Setting Appointments from Received Lead Cards

[Rearden]

Just say it's insurance on the phone. Odds are they won't remember sending the card in.

Get rid of those free-loading tire-kickers as fast as possible, anyway.

 

[jdeasy]

no trick, i would be calling only to make the appointment. So i would want to be consistent with the mailers verbage.
i believe JD's cards do mention insurance which makes it somewhat different. that's not what i'm inquiring about here.
i just dont want to try to avoid objections while trying to make the appointment regarding what the product actually is. if they think its free when i get in the house then thats fine i guess, but i just need to sit with them and take it from there.

The cards I use now do say life insurance on them but they have some that don't say that and I have used cards in the past that didn't have it on there.

That doesn't mater as to what I say on the phone. I tell them upfront that I'm calling about their request for information about our "final expense life insurace programs".

If they balk at that when I mention life insurance then that's good. No sense going to see someone about something they had no interest in.

 

[WinoBlues]

You've come a long way baby!

Hey alls,

Been reading this forum for over a month now almost daily, but this is my 1st post....getting ready to jump into FE (just got Licensed today) with EFES. Ive gotten a lot from this forum & even spoke to Todd King the other day for some advice....so thanks Todd & everyone who's posted helpful advice..

My question for JDeasy is....u mention not pitching a "1 legged appt" but how do u screen for that? Im assuming only 1 person fills out the card, so on every appt call do u ask if there's a spouse? Or do u just wait to show up to ask for a spouse (that seems like it would waste a lot of time)?

As far as pre-qualifying, someone mentioned in this thread if u ask confidently, u will get it more often then not. I haven't started yet, but I have been in sales a long time...that seems like it could be true if u get a receptive response to getting an appt....but how do u go about that & whats the necessary questions ud want to ask?

Thanks,

TDF

 

[TDFnCali]

You've come a long way baby!

Thanks man, cant believe u found this post.....not sure why u posted it in this thread, lol!! But thanks, I appreciate it!

 

[PaperHanger]

I've used cards that say "Suppliment your $255..." and I say I need to deliver the information they requested about their social security benefit.
Many times they don't remember sending the card, but since I'm 'verifying' the info on the card (name, age, address, phone#) I become credible instead of a telemarketer.
If they ask "Is this about xxxx?" I always say "Yes, would it be better on Monday or Tues for me to stop by"

If they way "Is this about life insurance, I already have that, not interested" I go door knock them anyways....they are obviously an insurance buyer, and I can usually beat any rate effected w/in the past 5 years.

The cards have a place for their name AND spouse. If the spouse is filled in, I tell them it is critical that both of them are present, because the benefits apply to them both.
If the spouse is not filled in on the card, I always ask them if they are married.

If they are 'one leg' when I arrive, I tell them I'll return later. If they insist, I tell them if the spouse has questions, they won't know the answer....and if something happens to YOU, then your spouse won't know what to do. Last ditch, I say "Its just company policy"...and since it's MY company, yes it is policy.

If you present to 1 person, you will never sell anything right then and there. You give him the rates, so now they have no real use for you in particular. They say they'll talk to their spouse and call you back. They won't.

If they are both there, and I do a presentation, and they say they need to talk about it, I just stare at them for a few seconds then say "well...go ahead and talk"...if they give me a funny look back, I tell them I need to make a call I'll go outside and give them some privacy.

Couples can have a decision making dynamic that can increase the level of difficulty, but the reward is two apps coming from two SSI checks, on one sales call....but if one ever cancles or NSFs, then you can bet both will.

I've been a sucker too many times in the past. What do I think is going to happen? The husband will buy a policy w/o his wife there? And then I have to go back again anyway to write the wife? So you say you and your wife are never home at the same time? How many years has it been since you've seen her? Look, i'm a professional, if you want life insurance you'll eventually have to deal with an agent on some level...you're wasting my time. (that last part is what goes through my head)
I just tell them I'll try back next time i'm in town, what is the best time, what times do you go to work, what about her, etc....and those become my "OK to knock at 10pm" leads...

It's OK to be agressive, because one of these days, you'll show up and one of them will be dead already...it's happened to me but what can u do
- - - - - - - - - - - - - - - - - -
oh, I forgot. I like to try phone appts to set a 'geographic structure' to my day. It becomes much easier to then decide on the who/what/when/where I am doing that day. ie I'm basically driving between these appts, and door knocking the others who are on the way.

 

[Justin Bilyj]

I've used cards that say "Suppliment your $255..." and I say I need to deliver the information they requested about their social security benefit.
Many times they don't remember sending the card, but since I'm 'verifying' the info on the card (name, age, address, phone#) I become credible instead of a telemarketer.
If they ask "Is this about xxxx?" I always say "Yes, would it be better on Monday or Tues for me to stop by"

If they way "Is this about life insurance, I already have that, not interested" I go door knock them anyways....they are obviously an insurance buyer, and I can usually beat any rate effected w/in the past 5 years.

