Setting Appointments from Received Lead Cards

[WinoBlues]

Wino,

That is what I should have said. I notice every year I get more and more from my current book, but I don't think most Final expense clients give tons of referrals out; at least not out here.

It may be an area thing. That is where I get most of mine by a large margin. Three this week, out of the blue. My termites are the worst at giving referrals.

 

[JimmyUt]

It may be an area thing. That is where I get most of mine by a large margin. Three this week, out of the blue. My termites are the worst at giving referrals.

I would say 80% come from my Medicare book, but I am sure it is an area thing. People out here can be strange about things. I promise you this though, if it had to do with multilevel marketing, the referrals would come by the boatload, as strange as that sounds.

It might also be my mindset when it comes to these (F.E.) clients. Hard to say.

 

[WinoBlues]

That's true. I get more referrals every year and I do not ask for referrals. I am very hands on with clients. I have a new PAC form sitting right here on my desk to send to a company for a client. she's been on the books for 3 years and called me to take care of it instead of the company. I also have an address change and a beneficiary change sitting here for another client.

Many times I get referrals a year or two after the initial sale because they are impressed with the personal service and they refer me just because of that.

I have always thought that referral are earned. I do the same for my P&C guy. I don't do P&C and have been with the same agency for almost 30 years. They are independent and are proactive about moving my business to the company with the best rates. They have never asked me to give them referrals. I do it because they are just good to do busines with and they treat me right.

Yeah, that service stuff is money. I do not even give them the home office phone number. Well, not most of them. I do have some that I refer to the HO. I guess we all have a few of those.

 

[Todd King]

Jimmy, how are you going about asking for referrals?

 

[JimmyUt]

Jimmy, how are you going about asking for referrals?

Really depends on the clients. With Medicare, people always bring it up without asking, because it is such a need product and these folks are always talking with one another about it. As for final expense, when I am done helping them out, I always make sure and let them know exactly what markets I serve and that I am always appreciative for any referral they may give, or if they know anyone else I may be of service to. I don't try and push it on people, but I always mention referrals on any correspondence I send to my clients.

 

[ActingBoss]

Thanks Acting Boss, sounds awesome....I will try some appt setting, but def some door knocking with just the lead card.....Such GREAT advice here!!

Also JDeasy, thanks...I wont try the pre-qualifying thing, just set the appt! BTW JDeasy, I was going to go with 15 leads every other week for a month or 2, then 15/week after that....which u stated is exactly what u do. Im going to set appt & door knock & was being very conservative in my planning & figured if I get 15 leads, I should close 3-4 plus 1-2 referrals....so 4-6 policies at apprx 725AP ea for $3400-4000 in AP! And as I got better, I would close 4-6 out of 15 + referrals. Considering ur with EFES too.....and I way off??

You are a bit too optimistic with this, yes.

The poster you mention, from what I have been told, is a seasoned vet.

You will lilely close less.

 

[TDFnCali]

Ok ActingBoss,

But Im expecting min of $2500-3000AP for every 15 leads, that's only 3-4 policies from the very beg....I expect more after 1-2mos & gain exp. I dont think thats Pie in the Sky Dreams, nor do I think u have to be a great salesman to accomplish that....just work hard & consistently!!

We'll see!!

Thanks

 

[Rearden]

That would be a fantastic target to hit with consistency.

Ok ActingBoss,

But Im expecting min of $2500-3000AP for every 15 leads, that's only 3-4 policies from the very beg....I expect more after 1-2mos & gain exp. I dont think thats Pie in the Sky Dreams, nor do I think u have to be a great salesman to accomplish that....just work hard & consistently!!

We'll see!!

Thanks

 

[nfl72]

Over the years I have seen some very mediocre salesmen make very good money just because of their work ethics.

I do beleive in working smarter not harder. That being said
I do have a question about inputing leads into a data base that will lay out exactly where they are in relation to the other leads. Too many times I find myself driving back and forth. When I set up appointments I try and schedule them so they as close to each other as possible but sometimes the leads don't cooperate as well as I would like.

Is there a website that would help me with this. Mostly I think it would be handy to know where the leads are that I can't schedule an appointment with. And If I knew I was in their area I would jsut stop by if I had the time.

 

[Todd King]

Really depends on the clients. With Medicare, people always bring it up without asking, because it is such a need product and these folks are always talking with one another about it. As for final expense, when I am done helping them out, I always make sure and let them know exactly what markets I serve and that I am always appreciative for any referral they may give, or if they know anyone else I may be of service to. I don't try and push it on people, but I always mention referrals on any correspondence I send to my clients.

So what I see here is that you're asking on a more sublimenal basis than being proactive about it.

Try talking directly to them about it and more directly about their friends. What I mean here is, help them think of someone. If you just ask, "Hey, do you know anyone...?", you'll get a blank stare because you just asked them to think about the their whole world!

Help them narrow that thinking down by being more specific. Ask questions like, "Hey, do you know someone in your Sunday school class?" or "Do you know someone you golf with that I might be able to help out?" Any way you want to word it that works, but the idea is to help them think of someone.

I hope this helps.