Setting Appointments from Received Lead Cards

[javajnky]

Wow, a ton of great info here. I hope the guy who originated the thread is taking notes. Or any newbies for that matter.

My two cents - There are some basics (a lot of which were covered here) that will work for everyone, but eventually you have to come up with what works best for you.

We do train our agents on a hybrid approach. Call twice, leave messages, then door knock. I'm always surprised at how many agent's go "You leave messages???". Yeah, they sent in the card or left the message (telemarketing leads) requesting info so why not tell them you're calling back about the info they requested? Do I expect them to call back? No, but I do get people who do and when we drop by the house, they should know our name from the messages. Half the intro is right there "Hi Mrs. Jones, I'm John Fitzgerald. I've left you a couple of messages regarding the information you requested..." Nine out of ten we get "Oh, yes, I'm so sorry I didn't call you back..."

Whether it's on the phone or in person, if you get anything from all the great posts here, remember to be the person in control. The person who is asking the questions, engaging the prospect, is the one on control.

I teach agents, thought it's not written in stone, to ask more questions and get more information pre-appointment. My philosophy is always that the reason for the call is the gather info and set the appointment. Start off with the easy questions then work your way into the more personal ones. If you ask with confidence they will answer. I even get household income. I hear agents say "No one will give you that information over the phone..." Well, it's simply not true. You just have to ask, and that does not mean "ummm, can I maybe have your income level if you really want to tell me please?" That's not control. That's not really asking.

The reason I do and teach more prescreening is I simply want to be more prepared when I walk in the door. Obviously I can't for door knocking, but I want to have a solution in hand for my appointments before I get there. This is why most of my appointments only run about 45 minutes including paperwork and a PHI if necessary. And I close about 80% - 90%. That, and I'm a bit lazy. I don't want to have to carry a bunch of crap around in my car for every scenario. So I want to know what I'm doing before I go. This way I've just got my calculator (smart phone) and the carriers pocket folder.

But again, not everything works for everyone. So we try to be flexible if needed in our training. But I guaranty something in this thread will get you where you need to be. Too much good stuff for it not to.

Best Regards,
John W. Fitzgerald
PHR Insurance

 

[Rearden]

Maybe it's psychological, but setting appointments via the phone on lead cards is probably my biggest weakness. I feel much more confident and consistent in person rather than via the telephone.

I'd much rather hire an appointment setter to dial the leads while I door-knock and go to scheduled appointments. It provides me structure, and the ability to work appointments earlier (<10AM) and later (<6PM) while the sun sets earlier when, I feel, door-knocking is not the prime way to prospect.


-Dave

 

[hockeyday]

Maybe it's psychological, but setting appointments via the phone on lead cards is probably my biggest weakness. I feel much more confident and consistent in person rather than via the telephone.

I'd much rather hire an appointment setter to dial the leads while I door-knock and go to scheduled appointments. It provides me structure, and the ability to work appointments earlier (<10AM) and later (<6PM) while the sun sets earlier when, I feel, door-knocking is not the prime way to prospect.


-Dave

ok where do you get an appointment setter that can set appointments that are any good..

 

[Hockeynut]

Hello JD,

The return cards that you keep in your county folders from past mailings, do you only keep the ones you did not get a hold of or the ones that told you did not sell the first time around, also?
Even though this is primarily a one time close, I would think that you would keep them all and check back with the people that you had decent presentations to. Things do change (such as a death in the family). I would think you might salvage 1 out of 15-20?
Many thanks.

 

[jdeasy]

Hello JD,

The return cards that you keep in your county folders from past mailings, do you only keep the ones you did not get a hold of or the ones that told you did not sell the first time around, also?
Even though this is primarily a one time close, I would think that you would keep them all and check back with the people that you had decent presentations to. Things do change (such as a death in the family). I would think you might salvage 1 out of 15-20?
Many thanks.

I only keep the ones that I didn't get in touch with. I do not call people back that met with and they didn't buy. I do get callbacks occasionally. I don't track it, but I would estimate 10 to 12 per year or once a month. They always buy when they call back.

I also do not keep the ones that won't schedule an appointment. Those go in the trash. I used to keep them and doorknock at some point, but once I realized that the person would send in another card in a few months anyway I went back to trashing them.

 

[GeminiGroup]

Maybe it's psychological, but setting appointments via the phone on lead cards is probably my biggest weakness. I feel much more confident and consistent in person rather than via the telephone.

I'd much rather hire an appointment setter to dial the leads while I door-knock and go to scheduled appointments. It provides me structure, and the ability to work appointments earlier (<10AM) and later (<6PM) while the sun sets earlier when, I feel, door-knocking is not the prime way to prospect.
________________________________________________________________________________


It's psychological for me as well...I'll take a call my setter transfers or a scheduled appointment all day long but I'm not the biggest fan of calling lead cards.

Hiring a buffer, has worked best for me and not a buffer for rejection. I don't like the waiting for a prospect's phone to ring to only get voice mail or the sister or something....When I'm ready to spare (as ppl here can tell you) I want action, now.

Maybe, that's why d2d doesn't work for me.....I'm ready to play but effective d2d is a hold and it is a different skill set.

As some posters here know my off button is hard to find, when the green light is on, so find it hard to sit and wait or be in a hold position so I hiring folks to subsidize my weakness.

*** For anyone new to the business please do not read into that has a short cut you can take, I'm an "old ball player" recognizing my bad knees and adjusting my game don't pattern yourself after me. Come in and play "like crazed dogs" (L.Taylor).

 

[TDFnCali]

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

 

[Fisher]

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

Quite the King-like post, that. In a number of ways.

 

[jdeasy]

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

On the EFES reply card they usually put down both names. So once I schedule the appointment I say, "will you both be there?". If the answer is no I don't go. When I show up to one that I thought was just one person and they tell me it's for both and the other is not there, I reschedule.

There is no reason to pre qualify on the phone. We can cover anyone. The more you talk on the phone the more objections they can come up with on the phone to not meet.

If you want to prequalify on the phone just do the whole appointment by phone and don't go see them at all.

 

[WinoBlues]

Quite the King-like post, that. In a number of ways.

I am the father of five. I have plenty of experience.