Setting Appointments from Received Lead Cards

[nfl72]

sometimes you have to call all day to catch them at home. i use star 67 after two different trys. don't want them to think I need there business too oftly bad

I also do one leggers. If my appointment is with Jill and she is home when I get there, i meet with her. Very seldom, if ever, do i remember a spouse niggin up a deal.

In the car business, it used to ber a big nono to not work a lady when her husband wan't there. In fact it tended to piss of the modern day woman if you didnt. In todays world women want us to think they can make a decision on their own.


"people buy from those they like"

 

[Todd King]

Ron,

While I do agree mostly with JD and Gemini about "not wasting your time", I will disagree with one point: A new agent needs all the practice they can get. Also, a new agent sometimes gives up way too easy when they think there's not a sale to be made. You need some experience to be able to spot the non-buyers quickly. Most new agents don't have enough experience to be able to spot them right off, so if you think there is still a 1% chance of selling something, then it's not over yet!

 

[jdeasy]

@ 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...

When you get 15 leads per week all year you will build up an inventory of the ones you did not reach or were unavailable the last time you worked that area.

I have a folder for every county I work. Like for this week I got 15 leads in a local county on Sat. In the folder for that county I have 10-12 leads from past mailings. Sometimes it's 6 months or more before I am finally able to reach and meet with someone.

If I got 15 leads in an area I've never worked it would be hard to get 10 to 12 appointments that first time.

As for the calling. That means I have about 25 leads for where I will be working this week. I will call all the way through those if I don't get my 6 appointments the first time. I will then call through them all again. If I have called through all of them twice and don't have my appointments scheduled I will take an hour or so break and then start over again. If it does get to 7:00 or 8:00 pm and I don't have my day full on the next day, I will stop calling. I know I'm gonna have to do some some doorknocking the next day during those times I couldn't set appoinments.

I am usually only in the firled two days per week. I can't remember not having a full day scheduled for the first of those days. That second day will sometimes only have 3 or 4 scheduled appointments.

How I work that scond day really depends on whether or not I've hit my production goal. If I've hit my weekly goal I will do no doorknocking on that second day. I will just run the scheduled appointments. Now, if I have run over my goal on the first day I might not even go out a second day. Unless it's early in the month and then I probably will just to get to my monthly goal.
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Ron,

While I do agree mostly with JD and Gemini about "not wasting your time", I will disagree with one point: A new agent needs all the practice they can get. Also, a new agent sometimes gives up way too easy when they think there's not a sale to be made. You need some experience to be able to spot the non-buyers quickly. Most new agents don't have enough experience to be able to spot them right off, so if you think there is still a 1% chance of selling something, then it's not over yet!

I would agree with that. A new agent doesn't know if they are time wasters or just using a well worn objection that's worked for them in the past.
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sometimes you have to call all day to catch them at home. i use star 67 after two different trys. don't want them to think I need there business too oftly bad

I also do one leggers. If my appointment is with Jill and she is home when I get there, i meet with her. Very seldom, if ever, do i remember a spouse niggin up a deal.

In the car business, it used to ber a big nono to not work a lady when her husband wan't there. In fact it tended to piss of the modern day woman if you didnt. In todays world women want us to think they can make a decision on their own.


"people buy from those they like"

Completely different than selling a car. Even completely different market.

First, the person buying a car came into the car dealer. Second, they came into the car dealership with a notion to buy a car. If they wanted their spouse with them they would have brought them. Third, we are going into their home and seniors talk to each other about their funeral plans.

If one legged appointments work for you, keep it up. You would be the first experienced agent I've known of that feels it's OK.

 

[GeminiGroup]

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

Thanks for adding zero value to the conversation.
Sells is about getting people out of their "comfort" zone and leading them to take action.Selling is leading

You can't lead those that won't follow....

And trust me, I'm a 6'4 ex-marine/former D-1 linebacker, you or nobody would "throw" me anywhere.

