Setting Appointments from Received Lead Cards

[GeminiGroup]

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.

I agree with Easy, keep it simple the only thing I do different is...I prefer not to sound like they are doing me a favor by seeing me.

I don't like the feeling of "begging" for some of "your time" or "needing" it but I do have 10-15 minutes of my time available tomorrow to fulfill your request.

For me, selling starts with who controls the setting, who's going to be the leader. I was trained that "their house" is my office, that's where I'm making my money, I like controlling it from JUMP which makes it easier for me to control it later whether I need a signature, a check, a glass of water or a decision...today.

I lead, they follow from appointment setting on....

I want the prospect to respect my time, I many times have to re-train my newer appointment setters come from the "can we please have 15 minutes of your time" or "it'll only take, 10 minutes" begging way to

"The appointment time slot available and it'll take as much time as you value your (whatever)" way of appointment setting.

Value your appointment slots like a doctor does his, you both make money in those slots and your clients need to respect your time.

 

[jdeasy]

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 have done over $200,000 ap on over 300 applications per year for 3 years in a row on 15 leads per week.

My goal is to have 12 appointments per week. I don't always make that, but I can't remember a time I didn't have 10 in a week that I workd eht whole week.

There is no reason in the world to not be able to consistantly have 10 sits from 15 leads.

I might could do better, but it works for me.
- - - - - - - - - - - - - - - - - -

I agree with Easy, keep it simple the only thing I do different is...I prefer not to sound like they are doing me a favor by seeing me.

I don't like the feeling of "begging" for some of "your time" or "needing" it but I do have 10-15 minutes of my time available tomorrow to fulfill your request.

For me, selling starts with who controls the setting, who's going to be the leader. I was trained that "their house" is my office, that's where I'm making my money, I like controlling it from JUMP which makes it easier for me to control it later whether I need a signature, a check, a glass of water or a decision...today.

I lead, they follow from appointment setting on....

I want the prospect to respect my time, I many times have to re-train my newer appointment setters come from the "can we please have 15 minutes of your time" or "it'll only take, 10 minutes" begging way to

"The appointment time slot available and it'll take as much time as you value your (whatever)" way of appointment setting.

Value your appointment slots like a doctor does his, you both make money in those slots and your clients need to respect your time.

Actually, I changed it to "need" 10 minutes of your time from saying "do you have" 10 mins a little over 2 years ago. I learned that from an expert appointment setter.

My appointments went up immediately after making that change. There are small things in this business that make a world of difference. That is one of them.

Now, once I'm there I will take whatever time is needed. I've never once had a person say after an hour, "hey, wait a minute, you said this would only take 10 minutes". The reason for that is because if I'm still ther after 10 minutes it's because they are interested and they don't care how long it takes. The one that are not interested I am out of there in 10 minutes or less. I do not make a presentation to uninterested people.

I do not track how many calls I make to get my appointments. I call until I have my day full and then I stop. Sometimes I have my day scheduled in less than 30 minutes and sometimes it takes all day. I don't recruit, so I don't really care if people do what I do.

But, every person needs to do what works for them.

 

[GeminiGroup]

I have done over $200,000 ap on over 300 applications per year for 3 years in a row on 15 leads per week.

My goal is to have 12 appointments per week. I don't always make that, but I can't remember a time I didn't have 10 in a week that I workd eht whole week.

There is no reason in the world to not be able to consistantly have 10 sits from 15 leads.

I might could do better, but it works for me.
- - - - - - - - - - - - - - - - - -


Actually, I canged it "need" 10 minutes of your time from saying "do you have" 10 mins a little over 2 years ago. I learned that from an expert appointment setter.

My appointments went up immediately after making that change. There are small things in this business that make a world of difference. That is one of them.

Now, once I'm there I will take whatever time is needed. I've never once had a person say after an hour, "hey, wait a minute, you said this would only take 10 minutes". The reason for that is because if I'm still ther after 10 minutes it's because they are interested and they don't care how long it takes. The one that are not interested I am out of there in 10 minutes or less. I do not make a presentation to uninterested people.

I do not track how many calls I make to get my appointments. I call until I have my day full and then I stop. Sometimes I have my day scheduled in less than 30 minutes and sometimes it takes all day. I don't recruit, so I don't really care if people do what I do.

But, every person needs to do what works for them.

Ron, I hope you're reading my post and Easy's stuff it's GOLD.

You see he fills his 15 "doctor's" slots just like I said a Pro should. Plus he couldn't be more right about the time in a house, if your prospect have interest in what your saying and you still have interest in staying time doesn't matter (that's why you schedule 90 minutes for a "15 minute" meeting, anyway).

Dr. Easy states it correctly "do not make a presentation to uninterested people " this goes back to what I said but control, "uninterested people are in control",,,,you can't have that and sell at a high-level.

Back in my home improvement days, if I couldn't get the man of the house to relinquish his favorite chair and sit where I wanted him to I shook hands and got in my car.....Why?

I needed to make money to feed my family not waste 2 hours just to start the "fight" for control (fighting for the sale is different) I needed a house where I could grab control and direct traffic, there can be but one QB and you better find out fast what the defense is or go home early.

 

[jdeasy]

Ron, I hope you're reading my post and Easy's stuff it's GOLD.

You see he fills his 15 "doctor's" slots just like I said a Pro should. Plus he couldn't be more right about the time in a house, if your prospect have interest in what your saying and you still have interest in staying time doesn't matter (that's why you schedule 90 minutes for a "15 minute" meeting, anyway).

Dr. Easy states it correctly "do not make a presentation to uninterested people " this goes back to what I said but control, "uninterested people are in control",,,,you can't have that and sell at a high-level.

