Telephone Prospecting FE

[RonRoberts]

Do you mean funny like a clown or funny like he spent time at Penn State?

While I am a fan of clowns (Steven King's "It"), I refuse to follow the Penn State thing. Blame and cover ups seem to be everywhere, and I have lot more to do with my time then follow that crap. Plain and simple, someone is always guilty and someone is always innocent.

 

[sshafran]

What do you mean?
Are you doing FIRST CALL -Set the Appt, SECOND CALL (The in person appointment where you close

Could you please elaborate

I set an appointment. Then meet with them - do fact-finding....build rapport, etc. Schedule follow up at the end of fact-finding for a few days later. On 2nd appt., I confirm my undersranding of their situation & share my recommendations.

I don't even bring anything in the house to sell the 1st mtg., just a legal pad...

It works very well for me.
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Especially when you start getting referrals, how can you bring something in to sell if you don't even kmow their situation yet??? A lead card may be a little different...but even at that I don't think I'd change my strategy.

 

[Frank Bettger]

I set an appointment. Then meet with them - do fact-finding....build rapport, etc. Schedule follow up at the end of fact-finding for a few days later. On 2nd appt., I confirm my undersranding of their situation & share my recommendations.

I don't even bring anything in the house to sell the 1st mtg., just a legal pad...

It works very well for me.
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Especially when you start getting referrals, how can you bring something in to sell if you don't even kmow their situation yet??? A lead card may be a little different...but even at that I don't think I'd change my strategy.

Terrific approach!
Care to share your appointment setting call (script if you go by one)?

 

[jdeasy]

That would certainly be a good way to do it, but I don't have time to meet with everyone twice.

Selling FE is a one appointment close. If I can't close it in one appointment, I failed.

More power to someone that can take that kind of time to do two sits to get one app. I would be interested in how much production gets done that way.

 

[Frank Bettger]

You're asking the wrong person here. I don't sell by phone. Strictly face to face. I think selling FE by phone is nothing but fool's gold.

I was originally replying that, if you are going to get that much info on the phone up front, you might as well close the whole deal. If your goal is to just get in front of them, {which is my only goal on the phone}, you are getting into too much discussion. "The more you tell, the less you sell".

Well said JD...What do you say on your initial call to get the appt?

 

[sshafran]

That would certainly be a good way to do it, but I don't have time to meet with everyone twice.

Selling FE is a one appointment close. If I can't close it in one appointment, I failed.

We have different approaches/styles. One isn't better than another, per se. You have lead cards for one specific product, I don't. I have a long-term goal of doing everything related to financial planning - you probably don't. Neither way is better - we do what we're interested in and enjoy.

More power to someone that can take that kind of time to do two sits to get one app.

I think a lot of agents do a two-step approach. When I've gone to trainings with non-FE life insurance producers, most of them do a two-step approach.

I would be interested in how much production gets done that way.

It is what it is, and it's higher than when I pushed for a a one-call.

 

[jdeasy]

We have different approaches/styles. One isn't better than another, per se. You have lead cards for one specific product, I don't. I have a long-term goal of doing everything related to financial planning - you probably don't. Neither way is better - we do what we're interested in and enjoy.




I think a lot of agents do a two-step approach. When I've gone to trainings with non-FE life insurance producers, most of them do a two-step approach.



It is what it is, and it's higher than when I pushed for a a one-call.

Well, since this is in the final expense forum and we are talking about final expense selling, wouldn't it have been prudent to say you weren't talking about final expense?

For selling final expense fulltime and working from leads, one is definately better. It's a one stop close or it's failure.

There is not a top producer at any FE organization that's not doing a one stop closing.. Everyone has some two stop deals, but no top producer is doing it as a model.
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Well said JD...What do you say on your initial call to get the appt?

What I say is not that important as each person has to be true to themself on the phone.

I ask for the person on the card and then tell them that we are the people that they sent in a request for information to about our final expesne life insurance and I'm the one that takes care of that and I need 10 minutes of their time to go over it. I'll be in your town tomorrow, are you available at 10:00 am?

That's it. Once they say yes I confirm their address and then the next call I ask if they will be there at 11:30 am.

I never schedule more than one day out and I schedule 6 appointments an hour and a half apart.

 

[0b1kanobee]

I ask for the person on the card and then tell them that we are the people that they sent in a request for information to about our final expesne life insurance and I'm the one that takes care of that and I need 10 minutes of their time to go over it. I'll be in your town tomorrow, are you available at 10:00 am?

That's it. Once they say yes I confirm their address and then the next call I ask if they will be there at 11:30 am.

I never schedule more than one day out and I schedule 6 appointments an hour and a half apart.

Do you try and line up your appointments so you are not driving in several different directions? I'm trying to figure out how you can do 6 in one day. Don't you have people say tomorrow is not good? Or 10:00 AM is not good come at 1:00. Maybe you are in the same town.

Where I am, it would be difficult I think because Orlando is a big place.

 

[jdeasy]

Do you try and line up your appointments so you are not driving in several different directions? I'm trying to figure out how you can do 6 in one day. Don't you have people say tomorrow is not good? Or 10:00 AM is not good come at 1:00. Maybe you are in the same town.

Where I am, it would be difficult I think because Orlando is a big place.

My leads are always in the same county. So I only work one county at a time. If they are not available the next day I tell them I will call them the next time I'm in that area. I will not change my schedule to fit their's.

As for the time, I am flexible on that. If they say they are not available at 10, but would be at 1:00, I schedule for 1:00. Then the next on I call I will ask about 11:30.

That was the hardest thing for me to learn. To say no when someone said they could see me the day after tomorrow. You have to have a schedule and you have to be the one in control of your schedule.

 

[Frank Bettger]

Getting them to agree to the appointment, that's the fly in the ointment!!!