Setting DM Appts by Phone

[jdeasy]

Do you qualify when setting the appointment, or just go with it once you have it set?

I do no qualifying at all. I set the appointment and then roll with it. If you are going to qualify over the phone then just go ahead and sell the whole thing by phone.

If you are calling to set appointments then the more you tell, the less you sell.

 

[TDFnCali]

If you are calling to set appointments then the more you tell, the less you sell.

That's ^^ absolutely true. Where agents get tripped up at is when that 1 time if u did qualify that prospect u would've saved a lot of time. Therefore they think qualifying is better, forgetting all the times they didn't qualify & sold a policy too.

Like when someone has a bad shot in golf or a bad beat in poker... That's all they can remember, forgetting of course their good shots or the times THEY got lucky & won when someone else took a bad beat!

You might save yourself sometime on 2 ppl out of 20 by qualifying, but you'll get appts on far less ppl & therefore close far fewer sales!

Trust me JD knows, I taught him well!

PS- That's regarding DM leads, tele leads require more "qualifying" if u will, but I DO NOT get in price at all with them, never... If u tell them any type of pricing info, u might as well sell it right then & there & throw it away if u don't!


TDF
Sent from my Sprint Galaxy S4 using Insurance Forums

 

[davidp711]

I tried to see what they qualified for on the phone and used JD's approach. I have found it much easier to just setup the appointment and hold off on asking any health questions. It is nice to know before you go to their home, but like it was said earlier you will miss out on sales. It also takes less time to setup appointments for the day. Because you can write anyone a policy regardless of health, just need to work out the price to match them if you have the right companies.

 

[Rearden]

I tried to see what they qualified for on the phone and used JD's approach. I have found it much easier to just setup the appointment and hold off on asking any health questions. It is nice to know before you go to their home, but like it was said earlier you will miss out on sales. It also takes less time to setup appointments for the day. Because you can write anyone a policy regardless of health, just need to work out the price to match them if you have the right companies.

I did this for a brief period of time, and, while I thought it was effective, it sure did take a lot more time.

Fundamentals are fundamentals for a reason.

Just set the appointment; people will see you if they have some level of interest.

 

[theinsuranceman]

Yeah I went to dk one with no phone #. There was a gate blocking the driveway. I would have hopped the fence but there were two dogs guarding the gate :(

Here's where tele-sales may have helped.

 

[jdeasy]

I can't see how recruiting for telesales would have helped at all as to the question being asked.

 

[theinsuranceman]

If the agent couldn't get thru the gate, and there are 2 guard dogs, there the agent could have used the tele-sales method to have made a presentation, since face 2 face appeared nearly impossible.

 

[Newby]

If the agent couldn't get thru the gate, and there are 2 guard dogs, there the agent could have used the tele-sales method to have made a presentation, since face 2 face appeared nearly impossible.

You're missing the main point. There is no phone number on the lead. And they are not listed anywhere.

 

[theinsuranceman]

You're missing the main point. There is no phone number on the lead. And they are not listed anywhere.

You're right, I missed the part of the missing phone number.
Here's 2 tips for leads w/ no phone numbers........,
1. 411.com or zabasearch.com will usually help find the number.

If they don't help, then

2. Mail the prospect a delivery notice, just like you'd leave on the door. When they get the notice they'll usually call you back!

 

[jdeasy]

You're missing the main point. There is no phone number on the lead. And they are not listed anywhere.

He's not missing anything. Especially not missing a chance to recruit.