Setting Appt Tips

[WinoBlues]

I agree with the Nut. This is a BS line that no one really believes.

I do things differently from most on this forum, and it is not just because I rarely do F2F any more.

Most of what I need to find out in qualifying them can be done by phone before I ever get in my car. Never believed in the philosophy of showing up (with or without an appointment) and trying to make them buy.

Either they have a need or they don't.

They have a desire to buy your product or they don't.

They can afford it or not.

They can qualify (medically) or they can't.

You really don't need to know anything else before getting in your car unless you just like playing a game with yourself.

The answer to every one of those questions can be learned in 10 minutes on the phone.

If they won't give you 10 phone minutes why will it be any different when you get to their house?

I do it the same way. I do not write solely FE but I write a bit. Got an app all filled out and setting up the signature meeting now. I could do it by email, but want to open up a thread of referrals to her other family members. I already have their info. Easier to do that F2F.

I was talking to Dave awhile back and he was telling me how he goes in cold with only a lead card. I give him props. That would take me a two hour meeting. It maybe the better way to do it, I do not know. I have done it my way for many years.

 

[jdeasy]

I do it the same way. I do not write solely FE but I write a bit. Got an app all filled out and setting up the signature meeting now. I could do it by email, but want to open up a thread of referrals to her other family members. I already have their info. Easier to do that F2F.

I was talking to Dave awhile back and he was telling me how he goes in cold with only a lead card. I give him props. That would take me a two hour meeting. It maybe the better way to do it, I do not know. I have done it my way for many years.

"I do not write solely FE..." says it all. This question was posed in the FE forum about setting FE appointments for an FE agent.

I sure you do what you do well and same goes for somarco. But what you are not doing is setting appointments by phone with the goal of meeting face to face in the FE market.

 

[WinoBlues]

"I do not write solely FE..." says it all. This question was posed in the FE forum about setting FE appointments for an FE agent.

I sure you do what you do well and same goes for somarco. But what you are not doing is setting appointments by phone with the goal of meeting face to face in the FE market.

That is true. I would find it difficult doing it your way. Although that is how similar to how I started. But with less interested appointments. I worked an existing book.

I was more replying to Somarco's "I do things differently from most on this forum, and it is not just because I rarely do F2F any more."

 

[HoosierLife]

"I do not write solely FE..." says it all. This question was posed in the FE forum about setting FE appointments for an FE agent.

I sure you do what you do well and same goes for somarco. But what you are not doing is setting appointments by phone with the goal of meeting face to face in the FE market.

Exactly. Thanks for the help guys, but I'm just trying to convert more leads into appts without pre qualifying them. I gotta work on setting appts and my presentation.

I should have had a nice $60/mo sale today. The lady had a 10 year old LH policy, the first I've run into so far, with $1133 in CV and I could still save her almost $20/mo. Pulled the RNA app out and got the dreaded "Well, I need to talk to my daughter first" objection. Blah.

 

[gordon112]

Exactly. Thanks for the help guys, but I'm just trying to convert more leads into appts without pre qualifying them. I gotta work on setting appts and my presentation.

I should have had a nice $60/mo sale today. The lady had a 10 year old LH policy, the first I've run into so far, with $1133 in CV and I could still save her almost $20/mo. Pulled the RNA app out and got the dreaded "Well, I need to talk to my daughter first" objection. Blah.

Wow, 10 year old LH policy and still can beat the rate and hand out a nice healthy check. I have ran into cases like this where its so good to be true, in there minds it just can't possibly be true. So they get a little defensive sometimes, especially when they know they have had the policy that long.

 

[bboman23]

One minor tip that may help...in cases like that, i always tell them what they will save yearly, not monthly. So instead of 20 per month, say this new policy will save you 240 every year. In my opinion that helps sometimes.

 

[TDFnCali]

Exactly. Thanks for the help guys, but I'm just trying to convert more leads into appts without pre qualifying them. I gotta work on setting appts and my presentation.

I should have had a nice $60/mo sale today. The lady had a 10 year old LH policy, the first I've run into so far, with $1133 in CV and I could still save her almost $20/mo. Pulled the RNA app out and got the dreaded "Well, I need to talk to my daughter first" objection. Blah.

This isnt the 1st thing I say, but as a last resort I say "well thats great, I would def like ya daughter to be involved, so here's what we can do...u want ya daughter to look it over & make sure everything Im saying is true, right? Awesome, today then, we will get the app filled out, get u approved, have the policy delivered (or u deliver it) so that u and ya daughter can have it in your hands to actually see it before u even make a pmt (start it 3-4 weeks out)! And if u still wanna cancel, even though its the same policy for $20 less, I'll personally come over & cancel in front of u if u prefer to pay $20more....Tell Ms client, what reason would there be for u to want to pay $20 MORE every month?"

Most likely at that point ull get real objection or she'll say "I dont wanna pay more....blah blah blah" And u address it and reaffirm her she'll have it in writing before she pays 1 premium. That work several times for me & only 1 cancel after they got it!

 

[bboman23]

Very good tip. Usually they dont talk to the children anyways. Best to find a way to take control, or get daughters address and go explain it to her yourself.

 

[WinoBlues]

Exactly. Thanks for the help guys, but I'm just trying to convert more leads into appts without pre qualifying them. I gotta work on setting appts and my presentation.

I should have had a nice $60/mo sale today. The lady had a 10 year old LH policy, the first I've run into so far, with $1133 in CV and I could still save her almost $20/mo. Pulled the RNA app out and got the dreaded "Well, I need to talk to my daughter first" objection. Blah.

Assuming I can not get past this road block. I leave them with two choices. The lower cost like you showed and one with higher face, up to around $75. (Using your $80. down to $60. scenario) If the daughter is the beneficiary that may be the choice she recommends.

 

[gordon112]

This isnt the 1st thing I say, but as a last resort I say "well thats great, I would def like ya daughter to be involved, so here's what we can do...u want ya daughter to look it over & make sure everything Im saying is true, right? Awesome, today then, we will get the app filled out, get u approved, have the policy delivered (or u deliver it) so that u and ya daughter can have it in your hands to actually see it before u even make a pmt (start it 3-4 weeks out)! And if u still wanna cancel, even though its the same policy for $20 less, I'll personally come over & cancel in front of u if u prefer to pay $20more....Tell Ms client, what reason would there be for u to want to pay $20 MORE every month?"

Most likely at that point ull get real objection or she'll say "I dont wanna pay more....blah blah blah" And u address it and reaffirm her she'll have it in writing before she pays 1 premium. That work several times for me & only 1 cancel after they got it!

That's the correct way to do it, very nice helpful post. He just has to get back in the door for the apt will be key. I would mentioned very friendly and gentle about just going over the policies together and then see if she can qualify. I would make it more that it's not going to be easy, but I think we can try and get you coverage. This will help cement that its not one of those too good to be true moments and then the trust factor comes into play.