Tracking Objections with Final Expense

[360]

It was not an appointment I had already scheduled but rather a new lead.

The last call was a 1st call to set an appt. She seemed very receptive at first and when I told her I was the person that takes care of going over the info with her to see what they qualifies for she then chgd her tune, got on the defensive and said something had come up and will not be able to do it now.

If it's a "we can't do it now" on a fresh lead what they may really be saying is "the money I thought I had to pay this is now is gone and I won't have any more money until the 3rd of next month so the last thing I want is you coming out to my house and trying to sell me something when I have no money and can't do it now".

I would drill down and see if "can't do it now" means not this week or they mean they no longer have a need for insurance to pay for their funeral because they just hit the lotto.

 

[jerry176]

I'll say something like, "That's no problem. Next time I'm in the area I'll catch up with you. By the way, what was your concern when you mailed me the card?" If they tell me their concern, I'll make a note on the card. Either way I write DK on the card and dook knock them the next day. I don't push too hard so they won't remember me as a jerk when I DK them.

Their only concern "is it for free"

"well i thought it was something from the goverment"

 

[Norwayguy]

Their only concern "is it for free"

"well i thought it was something from the goverment"

No this solves the holes in your government lifestyle.

 

[nfl72]

nothing works with everybody. I always do my best to schedule an appointment with them but sometimes they just wont committ.. In that case I just let them kow if i happen to be in the area and have some free time I will try and contact them then. If they then act surprised and put off because you showed up out of the blue, just reiterate what you said. You said you would try and contact them then, you didnt say by phone or in person.

When doing a cold call after they would not set up an appointment I just show up at there door and the first thing I say is; My name is Merril and we spoke on the phone, I don't have a lot of time right now because I have an appointment down the street but if you have a couple of minutes we can see if I am going to be able to help you out or not.

Fly by the seat of your pants

 

[jerry176]

I don't subscribe to a government lifestyle. The people getting the cards think its from the gov.

 

[TPAAgent]

They are actually doing you a favor

This is the one business that no matter how good you can convince someone to purchase a policy today that they cant afford or need to wait a few months it more than likely will lapse.. All you're looking at is a lapse and a bunch of wasted time

 

[nfl72]

It aint like the car business thats for sure. All these people have to do is stop making payments. The either days are few and far between anymore.

 

[sissymary]

You can always say is a week enough time to think about it, and then set another appointment time. If they balk then you know they are just waisting your time. What I do is address the we want to think about it, and we have to speak to our children first bogus blow off in my pitch.

 

[Pete Cormie]

You can always say is a week enough time to think about it, and then set another appointment time. If they balk then you know they are just waisting your time. What I do is address the we want to think about it, and we have to speak to our children first bogus blow off in my pitch.

Please share. How do you address that?