The Door Knock Life

[DayTimer]

It got me thinking . Much like you daytimer I'm going to start targeting more middle class clients . You get much higher loyalty and get to use your knowledge .

I think I posted this video earlier in the thread, but it is worth bringing up again. Frank uses a list of 64 and older but does not use an income filter. His door approach is to offer a review of the person's medicare/medicare supplement. But his main goal in every house is to sell a final expense policy. And doing a good financial fact find he uncovers Single Premium Whole Life, Annuities, etc.

The hardest part of door to door is getting in the home. Once you are in so long as you are personable and you ask questions rather than assuming what they need and pitching product straight away, you can close a good percentage.

 

[DayTimer]

Door knocking lists is much more tedious because you must weed threw the many many that have zero interest . It's very time consuming.

You need a good approach, and you need to rebut the first two objections to the appointment. If you turn heel and leave when they sau "not interested" or whatever they say you will not get in many homes.

"I'm not interested in any life insurance."

"And I'm not sure you should be Ms. Mary since I haven't shown you how these new programs work."

"I already have insurance"

"That's exactly why I'm here - this is perfect for folks just like you."

"I don't let strangers in the door."

"That's exactly why I'm here. I am licensed by the State of Pennsylvania which means I've been finger printed and back ground checked by the local and state police as well as the FBI. And here is my driver's license - you can see I live right here in Lehigh County just like you. Let's sit down real quick and you can take a picture of my licenses with your phone so you have a record of exactly who I am."

"Can you leave your card and I'll get back to you."

"Absolutely, I'm going to leave all the information with you - and unlike my business card and a brochure, I actually answer questions. Can we sit down there in your kitchen for a minute."

Every time I ask to come in I usually look down, point into their house, and take a step forward.

Three tips that work for me:

1) You must break the ice, you must break her pre-occuptation somehow ... e.g. "Hey Ms Mary, I'm Daytimer ... hey, is that your Harley Davidson parked out on the street." Something, anything to get Ms Mary to put her mind on you and what you are saying and not on getting back to her episode of Judge Judy as quick as she can. Break the ice, aka "pattern interrupt" and THEN tell her why you are there.

2) The first two "not interested's" are generally smoke screens - ignore them. Practice a couple of rebuttals before hitting the doors so that they come out automatically. For example, Ms Mary says "I'm not interested," and you say "Thanks for that bringing that up. I wouldn't expect you to be interested since I haven't even showed you how these plans work. May I come in, or would you rather we sit down out here?" Ms. Mary says, "Can you leave your card/brochure?" You say "absolutely! I'm going to leave you all the information before I finish. May I come in or would you prefer we sit out here?" The third "not interested?" It is time to thank Ms Mary for her time and get on to the next door.

3) Name drop: If you spoke with Ms Betty next door or across the street, let Ms Mary know. "I was just over visiting with Ms. Betty. She found this information to be very interesting. I believe you will is well. I'd like to share it with you also if I may. May I?" If you sold Ms. Betty, then let Ms Mary know that as well ... "I was just over visiting with Ms Betty and I was able to help her qualify for an excellent plan and she is so happy. I believe you'll be just as happy if you can qualify. I'd like to help you also if I may. May I?"

Good luck, and look, it is a grind.

You will get a bunch of no's. But that's fine: You are prospecting, and prospecting is sorting.

You are sorting those who recognize they have a need you can fill from those who don't.

 

[DonP]

Bingo . " Mrs Jones showing her the card . This pink card was mailed to you a few weeks ago and many of your neighbors mailed it back but our office never got yours . You probably just forgot to mail it so I'm here to get you the important state regulated benefits info you might qualify for . Takes 4 mins can sit right there as I move forward . What is it ? The state regulated benefits many of your neighbors have qualified for and i just stopped by to see if you also qualify for them" . It's not just the words you say as 70% of getting in the home is how you say it . Speaking slow and with enthusiasm and confidence so important . I even shout at the door know if I suspect there home and dont answer . " Mrs Jones I'm the Benefit guy please answer the door " .