Back in my home improvement days, if I couldn't get the man of the house to relinquish his favorite chair and sit where I wanted him to I shook hands and got in my car.....Why?

I needed to make money to feed my family not waste 2 hours just to start the "fight" for control (fighting for the sale is different) I needed a house where I could grab control and direct traffic, there can be but one QB and you better find out fast what the defense is or go home early.

That not making a presentation to uninterested people is something I tell to new agents over and over. It's the hardest thing to learn, especially when you're new. You want, and need, to make a sale.

I don't do any qualifying on the phone, so my first few minutes in the home is when I find out why I'm there. WHY did you send this in? WHAT is your need? WHAT is your want? {2 very different questions}. If they cannot tell me why I'm there, I thank them for their time, give them my card and leave. I do not do a "warm-up" nor a presentation.

I also will not do "one legged" appointments. If both were supposed to be there and something came up and only the husband or wife is there, I reschedule. I haven't always. That's one of those lessons that you just have to learn. I was told to not do one legged, but I did them anyway. It doesn't matter how many times they tell you they are the decision maker, they are not going to make a decision without the spouse there or, even worse, they will amke a decison and you write it up only to get a call in two days saying they need to "hold up" because the wife/husband that wasn't there doesn't understand.

Plus, there is an air of confidence when you know what you are doing that comes across to people. That's the one that takes work. That part gets easier and easier the more years I get under my belt.

 

[GeminiGroup]

That not making a presentation to uninterested people is something I tell to new agents over and over. It's the hardest thing to learn, especially when you're new. You want, and need, to make a sale.

I don't do any qualifying on the phone, so my first few minutes in the home is when I find out why I'm there. WHY did you send this in? WHAT is your need? WHAT is your want? {2 very different questions}. If they cannot tell me why I'm there, I thank them for their time, give them my card and leave. I do not do a "warm-up" nor a presentation.

I also will not do "one legged" appointments. If both were supposed to be there and something came up and only the husband or wife is there, I reschedule. I haven't always. That's one of those lessons that you just have to learn. I was told to not do one legged, but I did them anyway. It doesn't matter how many times they tell you they are the decision maker, .....the wife/husband that wasn't there doesn't understand.

Plus, there is an air of confidence when you know what you are doing that comes across to people. That's the one that takes work. That part gets easier and easier the more years I get under my belt.

Ron, I'm telling you got Shaq and Kobe here...

As Dr. Easy says
Don't pitch one-leg cause it WILL fall apart (* exception is work-related employee benefits, that I get away with) you can sell it if your goal is to "practice" writing paperwork but it's like playing the telephone game in 2nd grade having the wife explain to the husband what you said rarely works reschedule, or pay by "learning the hard way".

I'm beating the "control" angle like a dead horse because it keeps you from becoming a "dead horse" what Easy and i are saying differently with the same meaning...You only have so much energy to use don't waste it on bad selling environments.

A horse needs his/her energy for the right race don't waste your Kentucky Derby performance in a "morning warm-up" environment or you'll be a "dead-horse'"when it counts.

In my young days, my manager used to say you only have so many "good" pitches in a day don't waste 'em.

One-legger = Waste
No control =Waste
No clue = Waste

If you protect your energy you'll be happier with less stress, you only need to win 3 races to win the triple crown, chose your races wisely.

 

[WinoBlues]

Ron, I hope you're reading my post and Easy's stuff it's GOLD.

You see he fills his 15 "doctor's" slots just like I said a Pro should. Plus he couldn't be more right about the time in a house, if your prospect have interest in what your saying and you still have interest in staying time doesn't matter (that's why you schedule 90 minutes for a "15 minute" meeting, anyway).

Dr. Easy states it correctly "do not make a presentation to uninterested people " this goes back to what I said but control, "uninterested people are in control",,,,you can't have that and sell at a high-level.

Back in my home improvement days, if I couldn't get the man of the house to relinquish his favorite chair and sit where I wanted him to I shook hands and got in my car.....Why?

I needed to make money to feed my family not waste 2 hours just to start the "fight" for control (fighting for the sale is different) I needed a house where I could grab control and direct traffic, there can be but one QB and you better find out fast what the defense is or go home early.

I would throw you out of my house and be pissed that I let you in to begin with.

 

[captain94]

@ Jdeasy I have one question..you said you buy 15 leads a week to set 10 appts. But you also said you will call all day to get you 10 to 12 appts if that's what it takes...who are you calling after your 15 leads? I could call 15 people in less than 30 min If you don't have you 10 to 12 appts then who are you calling "all day" thanks in advance...

 

[Pete Cormie]

The way I learned (and it keeps on working):

Call every lead card to set the appointment. The ones you can't reach you door knock.

The purpose of the phone call is to set the appointment. Period.

The purpose of the door know is to get inside the house. Period.

 

[ksigmtsu]

ok King how do you get your leads for FE

I self generate internet leads. I don't do a ton of FE, but I was recruited initially to equita mortgage protection division and did a lot of calling mailer cards.

Found the best method to always be the shortest possible direct script, then answer their objections.

The more you talk or waver, the more objections you open yourself up to.

 

[BenS]

@ Jdeasy I have one question..you said you buy 15 leads a week to set 10 appts. But you also said you will call all day to get you 10 to 12 appts if that's what it takes...who are you calling after your 15 leads? I could call 15 people in less than 30 min If you don't have you 10 to 12 appts then who are you calling "all day" thanks in advance...

If you have a steady flow of leads every week like JD does, then there will be you just can't get in touch with for whatever reason. Therefore you build more leads as the weeks go on that you can dial. Sometimes you can set appointments from leads that are a few weeks old.

When I start calling I usually have around twice as many lead cards to call than I actually received that week.