What Do I Do Now?

[Texas Insurance Guy]

Really? Maybe the compensation system changed when I wasn't looking.

How much do they pay for an "appointment"?

By "selling" the appoinment i simply meant dont try to sell the policy over the phone. Tie down the appointment and keep the rest minimal until you are in the house. I think its crazy to try to overqualify for FE. Once they agree to an appointment get something within their budget, have carriers for each situation and close the damn thing.

 

[Todd King]

Here's my take on it.
You definitely do some pre-qualifying, if nothing more than to give you an idea of the direction to head with the client.
The next step is to sell it over the phone or set the appointment to go see them. I've done both and both work.
If you prefer to do it over the phone, then get good at selling over the phone.
If you prefer seeing them f2f, then get good at that.
I used to work with a guy that never called them to set an appointment or anything. He sold a ton of FE.
I always set the appointment by phone and went to see them f2f. I sold an equal ton, but he used more gas!
After a while of getting very good at setting appointments, I started slowly seeing that I could do some by the phone. Of course those actually started with existing clients, but I found out it could be done and started doing more and more by phone. It takes very good phone skills to set the appointments...and even greater phone skills to close the deal.
The phone skill comes in time, so if you're not up for it yet, start by doing a f2f. You'll learn more f2f with your client than by phone usually.
I hope this helps you out.

 

[dandan]

Here's my take on it.
You definitely do some pre-qualifying, if nothing more than to give you an idea of the direction to head with the client.
The next step is to sell it over the phone or set the appointment to go see them. I've done both and both work.
If you prefer to do it over the phone, then get good at selling over the phone.
If you prefer seeing them f2f, then get good at that.
I used to work with a guy that never called them to set an appointment or anything. He sold a ton of FE.
I always set the appointment by phone and went to see them f2f. I sold an equal ton, but he used more gas!
After a while of getting very good at setting appointments, I started slowly seeing that I could do some by the phone. Of course those actually started with existing clients, but I found out it could be done and started doing more and more by phone. It takes very good phone skills to set the appointments...and even greater phone skills to close the deal.
The phone skill comes in time, so if you're not up for it yet, start by doing a f2f. You'll learn more f2f with your client than by phone usually.
I hope this helps you out.

I bet his persistancy was much better.