 

[DayTimer]

You probably just forgot to mail it

In my area, "The mail being what it is these days we haven't gotten yours back but that's ok because you're entitled to this information regardless."

I wouldn't say "you forgot" ... I don't argue with folks, I don't try to put them down, or make them feel bad or like they did something wrong (other than I make it real clear that if they don't have life insurance, they had better plan in getting some. Today!).

 

[DayTimer]

" Mrs Jones I'm the Benefit guy please answer the door " .

"It's Daytimer! Please let me know you're ok."

 

[rousemark]

Last week I got a call from a referral I talked to in October . It was a referral from a woman who only works middle class to wealthy people for medigap . He wanted to talk about the burial ins . Went on Friday and he wanted the $15 k at $149 a month . We sat at nice dining room table . Wife was sitting with us .He goes honey what about your policy ? She pulls out $300 k banner 20 yr level term that's in the 21st year and is an art now and went up 5 fold . I quote her $30 k WL at $112 a month . She says I'll take it . That's $261 a month out of there and they have people there referring me to . The 76 yr old man says " I bet you sell a shit load on ins your so personable and easy to talk to " . It got me thinking . Much like you daytimer I'm going to start targeting more middle class clients . You get much higher loyalty and get to use your knowledge .

I have tried to tell folks on here for years that it is not just "JD's People" that are final expense insurance prospects. I have sold final expense for years, beginning with the debit days, we just didn't call it FE. We called it life insurance. However, now with the simplified issue "FE" plans that market is easier than ever becasue you no longer have to have med exams, Dr. reports, etc. for a $10-$50K plan. However, I must admit hanging around here for so long, the low income mentality has even rubbed off on me.. Recently I pulled up to a house and immediately had a negative feeling about it because it was a nice, well kept home in an upper middle class neighborhood. However, I sucked it up and went to the door even though I was thinking this is a waste of my time. I am sure that attitude showed to the prospect when she came to the door. But she was so bright and chipper with a big smile, telling me, "yes, I remember the phone call" that I soon turned my attitude around. Nice sale. $98.00 mo FE premium and a $45 mo cancer premium.

 

[rousemark]

You need a good approach, and you need to rebut the first two objections to the appointment. If you turn heel and leave when they sau "not interested" or whatever they say you will not get in many homes.

"I'm not interested in any life insurance."

"And I'm not sure you should be Ms. Mary since I haven't shown you how these new programs work."

"I already have insurance"

"That's exactly why I'm here - this is perfect for folks just like you."

"I don't let strangers in the door."

"That's exactly why I'm here. I am licensed by the State of Pennsylvania which means I've been finger printed and back ground checked by the local and state police as well as the FBI. And here is my driver's license - you can see I live right here in Lehigh County just like you. Let's sit down real quick and you can take a picture of my licenses with your phone so you have a record of exactly who I am."

"Can you leave your card and I'll get back to you."

"Absolutely, I'm going to leave all the information with you - and unlike my business card and a brochure, I actually answer questions. Can we sit down there in your kitchen for a minute."

Every time I ask to come in I usually look down, point into their house, and take a step forward.

Three tips that work for me:

1) You must break the ice, you must break her pre-occuptation somehow ... e.g. "Hey Ms Mary, I'm Daytimer ... hey, is that your Harley Davidson parked out on the street." Something, anything to get Ms Mary to put her mind on you and what you are saying and not on getting back to her episode of Judge Judy as quick as she can. Break the ice, aka "pattern interrupt" and THEN tell her why you are there.

2) The first two "not interested's" are generally smoke screens - ignore them. Practice a couple of rebuttals before hitting the doors so that they come out automatically. For example, Ms Mary says "I'm not interested," and you say "Thanks for that bringing that up. I wouldn't expect you to be interested since I haven't even showed you how these plans work. May I come in, or would you rather we sit down out here?" Ms. Mary says, "Can you leave your card/brochure?" You say "absolutely! I'm going to leave you all the information before I finish. May I come in or would you prefer we sit out here?" The third "not interested?" It is time to thank Ms Mary for her time and get on to the next door.

