Setting Calling Goals

[genes]

I call cold from a list for FE. It works pretty good bc the cost is cheap & I'm a newbie. I'm curious to know what you REALISTICALLY think I should set for calls per day? By the hours? # of dials? # of appts set? BTW, I use an automatic dialer which is Callfire. It is pretty cool.
Thanks
genes

 

[Tom Highway]

I'm really going to enjoy watching this thread develop. I know I need to be cold calling a lot more, and I'm really not that bad on the phones, but I try and do anything possible to keep from cold calling.

I think if I could get some moderate success doing it, I'd be more prone to not avoid it.

But some numbers from the rest of you dudes would be really good to hear!

 

[VaDwayne]

I call cold from a list for FE. It works pretty good bc the cost is cheap & I'm a newbie. I'm curious to know what you REALISTICALLY think I should set for calls per day? By the hours? # of dials? # of appts set? BTW, I use an automatic dialer which is Callfire. It is pretty cool.
Thanks
genes

With FE you should be doing way more than I do with Med supps, because calls to seniors simply take longer. If you are using a dialer, you should be able to dial 500 numbers in 4-5 hours. I dialed 1172 just a few days ago. I suck at it for FE but do very well for med supps. I am told you should be able to sell 1 policy for every 3 hours on the phone when dialing for FE, but a lot of guys on the forum consider it dialing when they are calling from a direct mail lead, so the numbers would, or should, be much higher for them.

 

[captain94]

I cold call for med-supps, no dialer just the old fashion way. I call T-65 i get 1 appt. for every 25-30 dials on average. I call for 2-2.5 hours after 5pm for 3 appt. the next day and i will write 1 out of 3. again med-supps. i wouldnt cold call for FE.

 

[Winter_123]

I cold call for med-supps, no dialer just the old fashion way. I call T-65 i get 1 appt. for every 25-30 dials on average. I call for 2-2.5 hours after 5pm for 3 appt. the next day and i will write 1 out of 3. again med-supps. i wouldnt cold call for FE.

What do you consider the goal to be in setting the appointment? Or to ask it another way, to what extent do you prequalify or are you just trying to get face time with them to see where they are with things in general in regard to supps, fe, annuities, whatever.

 

[VaDwayne]

I cold call for med-supps, no dialer just the old fashion way. I call T-65 i get 1 appt. for every 25-30 dials on average. I call for 2-2.5 hours after 5pm for 3 appt. the next day and i will write 1 out of 3. again med-supps. i wouldnt cold call for FE.

It boils down to what you call an appointment. Using your math you close about 33% of your appointments. Using my math, I close almost 100% of them. I don't go to someones house until we have discussed how much money I can save them and they invite me, and I know their prescriptions and medical history.

I sold 3 med supps on Friday and I am scheduled to sell 3 on Monday, and 2 the following Monday when I get back into town from Cincinnati, and I didn't waste my time traveling to somebody's house for no reason. You are getting 3 appointments in 2.5-3 hours and selling 1, and I am selling 1 in 2.5 -3 hours on one appointment. We are both getting the same result, just taking a different approach. Not saying I'm better than you, just saying we all do it differently.

This is why these questions about closing ratios are so difficult. We all seem to use a different formula. I'm still trying to figure it out myself.

 

[akingsdaughter]

What do you consider the goal to be in setting the appointment? Or to ask it another way, to what extent do you prequalify or are you just trying to get face time with them to see where they are with things in general in regard to supps, fe, annuities, whatever.

About 12 months ago, I used to set appointments for face time, but with gas prices and the economy, I am more strategic. I ask qualifying questions, like how's your health, what do you have now, what do you like/dislike about your current health provider if its a med supp call and finally, if I could save you a few dollars over what you are currently doing would you make a change.

 

[captain94]

T65 I just want to get in front of..i dont have to worry about health conditions..when im calling during the selling season i qualify qualify qualify before i go out i know what they have how much it costs and they know about me my med-supp and the price so it is pretty much a sale.

 

[Frank Stastny]

What do you consider the goal to be in setting the appointment? Or to ask it another way, to what extent do you prequalify or are you just trying to get face time with them to see where they are with things in general in regard to supps, fe, annuities, whatever.

There are four elements that I feel are important to have to consider setting an appointment. I typically get this information within the first 45 to 60 seconds of the phone call.

1. The name of the company they currently have their insurance with.
2. The amount they are paying per month for that policy.
3. I tell them exactly what the premium will be if they take a policy with me.
4. I ask some general health questions to see if they are going to qualify.

If those four are not in place then I am going to be reluctant to go and see them.

My goal has always been to write one app a day, five days a week, 52 weeks a year. With that in mind, I only need one appointment a day to reach that goal. I close well over 95% of my appointments.

Many times it is with a husband and wife and I get two apps for that one appointment. I have an appointment with a husband and wife on Monday and will write two apps. That means I don't have to work on Tuesday. NOT! hahahaha