Setting Appointments Over the Phone

dan58

New Member
6
Hi everyone.
I am a new agent to FE and I get on average about 20 leads a week. The hardest part of this job for me is being able to set up face to face appointments over the phone. I sold over 15K in AP my first month so I know I can sell. Does anyone have any advice on the best approuch to make solid appointments over the phone? I would appriciate any advice on how to be more sucessful with this .

Thanks, dan58
 
Re: Setting Appoints Over the Phone

1) Hire an appointment setter.

2) Search the forums for JDEasy's appointment-setting approach. You probably won't set 67%+ of your leads as appointments at first like JD does with regularity, BUT, you should be able to average half into appointments.

3) If all else fails, door-knock -- that works well enough.
 
Re: Setting Appoints Over the Phone

you might try by giving them as little information as possible over the phone. If you give them too much information over the phone they might think they don't need to see you.

And example might be: if they are trying to get pricing over the phone, you might try something like this.

"Keep in mind Mr. Jones, we are going to get you the best possible pricing available. Before I can quote you any numbers with any degre of accuracy, I really need to visually verify certain aspects of your health"

then without hesitating continue with

"are mornings or afternoons better for you?"

They really don't come up with that many objections so it can be helpful to have memorized rebutals that say what you want to say in as few words as possible. Don't hem and haw and Try and not make them sound canned.
 
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Re: Setting Appoints Over the Phone

1) Hire an appointment setter.

2) Search the forums for JDEasy's appointment-setting approach. You probably won't set 67%+ of your leads as appointments at first like JD does with regularity, BUT, you should be able to average half into appointments.

3) If all else fails, door-knock -- that works well enough.

Can you provide a link to JDEasy's post on appt. setting? I searched his posts and could not find it.
 
Re: Setting Appoints Over the Phone

What issues are you having now?


I usually run into responses like , " I don't remember sending in a card requesting more information". "I already have insurance and I'm not interested" "Just send me the information,I don't want anyone coming to my house". "Can't you just tell me the cost on the phone ?" There is no doubt in my mind that if I can set more appointments that my production will go up.
Out of 20 leads I average about 4 to 5 sales if I can get a appointment to meet face to face. Also does anyone have any tips to cut down on "NO show appointments?
 
Re: Setting Appoints Over the Phone

Thats why I don't use mailers. I use telemarketed leads that I receive within 24 to 48 hours of them requesting the info. The quicker you contact them the more receptive they are. You still get people that you have to jog their memory, but not nearly as often.

If I recall Reardon had a post a while back on setting appointments that was very good, but I think it was more geared towards telemarketed leads, not mailers. go listen the the JD interveiw I think that had some great tips as well.

All the responses you just mentioned are a good place to start. write down a very short and precise rebutal to all of them and memorize it to the point you don't even have to think you just say it. You need to sound like you know what your talking about. Its a numbers game and your not going to get them all. But by putting your best foot forward you wil get more.
 
Re: Setting Appoints Over the Phone

Hi everyone.
I am a new agent to FE and I get on average about 20 leads a week. The hardest part of this job for me is being able to set up face to face appointments over the phone. I sold over 15K in AP my first month so I know I can sell. Does anyone have any advice on the best approuch to make solid appointments over the phone? I would appriciate any advice on how to be more sucessful with this .

Thanks, dan58

Before I could give you some tips I would need to know where you are geting your leads. Are they direct mail, telemarketed leads, internet leads?

You are having normal problems for a new agent. When I do trainings calls for EFES the most questions I get asked are about how to set appointments. The problem with FE is not really selling once in the home but getting in the home in the first place.
 
Re: Setting Appoints Over the Phone

I usually run into responses like , " I don't remember sending in a card requesting more information". "I already have insurance and I'm not interested" "Just send me the information,I don't want anyone coming to my house". "Can't you just tell me the cost on the phone ?" There is no doubt in my mind that if I can set more appointments that my production will go up.
Out of 20 leads I average about 4 to 5 sales if I can get a appointment to meet face to face. Also does anyone have any tips to cut down on "NO show appointments?

Some of those objections you won't get past, so door knock them while you're out.

To help you get the appointment, the line "my job is just to get you the information can work well.

To help your show rate, don't set the appointment out more than a day in advance and give them a confirmation code.
 
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