The Door Knock Life

[rousemark]

Claude Whitacre, author of several very short but very good sales books, who has been interviewed several times by our own @Rearden has often said that in spite of his making his living selling, first life insurance for Monumental Life, and then vacuum cleaners door to door for over forty years, he himself has never bought from a door to door salesman at home. He just isn't the type to let strangers into his home.

His parents, on the other hand, were - he laughs when he tells how his parents bought from every door to door guy who ever showed up. Claude did by a large whole life policy form an insurance agent who cold called him at his retail store, but if the same guy had showed up at his home, Whitacre would not even have answered the door after looking out to see it was someone whom he didn't know.

So there are many people, no doubt, who won't buy from door to door guys. I have only done it once - last week. I've been wanting to get a new pest control service for our home after firing the last company. I had been doing it myself using the Home Depot stuff with ok results. But I have a lot of respect for Aptive Enviromental, and I told myself if an Aptive kid ever knocks on my door, I'm buying. So last weekend, I had just gotten home from a day of knocking myself (usually do 10 to 2 on Saturday but today it is pouring buckets so I am taking a three day with it being Memorial day). This college kid knocks on my door and I look out and I recognize that he is wearing an Aptive polo. So I opened the door, and let him work his magic. He was actually quite good. I mean, I was already sold, but even if I hadn't been, I might have been by the time he was done. My point here is that in spite of being a long time cold knocker, I myse;lf am like Claude: I do not usually answer the door if it is a sales guy. I occassionally will open the window to my home office, which is on the second floor, and I'll tell the door to door guy thanks bu no thanks I don't need solar or pest control or lawn service or whatever. But more often than not when someone knocks our door and it is a salesperson I do not answer.

But, here is what matters: While there are many people like Claude and myself who won't answer the door, there are a surpsingly many who will answer the door and say "May I help you?"

God bless those folks! Why, yes, I am hoping you can help me. You see, all I want to do is help you, and if you let me help you, you will be helping me. May I explain?

They all say "yes." everyone of them.

And this is what guys like DonP don't or won't get: for everyone who thinks like he does there are 2 who think quite differently.

I do not invite them in but I do answer the door and enter into a conversation with them. I try my best to send them way on a positive note so they are no discourage when they leave. If on ever called offering something I actually need, I would probably buy from them.

 

[DayTimer]

Work smarter, not harder ...

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[rousemark]

I could see him getting all riled up if I were taking the position that "buying leads suck and are a waste of money." But my response was that clearly buying leads is the exact right strategy for many agents.

Yet he insists that what I am doing doesn't work. Now, imagine sitting here trying to figure out how to respond to someone who basically just said that you do not exist lol ... befuddling.

I could see if I were claiming to sit and sell everyone who answered the door, and yet I said that yesterday I only managed to get meetings with 5 out of 21 folks. That means 21 folks responded just as Don would say they would. What frustrates Don is the fact that the other five did not act as he says they should have acted.

I could see it if I said I was doing all this in four hours a day. But I have tried to be clear: I cold knock for four hours six days a week, and the rest of the time I am running first and second meetings, doing admin, following up with underwriting requirements etc.

This is a lot of work. It is not, imo, hard work. It is actually quite enjoyable. But it is a lot of work and a lot of hours. I am building a book that will make it a lot less hours in the future, but for now, it is a lot of hours. I am not trying to "sugar coat" anything here.

As you build that book, you will have less and less need to doorknocker as add ons and referrals will keep you busy. Wino is a good example of this. I should be at that stage except for the 18 years or so that I piddled at the insurance business as I concentrated on antiques and collectibles..

 

[DonP]

There's 31 flavors and to each his own . Just like some parts get 2% returns and others get 1/2% . Just like Shonceman works the Ghetto's and runs debit . Just like some people like telesales . Whatever works for someone . Personally I'd rather approach someone who took even the least bit of effort to initiate something .For me it's the most efficient use of my time

 

[shonceman]

imagine sitting here trying to figure out how to respond to someone who basically just said that you do not exist lol ...

Not too hard to imagine. I'm a debit agent!

 

[rousemark]

Not too hard to imagine. I'm a debit agent!

Yeah.. Ain't none of them left... Global cooling killed them all off..

 

[WinoBlues]

Some good Chit in this thread.

My couple takeaways from trying to catch up reading it today. As I am on perpetual hold with T -Moblie. That Military Max plan looks pretty good.

They live in a $350k+ home that they paid $150K - $250k for 10 to 15 years ago.

Most advisors don't want these folks. But these folks are gold.

As @jdeasy would say These ^^^ are my people. Both traditional and <gasp> FE.

is not just about what you say, but how you say it (inflection) and your body language while saying it.

What I "say" is that I ask questions:

The questions are important. But how you ask them and your body language while asking, and while listening to their responses is far more important.

Questions and Listening. Also how you say something is as important if not more important than the words. Two different people reciting the Gettysburg Address send different messages. Google 'Ole Glory' listens to Command Master Chief Ellis then listen to some of the others.

Sometimes that is the case, especially with annuity sales and single premium whole life sales, and of course, the occasional FE, aka simplified issue whole life sale.

We make a mistake by pigeon holing people and saying things cannot be done, especially when there are people doing it.

We all have our ways of "skinning the cat". I really don't get why some people feel the need to declare that the way somebody else skins theirs is wrong, especially when it's clearly working.

Now, imagine sitting here trying to figure out how to respond to someone who basically just said that you do not exist lol ... befuddling.

Unicorns do exist.

All things can not be done here, then a year or two later it is a brand new fresh idea. Phone FE sale, Texting seniors, Facebook, FE Income levels higher than $18,000. Cold door-knocking 'middle income'. New ideas and processes are how we grow and learn.

As you build that book, you will have less and less need to doorknocker as add ons and referrals will keep you busy.

Ah Louis, that is an old guy's secret.

There's 31 flavors and to each his own

True.

Unless you are open to more ice cream vendors. I also pull over the paletero and find more flavors that others have not tried.


Great thread and input.

 

[shonceman]

Yeah.. Ain't none of them left... Global cooling killed them all off..

Naw, we're not all gone. Every now and then I catch one of the old AGLA guys wandering around my neighborhoods.

 

[rousemark]

Naw, we're not all gone. Every now and then I catch one of the old AGLA guys wandering around my neighborhoods.

We looked like in the 70s when I started with NL&A. Guy is wearing my suit and tie.

 

[shonceman]

We looked like in the 70s when I started with NL&A. Guy is wearing my suit and tie.

Haha! I should throw away my ties. These days I really only need one suit and one tie for the occasional funeral!