Setting Appt Tips

[HoosierLife]

Well I tried saying something about how IN has what's called 30 day free look policy. Explained that, and then said why don't we get you in the system and then you'll still have time to talk to your daughter blah blah blah.

I really think it was a trust issue honestly. We will see how it plays out.

 

[bboman23]

Stick with her, you will eventually close it. Good luck

 

[TDFnCali]

Stick with her, you will eventually close it. Good luck

Im willing to bet dollars to donuts he doesnt!! Has nothing to do with him, or his skills....but selling an FE policy on a "go back", is about a 10% chance AT BEST!! Ive done it, but its RARE!!

 

[HoosierLife]

Yeah I'm not holding my breath. Though 3 out of my last 10 sales were be backs.
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I need to use "today" more in my presentation. This lady messed my presentation all up though. I asked the 3 reasons why question and she said none. She said I don't need any life insurance I already have a $6000 policy. It was a 10k policy but anyway.

When she said it was LH I asked the "if LH would lower your payment and send you a check would you be interested in doing that?" She was of course. I think I shoul have added "today" to the end of that question.

Going in I really didn't think I would still be able to save her money cause the LH policy was 10 years old. Now I know.

 

[moonlightandmargaritas]

I really think it was a trust issue honestly.

When you asked early in the presentation how the prospect makes their decisions (including who has to be involved), what did they say?

 

[HoosierLife]

When you asked early in the presentation how the prospect makes their decisions (including who has to be involved), what did they say?

Yeah I didn't ask that. I think when I'm warming up talking about their kids ill say, "Now mrs smith, do your kids need to be here or do you make all your own decisions?" That just sounds condescending to me. But if one semi-condescending remark will save me from having to go back out there, ill do it.

How do you ask that?

 

[moonlightandmargaritas]

I think when I'm warming up talking about their kids ill say, "Now mrs smith, do your kids need to be here or do you make all your own decisions?" That just sounds condescending to me. But if one semi-condescending remark will save me from having to go back out there, ill do it.

How do you ask that?

Is "condescending" in your head, or the prospect's?? Additionally, why do you assume that it's their kids that they rely upon for advice?

After building rapport, finding out "why" they're interested and determining that they can pay (in this case not as important, they're already spending the $$$), the following question is a CRITICAL part of the qualification process:

"Mrs. Peckerwood, we've found that there's a couple of schools of thought on these kinds of decisions...some folks make them solely on their own, and some rely on advice and guidance from someone they trust. Where do you see yourself?"

Why on earth would you waste time making a presentation if you knew you weren't going to get a decision? Hope and pray?

 

[HoosierLife]

Ok where do I insert this stuff? I do my warm up, then transition into the 3 reasons why. Then I've been asking if they have ever been responsible for someone's funeral arrangements.

What question do you ask to know I'd they can pay?

 

[jdeasy]

Ok where do I insert this stuff? I do my warm up, then transition into the 3 reasons why. Then I've been asking if they have ever been responsible for someone's funeral arrangements.

What question do you ask to know I'd they can pay?

Here's what I do;

Once we sit down I open up a notebook and I have the lead piece there. I write down the date on the notebook page and then their names under that. I ask right after I write down their names if they smoke and put down what the answer is.

Then I show then the lead and say this is why I called you. Sometimes I read the card back to them, {Travis and Tim W read the card to them every time}. They I say, we find there are 3 reasons that people send these back to us, 1. they don't have anything in place to take care of their final expense/burial needs and they need something. 2. They have a little bit in place and they don't think it's enough or maybe they just want to save some money on what they do have. 3. They have all of that taken care and they just want to leave a little bit of a legacy to their family, their church or to charity.

If I have to ask which one of those reasons was your's then I know I'm in a bad spot. 40-50% of the people will stop me at number 1. Used to be higher but more and more people have some ins now. If they stop me there I don't go into the others. 40-50% stop me at number 2. Again, I don't go further. I immediately ask what they have, how much, with who and how much does it cost. I write all that down on that paper with their names. Less than 10% stop me at number 3 and say that's it. I love those because they are buyers

If I have to ask the reason after all that, {and this is very few minutes. That's why I tell them on the phone I need 10 minutes of their time}, and they can't tell me why they sent it in, I will do a little probing to jog the memory. failing there I will just pack up, tell them I'm sorry we wasted each other's time, give them my card in case something changes and then I leave. I'm out of the house in less than 10 minutes. No one will bust on you for it taking longer than the 10 minutes you told them because if it's taking longer than that it's because they are interested and engaged and they don't give a **** about the time.

As an example one I had today. She is a current client that wanted to take an additional policy on herself. She works at a school and know this would not take long she said she could meet me on her break at 10:00. It was turning out to not be so simple since she is on some new meds since I last saw her. We were 10 or 15 minutes in and I looked at my watch. She said, "oh do you have somewhere to be?". I said, no, I thought you did and I didn't want to mess up your schedule. She said, "don't worry about that, this is more important".

The key is that I do not make presentations to uninterested people. Now, once they have given me the reason I relax, push that note pad away a bit and say, "let me give you a little background on me". Then I go into my story/warm-up, "commercial on myself", {as Tim W. calls it}. That can take 5 to 15 minutes. However long it takes to get their walls down and start engaging. It takes me less time to get there the longer I do this.

ONLY after the walls are down do I pull out my 4 questions presentation. I can't say I close 100% of the presentation because sometimes they simply do not have any money and that can't be closed. So I probably close 90% of the folks I give a full presentation to.

I don't get many, if any, objections if I've gone through my whole presentation. Everything I do is designed to remove objections before they happen. If I get an objection it's because I screwed up somewhere along the line.

I have learned from some of the very best, Phil Hudgens, Dan Runge, Tavis T., Tim W, Newby,and really too many others to list. I learn something everyday. I learn from clients and prospects.


The day you stop learning is the day it's over.

 

[HoosierLife]

Now see I was gonna sit down tomorrow morning and write out my presentation. I had some great ideas on how it was going to go...then you had to go and put up all that great stuff lol. Now it's back to the drawing board.

Ive got to come up with my own "commercial."

Let me get your guys' opinion on that. If a salesman was in your living room and he told you that he was in Bible college to be a preacher. Would that make you more or less comfortable/trusting of him?