Setting Appointments Over the Phone

[TDFnCali]

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

I would say, if u did 15k in ya 1st month, just keep doing what you're doing...why change whats NOT broke??

 

[Cory]

I agree with TDFN and it certainly sounds like you can sell. I'll make a recommendation of what I would do.

-Make a list of all objections you hear on paper.
-Them make a list of common rebuttals.
-Rehearse with someone.

I know it sounds silly, but I'm a visual person and it's easy to look at scripts holistically on a piece of paper. Spend some time soaking in these objections and try them out and do a post mortem any time something goes wrong. Simple science...trial and eoor. I think you're off to a great start!

 

[fla2cali]

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.

Nfl, are you pre-qualifying and quoting your telemarketed leads when you call them? Or are you just trying to set an appointment?

 

[nfl72]

Most of the time I do a lot of prequalifying over the phone before I ever meet with them. But when I go to a new area that I haven't worked in a while I just set appointments without much qualifying to make sure I will have a full day of pre set appointments. If I have been working an area for 3 or 4 months I always have leads I was never able to close so if I get there and only have 2 or 3 appointments set up I always have others I can cold call on.

Also if I am having a dry streak I go back to basics and schedule as many appointments as possible with very little qualifying, and use the lead to just get my foot in the door.

I think in any kind of sales it is quite common for the agent to start taking shortcuts in their presentation and after a period of time those shortcuts begin to show up in their lack of production. Getting back to the basics is usually a very good thing. I think it was Willy and Waylon who wrote the song Lukenbach TX.

"Back to the bascis of life

My best days are when I have 5 or 6 pre-set qualified appointmens. Its usually a matter of showing up going over what you discussed on the phone and getting them approved. With pre-set qualified appointments I will usually write 4 or 5 out of 6

 

[fla2cali]

Most of the time I do a lot of prequalifying over the phone before I ever meet with them. But when I go to a new area that I haven't worked in a while I just set appointments without much qualifying to make sure I will have a full day of pre set appointments. If I have been working an area for 3 or 4 months I always have leads I was never able to close so if I get there and only have 2 or 3 appointments set up I always have others I can cold call on.

Also if I am having a dry streak I go back to basics and schedule as many appointments as possible with very little qualifying, and use the lead to just get my foot in the door.

I think in any kind of sales it is quite common for the agent to start taking shortcuts in their presentation and after a period of time those shortcuts begin to show up in their lack of production. Getting back to the basics is usually a very good thing. I think it was Willy and Waylon who wrote the song Lukenbach TX.

"Back to the bascis of life

My best days are when I have 5 or 6 pre-set qualified appointmens. Its usually a matter of showing up going over what you discussed on the phone and getting them approved. With pre-set qualified appointments I will usually write 4 or 5 out of 6

Thanks NFl. do you think an appointment setter could set telemarketed leads? Is the approach much different than mailers? I'm assuming you set your own appointments. Correct? Thanks again.

 

[Jessica1]

Also does anyone have any tips to cut down on "NO show appointments?

When setting the appointment try not setting it too far out in days/ weeks. Try to re-confirm the appointment with the prospect a day prior to the appointment. However, keep in mind the more times you speak with them the more chances the prospect has to cancel on you.

 

[pcbinsurance]

"When setting the appointment try not setting it too far out in days/ weeks......"
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Days? Weeks? Try setting the appointment for the NEXT DAY and try to never set it more than 2 days out.

 

[quackattack99]

NFL, do your telemarketed leads come in over a couple day span? Or, do they come in sporadically over a longer period of time?

 

[Dragline]

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

Setting appointments by phone is a waste of resources, IMHO.

I door knock all leads.
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If you are closing 25% of your leads, that's great!

Agreed, but not that he said he's closing 25% of those he's able to make appts with.

 

[nfl72]

when I order a batch of 25 leads I have them scattered out over a week or so. Also keep in mind that when I get a batch of 25 leads it should last 2 and a half to three weeks. For a new agent working 20 leads per week sounds like too much to be. Don't be a stub runner. Work them to death especially when your new. Don't start brooming bad leads like JD does until you know for sure what a bad lead is!