The cards have a place for their name AND spouse. If the spouse is filled in, I tell them it is critical that both of them are present, because the benefits apply to them both.
If the spouse is not filled in on the card, I always ask them if they are married.

If they are 'one leg' when I arrive, I tell them I'll return later. If they insist, I tell them if the spouse has questions, they won't know the answer....and if something happens to YOU, then your spouse won't know what to do. Last ditch, I say "Its just company policy"...and since it's MY company, yes it is policy.

If you present to 1 person, you will never sell anything right then and there. You give him the rates, so now they have no real use for you in particular. They say they'll talk to their spouse and call you back. They won't.

If they are both there, and I do a presentation, and they say they need to talk about it, I just stare at them for a few seconds then say "well...go ahead and talk"...if they give me a funny look back, I tell them I need to make a call I'll go outside and give them some privacy.

Couples can have a decision making dynamic that can increase the level of difficulty, but the reward is two apps coming from two SSI checks, on one sales call....but if one ever cancles or NSFs, then you can bet both will.

I've been a sucker too many times in the past. What do I think is going to happen? The husband will buy a policy w/o his wife there? And then I have to go back again anyway to write the wife? So you say you and your wife are never home at the same time? How many years has it been since you've seen her? Look, i'm a professional, if you want life insurance you'll eventually have to deal with an agent on some level...you're wasting my time. (that last part is what goes through my head)
I just tell them I'll try back next time i'm in town, what is the best time, what times do you go to work, what about her, etc....and those become my "OK to knock at 10pm" leads...

It's OK to be agressive, because one of these days, you'll show up and one of them will be dead already...it's happened to me but what can u do
- - - - - - - - - - - - - - - - - -
oh, I forgot. I like to try phone appts to set a 'geographic structure' to my day. It becomes much easier to then decide on the who/what/when/where I am doing that day. ie I'm basically driving between these appts, and door knocking the others who are on the way.

Good starting post, way to add value to the forum!

 

[jdeasy]

^^That is very good advice, paperhanger. I don't know who you are but that screenname seems appropriate if this is how you do business.

 

[PaperHanger]

Thanks guys....and with that, I have 20 posts...I am now a man. ;-)

 

[theinsuranceman]

I've used cards that say "Suppliment your $255..." and I say I need to deliver the information they requested about their social security benefit.
Many times they don't remember sending the card, but since I'm 'verifying' the info on the card (name, age, address, phone#) I become credible instead of a telemarketer.
If they ask "Is this about xxxx?" I always say "Yes, would it be better on Monday or Tues for me to stop by"

If they way "Is this about life insurance, I already have that, not interested" I go door knock them anyways....they are obviously an insurance buyer, and I can usually beat any rate effected w/in the past 5 years.

The cards have a place for their name AND spouse. If the spouse is filled in, I tell them it is critical that both of them are present, because the benefits apply to them both.
If the spouse is not filled in on the card, I always ask them if they are married.

If they are 'one leg' when I arrive, I tell them I'll return later. If they insist, I tell them if the spouse has questions, they won't know the answer....and if something happens to YOU, then your spouse won't know what to do. Last ditch, I say "Its just company policy"...and since it's MY company, yes it is policy.

If you present to 1 person, you will never sell anything right then and there. You give him the rates, so now they have no real use for you in particular. They say they'll talk to their spouse and call you back. They won't.

If they are both there, and I do a presentation, and they say they need to talk about it, I just stare at them for a few seconds then say "well...go ahead and talk"...if they give me a funny look back, I tell them I need to make a call I'll go outside and give them some privacy.

Couples can have a decision making dynamic that can increase the level of difficulty, but the reward is two apps coming from two SSI checks, on one sales call....but if one ever cancles or NSFs, then you can bet both will.

I've been a sucker too many times in the past. What do I think is going to happen? The husband will buy a policy w/o his wife there? And then I have to go back again anyway to write the wife? So you say you and your wife are never home at the same time? How many years has it been since you've seen her? Look, i'm a professional, if you want life insurance you'll eventually have to deal with an agent on some level...you're wasting my time. (that last part is what goes through my head)
I just tell them I'll try back next time i'm in town, what is the best time, what times do you go to work, what about her, etc....and those become my "OK to knock at 10pm" leads...

It's OK to be agressive, because one of these days, you'll show up and one of them will be dead already...it's happened to me but what can u do
- - - - - - - - - - - - - - - - - -
oh, I forgot. I like to try phone appts to set a 'geographic structure' to my day. It becomes much easier to then decide on the who/what/when/where I am doing that day. ie I'm basically driving between these appts, and door knocking the others who are on the way.

You are definitely a FE pro. Good post.

 

[Mattschmidt]

good post...glad your not another recruiter trying to shill tele sales!