I'd gladly leave anybody's home but NO client, has ever or will ever be disrespectful to me nor would I be disrespectful to them but just like the MAN the head of a household, it doesn't mean he is nasty or disrespectful to his wife, but somebody must lead.

I'm not going to waste my time/energy presenting in competition to the guy's La-z-boy and the game.....If he won't get his azz up out of that chair and come into the kitchen and give his attention he won't have to "throw" me out cause I would prefer to go sit in my own damn chair (I'm more comfortable @ home making no $$ than @ his or your house)

Bottom line for those that want to learn from the swap of ideas is this:

If "the husband" won't accommodate a simple request like "Sir, it'd be better if WE moved to the kitchen (or where ever you are best suited to "make your living") GO HOME because when it comes time to consummate a deal THAT DOG WON'T HUNT!

Listen or learn on your own, there are many reasons why this is true but a few are:
1) He's in his chair "half" listening/sleeping/watching ____
2) He's too tired to give your presentation, a honest audience
3) He's just a jerk, to begin with

None of those are selling environments, and you better LEAD the way out of it because nobody else in that house will.

Keep accommodating every whim of your prospect and you'll be chasing bumpers all around the neighborhood.

Folks working with prospects, is like dating if you can't get and keep a woman's attention, you won't get many.


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Ron,

While I do agree mostly with JD and Gemini about "not wasting your time", I will disagree with one point: A new agent needs all the practice they can get. Also, a new agent sometimes gives up way too easy when they think there's not a sale to be made. You need some experience to be able to spot the non-buyers quickly. Most new agents don't have enough experience to be able to spot them right off, so if you think there is still a 1% chance of selling something, then it's not over yet!

100% true,
This game not an exact science and TRK3031962 is correct. A new agent doesn't know the lay of the land and must learn by "playing" like a rookie QB on a bad team....you gotta play.

Just remember what you do in the "pre-season" gives you experience but if you make it to the "play-offs" follow the veteran rules.

The tricky part is to know when you have enough times around the track to know, when you "know the defenses" well enough to be called a veteran. Tough call but, I'd say easily few years before you've seen everything enough times to be able to recall what do in different situations....but you'll earn as you learn.

Life is the best teacher, all any man can do is help tutor.

When young men (nephew, cousins) ask me about "the ladies", I tell them, I can give you some tips but once you get out there the first 6 "ladies" will "learn" 'ya.

Same thing in sales, get the best advice you can but ultimately you learn on the field.

 

[WinoBlues]

Thanks for adding zero value to the conversation.
Sells is about getting people out of their "comfort" zone and leading them to take action.Selling is leading

You can't lead those that won't follow....

And trust me, I'm a 6'4 ex-marine/former D-1 linebacker, you or nobody would "throw" me anywhere.

I'd gladly leave anybody's home but NO client, has ever or will ever be disrespectful to me nor would I be disrespectful to them but just like the MAN the head of a household, it doesn't mean he is nasty or disrespectful to his wife, but somebody must lead.

I'm not going to waste my time/energy presenting in competition to the guy's La-z-boy and the game.....If he won't get his azz up out of that chair and come into the kitchen and give his attention he won't have to "throw" me out cause I would prefer to go sit in my own damn chair (I'm more comfortable @ home making no $$ than @ his or your house)

Bottom line for those that want to learn from the swap of ideas is this:

If "the husband" won't accommodate a simple request like "Sir, it'd be better if WE moved to the kitchen (or where ever you are best suited to "make your living") GO HOME because when it comes time to consummate a deal THAT DOG WON'T HUNT!

Listen or learn on your own, there are many reasons why this is true but a few are:
1) He's in his chair "half" listening/sleeping/watching ____
2) He's too tired to give your presentation, a honest audience
3) He's just a jerk, to begin with

None of those are selling environments, and you better LEAD the way out of it because nobody else in that house will.

Keep accommodating every whim of your prospect and you'll be chasing bumpers all around the neighborhood.

Folks working with prospects, is like dating if you can't get and keep a woman's attention, you won't get many.

OK, I did not read past the bolded sentence above. I am sure it was great stuff.

