appointment if anyone else will be involved in the decision making process...if so set the appointment for when that person can be there.

 

[Rearden]

You need to smoke out the think about it objection.

Usually, they're hung up on something -- you, price, coverage. Rarely do they REALLY need to talk to someone.

 

[Stephen]

Try lowering the face amount and seeing if they will bite on a lower premium. Better to have some coverage in place while they are thinking about it, and they can always take out more coverage later on.

 

[jdeasy]

Hey guys,

1) Sometimes at the end of the meeting the person told me they needed to discuss with their family member before signing the application; then some days later I called them made another appointment & I went to their house and they signed the application & they gave me a voided check.

2) Other situations (more often) where I called them back for another appointment & they told me they have changed their mind or their family member has told them not to go forward with this etc

Do experienced producers also go through this?

Any advice would be appreciated.

Thanks,

Funguy

FE is a one call close. If I don't get the application at the first meeting then I failed there and move on to next.

I do not call people back when I leave without an application. A very few of them are telling the truth and do need to think about it without my being present and/or really intend to talk to someone else about it. Those people do call me back. If someone calls me then I will go back and write the application but the second call has to made by them.

I get called back maybe 10-12 times in a year so approximately once a month. Nothing to count on.

I haven't always done it that way. Early in my career I chased those maybes until I learned that it was a waste of time.

 

[jjrardin]

FE is a one call close. If I don't get the application at the first meeting then I failed there and move on to next.

I do not call people back when I leave without an application. A very few of them are telling the truth and do need to think about it without my being present and/or really intend to talk to someone else about it. Those people do call me back. If someone calls me then I will go back and write the application but the second call has to made by them.

I get called back maybe 10-12 times in a year so approximately once a month. Nothing to count on.

I haven't always done it that way. Early in my career I chased those maybes until I learned that it was a waste of time.

After reading several posts on the one call close, I took a hard look at some of my clients/policies. The ones I have to chase have a much higher lapse rate. That being said, just proves your point to me. I would like to know what kind of parting words you leave with those that don't commit with a no.
I mean, past going into uncovering the reason, premium, don't understand coverage, don't have the budget, gotta talk to the kids... After you go through all of that and they are still non-committal, what do you say?
"here's my card" ??

Thanks for any info,
Jim

 

[jdeasy]

After reading several posts on the one call close, I took a hard look at some of my clients/policies. The ones I have to chase have a much higher lapse rate. That being said, just proves your point to me. I would like to know what kind of parting words you leave with those that don't commit with a no.
I mean, past going into uncovering the reason, premium, don't understand coverage, don't have the budget, gotta talk to the kids... After you go through all of that and they are still non-committal, what do you say?
"here's my card" ??

Thanks for any info,
Jim

Yep, pretty much. I've already done the things mentioned in the thread. Asking if we whould call the kids, uncle or whoever. Lowering the face and premium. Whatever to get the application filled out. I no longer use the "think about it" close so that's out the window anyway.

I simply say, "you have my card, if something changes give me a call".

 

[deadhead]

I work close to home and a lot of my leads are close together. I will go back. Not much time out of my day. It's about 50%. Had two this week that were sales. I had a house with two sales this week that originally wanted to think about it. Just kept on going with the meeting. It boiled down to they did not have the money right then. When I told them that the first premium would be drafted first of November there were no more objections. If you hear an objection just keep going usually it is a smokescreen. If you listen you can hear the close triggers

 

[Rearden]

For the first time. I asked a lady to call her daughter since she needed to run it by her.

She dialed her, we talked, and closed the business.

 

[Cornelius]

Do they need insurance? If so then just be up front and resell the need. Who is going to pay for the funeral, etc.? Life events doesn't think about anything. It just happens.