Setting Appointments from Received Lead Cards

[RonSmith1984]

so I was going through the motions, trying to play it out in my head and I figure that most folks probably have some sort of a script they use when contacting prospects to set up an appointment.

having never done this before I would love to hear what some of your appointment setting scripts sound like

Im thinking something along the lines of:
"Hi (Prospects first name) this is Ron Smith, I was calling you regarding your request that you submitted for information about one of the low cost programs designed help with burial/funeral service.

(If customer seems interested)
Now (prospects name) I will be in your neighborhood tomorrow helping someone just around the corner in planning out their final expense plan, I can swing by soon as Im done, which time would be best for you? I have XX open and XX


(Customer doesnt seem interested)
Now (prospects name) the only reason I am calling is because you filled out the card you received requesting information to assist in low cost funeral and burial expense planning so that your family wont be burdened with the unexpected costs, and i would like an opportunitty to sit with you to go over the low cost options. Can I swing by tomorrow at XX:


what do you guys think?What are some you guys use?
In every line of sales theres always some sort of a "duzey" of a line....Im sure there is one for setting appointments. Just curious on some of the ones you guys find to be your most successful

 

[theinsuranceman]

Your upline won't help you? Tell them to earn their over-writes.

 

[RonSmith1984]

Your upline won't help you? Tell them to earn their over-writes.

Im actually not in the business yet but have been putting a lot of thought into it.
Just trying to learn what I can now to make sure that should I decide to make the change, ill be as prepared as can be.

 

[GreenSky]

You might go to Don Runge : Lead Training. Costs a few bucks but damn good training.

You other option is to join www.iliaa.org. (Disclosure: I'm a partner). It's only $1 for the first month and lots of great recorded webinars on FE and other subjects.

Hope that helps.

Rick

 

[jdeasy]

You might go to Don Runge : Lead Training. Costs a few bucks but damn good training.

You other option is to join www.iliaa.org. (Disclosure: I'm a partner). It's only $1 for the first month and lots of great recorded webinars on FE and other subjects.

Hope that helps.

Rick

You are right on the money with both of those. Runge is great and you can't beat the iliaa for the money.

 

[rousemark]

s

(If customer seems interested)
Now (prospects name) I will be in your neighborhood tomorrow helping someone just around the corner in planning out their final expense plan, I can swing by soon as Im done, which time would be best for you? I have XX open and XX

Have never liked this approach.. Think you should make prospect feel they are important, not just someone that is entitled to a few minutes of your time while "you are in the neighborhood" or after you have completed your business with the more important client. JMHO

 

[TPAAgent]

Never call...

ALWAYS DROP IN

Your closing ratio will increase

Trust me when I tell you this

 

[RonSmith1984]

Never call...

ALWAYS DROP IN

Your closing ratio will increase

Trust me when I tell you this

Its easier to hang up a phone than it is to slam a door....I agree, but on the other end of it I would always drop in on those I couldnt get in touch with to make an appointment....

TPA I assume you tried both methods but you found that ALWAYS dropping in rather than trying to make appointments worked better for you?

 

[Sac 916]

You might go to Don Runge : Lead Training. Costs a few bucks but damn good training.

You other option is to join www.iliaa.org. (Disclosure: I'm a partner). It's only $1 for the first month and lots of great recorded webinars on FE and other subjects.

Hope that helps

Rick

That is some good stuff.
Thanks.

 

[GeminiGroup]

Its easier to hang up a phone than it is to slam a door....I agree, but on the other end of it I would always drop in on those I couldnt get in touch with to make an appointment....

TPA I assume you tried both methods but you found that ALWAYS dropping in rather than trying to make appointments worked better for you?

I think it depends on how hungry the agent is and what they are willing to pay for success.

a) Calling to set appointments "feels" easier and more professional (to some) but you pay more with 1) by needing more people to talk because folks say "no thanks" to hearing you out MUCH easier over the phone, which means you'll need more paper (leads$$) to burn.
* Plus, if you reach a prospect by phone and he gives you some gibberish....you've blown your ability to just drop by.

b) The drop by method "cost" more shoe leather and gas $ (map your routes, well) Many times it's easier to get "heard" cause you're there already, so your contact/appointment ratio will be better as many times you can pitch, "now" vs setting an appointment for next Tuesday that winds up getting reset and costing you another appointment slot (and that's if you ever actually sit).
Your leads will last longer because you can't burn them as quickly as calling.
*Getting referrals is much easier (which helps build warm market and keeps lead cost down) in person vs phone.

Both work it's about the Salesperson's mindset, one might be better off doing both ie
Knock on all leads within say 15 miles
Call leads further out
(If you choose the hybrid method NEVER cheat your system ie never call leads within 15mi...stick to your rules or you'll burn yourself)

Either way stick to "your rules" like an alcoholic in rehap.