Thank you for your service. However, The whole Marine thing is getting boring. WGAF. Most of the Marines I know do not need to keep letting people know they are Johnny Bad Ass.

As to insurance, I have been doing it a while also Shaq. If your phone method is anything like your post you would not have been in my home to begin with. I am the head Chingon in my house. Not some douche bag salesman. Show respect, get respect.

 

[GoCubsGo]

When you get 15 leads per week all year you will build up an inventory of the ones you did not reach or were unavailable the last time you worked that area.

I have a folder for every county I work. Like for this week I got 15 leads in a local county on Sat. In the folder for that county I have 10-12 leads from past mailings. Sometimes it's 6 months or more before I am finally able to reach and meet with someone.

If I got 15 leads in an area I've never worked it would be hard to get 10 to 12 appointments that first time.

As for the calling. That means I have about 25 leads for where I will be working this week. I will call all the way through those if I don't get my 6 appointments the first time. I will then call through them all again. If I have called through all of them twice and don't have my appointments scheduled I will take an hour or so break and then start over again. If it does get to 7:00 or 8:00 pm and I don't have my day full on the next day, I will stop calling. I know I'm gonna have to do some some doorknocking the next day during those times I couldn't set appoinments.

I am usually only in the firled two days per week. I can't remember not having a full day scheduled for the first of those days. That second day will sometimes only have 3 or 4 scheduled appointments.

How I work that scond day really depends on whether or not I've hit my production goal. If I've hit my weekly goal I will do no doorknocking on that second day. I will just run the scheduled appointments. Now, if I have run over my goal on the first day I might not even go out a second day. Unless it's early in the month and then I probably will just to get to my monthly goal.

JD do you typically call on Monday for Tuesday appointments and call Wednesday for Thursday appointments or call one day for appointments the next two days?

Thanks!
Tom

 

[jdeasy]

JD do you typically call on Monday for Tuesday appointments and call Wednesday for Thursday appointments or call one day for appointments the next two days?

Thanks!
Tom

Typically I only call for the next day. I set Tues on Mon and Thurs on Wed.

Weeks like this really screw up my system. Since I'm not working today because my wife is off and we are going to go hang out together I am not making appointments for tomorrow. I will use tomorrow, Tue, as my appointment setting day and I will schedule for Wed and Thurs.

That's what I always do when there is a Monday holiday. My normal week is Mon and Wed. as my scheduling days and Tues and Thurs. as my appointment days.

 

[GeminiGroup]

OK, I did not read past the bolded sentence above. I am sure it was great stuff.

Thank you for your service. However, The whole Marine thing is getting boring. WGAF. Most of the Marines I know do not need to keep letting people know they are Johnny Bad Ass.

As to insurance, I have been doing it a while also Shaq. If your phone method is anything like your post you would not have been in my home to begin with. I am the head Chingon in my house. Not some douche bag salesman. Show respect, get respect.

No big deal, Blues
I'm starting to understand that you can't just stay positive for an entire post and that's not an attack, just an observation...different people have different styles...it's hard to tell if that's just your thing or you're trying to be glib...I'm going to take it as no harm no foul.

You are more than welcome for my service and I thank you for the acknowledgement however in the above post it was used in a descriptive way to elicit an image not fishing for gratitude (I believe, I've mention my service twice, if that's enough to bore you, my apologies) when answering post I assume we were also still trying to help the newer reps who may be reading, and need a full picture of what each scenario brings.

I never said anything about being a "Bad-Ass" that's your jumping to conclusions...
Just like you said "OK, I did not read past the bolded sentence above. I am sure it was great stuff. "

I'm not trying to be combative but I can't help it if you see/hear a little then jump to a conclusion or make it something bigger than my intention.
Being 6'4 doesn't make a "bad-ass" and I never said it did, you did. However it is a fact and I stated it, if that bothers you I can't do anything to help you, there buddy.

You seem to have attack no matter what....
I say take control in a house, you in turn personally attack me stating "you throw me out of your house" what's your beef?

