Setting Appointments from Received Lead Cards

[jdeasy]

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

Nothing wrong with goals, but you seem to be setting unreachable goals for a new agent.

Not saying you won't or can't do it, but you would be the exception if you did that.

You need to set goals from the other end of the deal instead of from the lead end. Define your ap goal for the week. Then figure out how many apps you need to get that goal. Then how many appointments do you need to write that many apps? Then how many leads do you need to get that many appointments?

Of course, in the beginning you just have to have leads so that you can figure out those other numbers.

The hardest thing to learn in selling FE is the FE market. It's different than any other market. People will try to tell you to crosss sell annuities. That's just not happening in the FE market. You biggest issue is them even having a checking or savings account for the PAC, much less if if they have extra money for an annuity.

I'm talking about the targeted FE market for mailers. Not just seniors that may buy preneed or actually have annuity moeny. Som many think it's the same thing, it's even close.

 

[RonSmith1984]

would it be a violation of any sort to offer incentives to clients to give referrals?
Something like if you refer someone to me and they sign a policy, I will pay your next monthly premium?

I used to own a decorative concrete company and would often offer restaurant gift cards in value of 10% of a job that they would refer me to. and it worked very well in getting referrals.

Would that be considered a violation of anything to offer something like that?

 

[BenS]

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.

I don't really have a perfect system for this either... Right now I am printing out a map of the area on google maps and manually writing the address # on the location. I do this the night beforeI go out. That way at least I can follow a "route". The CRM for my IMO has a "mapping" system, but I've found it doesn't work well.

 

[Rearden]

You don't want to do that -- that's illegal.

AmAm has a 1st year free AD&D policy (you actually pay it) up to $5,000 in coverage. You basically offer an additional $1000 in coverage for each person and phone number they give you.

I'm testing different referral approaches and used the AmAm approach for several months with pretty good results.

Right now I'm offering a free restaurant gift certificate for future referrals, and that's actually working out quite well, too.

Not everyone agrees with me, but I'm a big proponent for asking for referrals at the end of the presentation. A select few will give you names, and more later down the road will refer their friends, family, and neighbors.

I typically can get 1 to 2 (closer to 1) referral appointments per week when I average 15 to 20 appointments weekly.


-Dave

would it be a violation of any sort to offer incentives to clients to give referrals?
Something like if you refer someone to me and they sign a policy, I will pay your next monthly premium?

I used to own a decorative concrete company and would often offer restaurant gift cards in value of 10% of a job that they would refer me to. and it worked very well in getting referrals.

Would that be considered a violation of anything to offer something like that?

- - - - - - - - - - - - - - - - - -
Invest $100-$150 in a Garmin GPS -- it will save you lots of time and money in the long run.

I don't really have a perfect system for this either... Right now I am printing out a map of the area on google maps and manually writing the address # on the location. I do this the night beforeI go out. That way at least I can follow a "route". The CRM for my IMO has a "mapping" system, but I've found it doesn't work well.

 

[RonRoberts]

You don't want to do that -- that's illegal.

AmAm has a 1st year free AD&D policy (you actually pay it) up to $5,000 in coverage. You basically offer an additional $1000 in coverage for each person and phone number they give you.

I'm testing different referral approaches and used the AmAm approach for several months with pretty good results.

Right now I'm offering a free restaurant gift certificate for future referrals, and that's actually working out quite well, too.

Not everyone agrees with me, but I'm a big proponent for asking for referrals at the end of the presentation. A select few will give you names, and more later down the road will refer their friends, family, and neighbors.

I typically can get 1 to 2 (closer to 1) referral appointments per week when I average 15 to 20 appointments weekly.


-Dave



- - - - - - - - - - - - - - - - - -
Invest $100-$150 in a Garmin GPS -- it will save you lots of time and money in the long run.

This is good stuff. Do you find AmAm easy to work with, and is it your go to company at first?

Ron

 

[Rearden]

No, they don't have a particular edge, regarding price or underwriting. Don't really care for their customer/agent service, either.

First preference is Monumental; I like Royal Neighbors and Foresters as well.

 

[TDFnCali]

Nothing wrong with goals, but you seem to be setting unreachable goals for a new agent.

Not saying you won't or can't do it, but you would be the exception if you did that.