3) Name drop: If you spoke with Ms Betty next door or across the street, let Ms Mary know. "I was just over visiting with Ms. Betty. She found this information to be very interesting. I believe you will is well. I'd like to share it with you also if I may. May I?" If you sold Ms. Betty, then let Ms Mary know that as well ... "I was just over visiting with Ms Betty and I was able to help her qualify for an excellent plan and she is so happy. I believe you'll be just as happy if you can qualify. I'd like to help you also if I may. May I?"

Good luck, and look, it is a grind.

You will get a bunch of no's. But that's fine: You are prospecting, and prospecting is sorting.

You are sorting those who recognize they have a need you can fill from those who don't.

Sometimes, depending on the mood I am in, if a man comes to the door with that puzzled look on his face, I will say (with a big smile), "Don't get the gun out yet.. I am just one of those old neighborhood insurance guys, are you Frank?" Usually, they also smile and say yes.. and before they can say anything else, "I say, I'm Louis Rouse and I am here because you.........." Silly, but it works.

Back in the debit days, when canvasing along with my staff manager we used to play all sorts of silly games.. One was "convince the guy we are long last friends". We usually did this at a home where we knew the people had just moved in. The conversation would go when the guy came to the door,.....
me: Well, hey.. good to see you.. when did you move in here?
Prospect, (puzzled).. Last week.
me.. Well, that is great.. The last time I saw you were in living ..... (hestate like trying to remember)
Prospect: Englewood..
me: Yeah, that's right .. Englewood on.. Oh what was the name of that street.. (trying to remember)
Prospect: Tellico..
Me: Yeah.. That is right .. Tellico .. Did you know Donny Jones (made up name) that lived there?
Prospect: No
Me: well, that's Ok ..He might have moved but he sure was a supper nice guy. ... Are you still working at... pause again

And, on it went... The majority of the time we got in the house... Many times we got a sale. Sometimes we didn't but I am sure that 100% of the time when left there were some interesting discussions between the husband and wife.. "Do you remember those guys?"

 

[rousemark]

Door knocking lists is much more tedious because you must weed threw the many many that have zero interest . It's very time consuming.

You can cover a lot more territory by just knocking on doors instead of running a list....The only advantage with a list is you know the person name and can use their name when they come to the door. However, there is no much difference in reception (in my opinion) between that type of call and a call where you have no information at all. (After all, you can often get the name off the mailbox .. Or once you make the first call, you can get the names of the neighbors, etc.) There are many ways to do this business if a person has enough moxie to do it...... And, I admit that I often do not..

 

[DonP]

"It's Daytimer! Please let me know you're ok."

That's a good one . The

In my area, "The mail being what it is these days we haven't gotten yours back but that's ok because you're entitled to this information regardless."

I wouldn't say "you forgot" ... I don't argue with folks, I don't try to put them down, or make them feel bad or like they did something wrong (other than I make it real clear that if they don't have life insurance, they had better plan in getting some. Today!).

I wasn't thinking . I say it probably got lost in mail buts that's ok as I'm working with a lot of your neighbors today and it'll take 5 mins to see what you qualify for . We can sit right there . When I first started the business I thought you had to say the exact right works . But imho it's more important how you say things that the exact tight words .Each person finds what works best fir them .

 

[DayTimer]

You can cover a lot more territory by just knocking on doors instead of running a list

I agree. Now, if you are senior market (MA/Med Supp/FE) then running the list will be more efficient because you are going to cut out all those doors that you really don't want to deal with. Even driving though (as opposed to walking a small town or city or subdivision) you can knock 50 doors a day or more off a list unless you get into a bunch of them.

The majority of the time we got in the house... Many times we got a sale. Sometimes we didn't but I am sure that 100% of the time when left there were some interesting discussions between the husband and wife.. "Do you remember those guys?"

I was rolling!

I have tried to tell folks on here for years that it is not just "JD's People" that are final expense insurance prospects.

Fellas like you and @WinoBlues always stirring the pot and talking 'bout" life insurance."