I'm having a good time (and few) going back and forth with Easy...I mention Shaq and Kobe...you take that as a personal affront to your ability or experience, really?

If you don't want to write anything to help the kid, great?
If you don't want a salesperson in your house, who gives a rat's azz. (What is the point of that comment, just to fight?...I don't care if you want to beat your chest in your own home)
We were talking about what works with prospects I thought you were a salesperson, why are you so bent out of shape?


All this
"douche bag salesman. Show respect, get respect." is nonsense made up in your head, nobody said anything about disrespecting anybody, you're just making things up.

And why does everybody have to be a "douche bag salesman" if they aren't you? Aren't you the next guy's "douche bag salesman"? (Trust me in his head you are, so what's your point?)

Some manipulation is part of the sales process, and you know it, so what's the big deal in me saying it.

When you call somebody and say it will take "10 minutes or I'll be in your area, Tuesday" you're being manipulative and leading that prospect to do what you want them to do,

And anybody who doesn't lead...... is more likely better suited "selling" tickets at the movie counter. (IMO)

Some folks hear the sales process, and say the the glass is half full others will say it's half empty....I walk in and tell you it's the same damn glass, sue me.

I say a man needs to lead a women, you claim I said rape her, that's your assumption. I can't help it if that's what YOU think leadership is.

 

[WinoBlues]

You win. ,,................. and i do not take service lightly. I do thank you for that.

..

No big deal, Blues
I'm starting to understand that you can't just stay positive for an entire post and that's not an attack, just an observation...different people have different styles...it's hard to tell if that's just your thing or you're trying to be glib...I'm going to take it as no harm no foul.

You are more than welcome for my service and I thank you for the acknowledgement however in the above post it was used in a descriptive way to elicit an image not fishing for gratitude (I believe, I've mention my service twice, if that's enough to bore you, my apologies) when answering post I assume we were also still trying to help the newer reps who may be reading, and need a full picture of what each scenario brings.

I never said anything about being a "Bad-Ass" that's your jumping to conclusions...
Just like you said "OK, I did not read past the bolded sentence above. I am sure it was great stuff. "

I'm not trying to be combative but I can't help it if you see/hear a little then jump to a conclusion or make it something bigger than my intention.
Being 6'4 doesn't make a "bad-ass" and I never said it did, you did. However it is a fact and I stated it, if that bothers you I can't do anything to help you, there buddy.

You seem to have attack no matter what....
I say take control in a house, you in turn personally attack me stating "you throw me out of your house" what's your beef?

I'm having a good time (and few) going back and forth with Easy...I mention Shaq and Kobe...you take that as a personal affront to your ability or experience, really?

If you don't want to write anything to help the kid, great?
If you don't want a salesperson in your house, who gives a rat's azz. (What is the point of that comment, just to fight?...I don't care if you want to beat your chest in your own home)
We were talking about what works with prospects I thought you were a salesperson, why are you so bent out of shape?


All this
"douche bag salesman. Show respect, get respect." is nonsense made up in your head, nobody said anything about disrespecting anybody, you're just making things up.

And why does everybody have to be a "douche bag salesman" if they aren't you? Aren't you the next guy's "douche bag salesman"? (Trust me in his head you are, so what's your point?)

Some manipulation is part of the sales process, and you know it, so what's the big deal in me saying it.

When you call somebody and say it will take "10 minutes or I'll be in your area, Tuesday" you're being manipulative and leading that prospect to do what you want them to do,

And anybody who doesn't lead...... is more likely better suited "selling" tickets at the movie counter. (IMO)

Some folks hear the sales process, and say the the glass is half full others will say it's half empty....I walk in and tell you it's the same damn glass, sue me.

I say a man needs to lead a women, you claim I said rape her, that's your assumption. I can't help it if that's what YOU think leadership is.

 

[BenS]

When you guys set your appointments, do you use your IMO name or a carrier name? I have been using my IMO, but I feel like using a carrier might be a better option. Thanks...