You need to set goals from the other end of the deal instead of from the lead end. Define your ap goal for the week. Then figure out how many apps you need to get that goal. Then how many appointments do you need to write that many apps? Then how many leads do you need to get that many appointments?

Of course, in the beginning you just have to have leads so that you can figure out those other numbers.

The hardest thing to learn in selling FE is the FE market. It's different than any other market. People will try to tell you to crosss sell annuities. That's just not happening in the FE market. You biggest issue is them even having a checking or savings account for the PAC, much less if if they have extra money for an annuity.

I'm talking about the targeted FE market for mailers. Not just seniors that may buy preneed or actually have annuity moeny. Som many think it's the same thing, it's even close.

Thanks for all your help JDeasy, but u lost me with PAC & selling annuities...Im not selling annuities (although I know a lil about them) & I have no idea what PAC means as a newbie!!

I personally dont think 3-4 closed deals out of 15 leads is too much to shoot for, so we're see if Im wrong in a few weeks!

JDeasy, do u use those $1000-5000 Accidental Death Policies to get referrals?? I was told they work well, but I have no idea....if not, what DO u use??

 

[nfl72]

Invest $100-$150 in a Garmin GPS -- it will save you lots of time and money in the long run.



Originally Posted by BenS

I don't really have a perfect system for this either... Right now I am printing out a map of the area on google maps and manually writing the address # on the location. I do this the night beforeI go out. That way at least I can follow a "route". The CRM for my IMO has a "mapping" system, but I've found it doesn't work well.
​

I have a gps but it only shows one address at a time. I would think someone would offer a system where you input say 15 address's and it will show all of them at once. So lets say I have 4 appointments and 6 or 7 others I have'nt been able to contact. between my appointments if I have free time it might show me how close I am to the others not yet commited.

 

[jdeasy]

Invest $100-$150 in a Garmin GPS -- it will save you lots of time and money in the long run.




Originally Posted by BenS

I don't really have a perfect system for this either... Right now I am printing out a map of the area on google maps and manually writing the address # on the location. I do this the night beforeI go out. That way at least I can follow a "route". The CRM for my IMO has a "mapping" system, but I've found it doesn't work well.​

I have a gps but it only shows one address at a time. I would think someone would offer a system where you input say 15 address's and it will show all of them at once. So lets say I have 4 appointments and 6 or 7 others I have'nt been able to contact. between my appointments if I have free time it might show me how close I am to the others not yet commited.

I don't use a Garmin, but I do use a TomTom GPS. I can load all my adresses in it for the day. I don't know if it has a limit. The most I've ever put in there is about 8.

It won't tell you the distance betwen the addresses, but it will tell you how far you are from each one from your current stop.

If I have a no show I will pull out some of my leads that I haven't been able to contact and start entering them. I will stop by the closest one.

 

[ActingBoss]

so I was going through the motions, trying to play it out in my head and I figure that most folks probably have some sort of a script they use when contacting prospects to set up an appointment.

having never done this before I would love to hear what some of your appointment setting scripts sound like

Im thinking something along the lines of:
"Hi (Prospects first name) this is Ron Smith, I was calling you regarding your request that you submitted for information about one of the low cost programs designed help with burial/funeral service.

(If customer seems interested)
Now (prospects name) I will be in your neighborhood tomorrow helping someone just around the corner in planning out their final expense plan, I can swing by soon as Im done, which time would be best for you? I have XX open and XX


(Customer doesnt seem interested)
Now (prospects name) the only reason I am calling is because you filled out the card you received requesting information to assist in low cost funeral and burial expense planning so that your family wont be burdened with the unexpected costs, and i would like an opportunitty to sit with you to go over the low cost options. Can I swing by tomorrow at XX:


what do you guys think?What are some you guys use?
In every line of sales theres always some sort of a "duzey" of a line....Im sure there is one for setting appointments. Just curious on some of the ones you guys find to be your most successful

It helps to "upfront" the objections of "I didnt expect an agent to call" and "I just wanted something in the mail" by:

1) saying your name (but not who you represent) and may I speak with_____?

2) when you mailed in the response card to us its my job to deliver the information to you personally"....then "are mornings or afternoons better for you, etc?"....