Setting Appointments from Received Lead Cards

[nfl72]

I suppose if your new and could use the practice, just showing up and hoping they are home is ok. Personally, I always call and try and schedule appointments as I ususally drive 50 to a hundred miles to get to my leads. If I can't get at least three scheduled appointments I normally don't go.

I work in a lot of ghetto areas where they have state debit cards, which in my opinioin are mostly a waste of time. Of course you can get those people shaking their heads in agreement thats its a great idea and plan to get a bank account because they really see the need and want burial insurance. Of course they have to wait until the third of the next month cuz they have no money. Then when you leave they forget everything they agreed to do anyway. You will get one out of ten that will actually go the bank and half of them get turned down because the last time they actually had a bank account they renigged and wrote too many bad checks. Most people on state debit cards are a waste of time. I am not suggesting if you just show up and thats all they have you broom them. But I wouldnt take the time to put them under the ether, because when you do they usually come out when its time to pay anyway.

I like knowing when I pull into a driveway they know I am coming and they know what I am coming for and they actually have the means to pay for it. If I have 4 or five scheduled appointments I will write most of them. From time to time I get stood up and when I do, I usually have a few extras on the back burner where I can just stop by if I have the time and am in the neighborhood.

I want them thinking I have a full day of scheduled appointments and am a very busy man. I also like JD's approach where they have to try and fit my schedule as much as possible. If they are serious about buying life insurance they will.

I go in on cold calls when I can't reach them on the phone. Some of these people are easy to sell but when it comes time to pay, they don't. I find I have less chargebacks when I have set, scheduled appointments and they know your coming and have had time to think about it in advance.

 

[jdeasy]

Never call...

ALWAYS DROP IN

Your closing ratio will increase

Trust me when I tell you this

For some that's true. Not for me. I suppose it's all in your makeup. Since I personally hate doorknocking and don't want to be doorknocked myself, I don't do it unless it's a last resort.

I do have decent success when I am forced to doorknock. Surprisingly so since it's a last ditch effort to contact them for me.

I do know some agents that do very well doorknocking. The top FE agents that I know are all appointment setters, though.

I personally don't burn through as many leads as any of the doorknockers I know.

 

[RonSmith1984]

All valuable info.
Thanks for the suggestions and keep em coming.

 

[GoCubsGo]

For some that's true. Not for me. I suppose it's all in your makeup. Since I personally hate doorknocking and don't want to be doorknocked myself, I don't do it unless it's a last resort.

I do have decent success when I am forced to doorknock. Surprisingly so since it's a last ditch effort to contact them for me.

I do know some agents that do very well doorknocking. The top FE agents that I know are all appointment setters, though.

I personally don't burn through as many leads as any of the doorknockers I know.

JD, what do you say on phone when setting appointments? I know you say you are calling about the Final Expense Life Insurance but do you just go for the appointment, not getting into health or product?

Thanks

 

[JimmyUt]

JD, what do you say on phone when setting appointments? I know you say you are calling about the Final Expense Life Insurance but do you just go for the appointment, not getting into health or product?

Thanks

You never want to go into too much detail or ask too many questions. I can't speak for J.D., but I don't believe in listening to him talk that he pre-qualifies other than mentioning the card and that it is about F.E. insurance

 

[RonSmith1984]

JD, what do you say on phone when setting appointments? I know you say you are calling about the Final Expense Life Insurance but do you just go for the appointment, not getting into health or product?

Thanks

I too would love to see kind of a sample of what your script, or initial call sounds like, just to get some sort of a direction as to where to head with it.
Thanks

 

[ksigmtsu]

Hi, mr so and so, I received your request card for the appointment you wanted to schedule to discuss your pre-paid burial insurance, i'll be in the area tomorrow, will 2 or 4 in the afternoon work for you?

Focus on, "you requested this appointment, I am trying to fill your request".

There is no need to ever try to qualify before the appointment. Get an Americo and NGL contract, as long as their address isn't in a nursing home and they can fog the glass you can write something.

Learn how funeral trusts work, learn how pre-paids work, etc. That way you're never wasting the appointment by not having something you could sell, they might just not be interested in the particular product.

Full disclosure, I hate working mailer leads, but when I did it I made money, I just found the people who tend to be susceptible to that form of advertising to be less than ideal to work with.

 

[hockeyday]

Hi, mr so and so, I received your request card for the appointment you wanted to schedule to discuss your pre-paid burial insurance, i'll be in the area tomorrow, will 2 or 4 in the afternoon work for you?

Focus on, "you requested this appointment, I am trying to fill your request".

There is no need to ever try to qualify before the appointment. Get an Americo and NGL contract, as long as their address isn't in a nursing home and they can fog the glass you can write something.

Learn how funeral trusts work, learn how pre-paids work, etc. That way you're never wasting the appointment by not having something you could sell, they might just not be interested in the particular product.

Full disclosure, I hate working mailer leads, but when I did it I made money, I just found the people who tend to be susceptible to that form of advertising to be less than ideal to work with.

ok King how do you get your leads for FE

 

[jdeasy]

JD, what do you say on phone when setting appointments? I know you say you are calling about the Final Expense Life Insurance but do you just go for the appointment, not getting into health or product?

Thanks

I ask for the person on the card and I say, "Mrs. Jones, this is JD with, {my company}, and we are the people that you sent in a request to about our final expense life insurance plans and I'm the guy that takes care of those requests in your area. That's why I'm calling, I'm going to be in your town tomorrow and I need 10 minutes of your time to go over that. Is 10:00 in the morning good for you?"

That's it. I do not ask health questions. I do not ask banking questions. I set my appointments and hour and a half apart. So, once that one is set I will say 11:30? for the next one.

 

[RonSmith1984]

that seems like a decent enough script, how successful is it at getting you F2F with those that you are able to talk to?

I ask for the person on the card and I say, "Mrs. Jones, this is JD with, {my company}, and we are the people that you sent in a request to about our final expense life insurance plans and I'm the guy that takes care of those requests in your area. That's why I'm calling, I'm going to be in your town tomorrow and I need 10 minutes of your time to go over that. Is 10:00 in the morning good for you?"

That's it. I do not ask health questions. I do not ask banking questions. I set my appointments and hour and a half apart. So, once that one is set I will say 11:30? for the next one.