What Percentage of DM Leads Get Set for Appointments?

[rousemark]

Ok thanks---not at all sure what you're trying to tell me

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Just saying you come across in that post that, even though you may have a little age yourself, as having a condescending attitude toward older folks and their mental capacities.. If I am reading it wrong, I apologize.

 

[Labesky]

Just saying you come across in that post that, even though you may have a little

Ah OK. Yes I agree we can't filter out or prejudices.

Im a Senior and have done this for years so I think Im pretty understanding

But you MUST take into account the "general" tendencies of your market. IN my case, I have to remember

Seniors avoid answering the phone--they are very touchy about it
Seniors are far more likely to forget things--like appointments

MANY years ago I saw a terrific film "You are now what you were then" by Morris Massey. Calculate the year the person you are talking to was TEN--and that will drive how you communicate with them

If they were ten in 1935--what they want to hear is DONT WORRY THIS IS SAFE! If they were ten in 1945 its This is HUGE its the biggest. Ten in 1965--this is SO COOL! Its like a moon shot. So I try to keep their age and economic status and ethnicity and 100 other things in mind

Im often struck at the anger and lack of empathy agents show on here and wonder how it comes through to clients.

I do mostly Medicare so if I contact someone that is nasty or argumentative I generally walk away. I truly try to make FRIENDS of my clients. Im NOT going to argue with them Im gonna have to get along with them for years

 

[jdeasy]

Ok thanks---not at all sure what you're trying to tell me

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FEX did have one guy that was doing very well as a DK'er. He was trying to learn to set appointments but he's gone now. I don't know what happened to him or if he's even still in the business. He would admit that the reason he DK'ed was because he was scared of the phone.

=========================
Again--its what works for YOU. I read other agents posts and I find that

* My Clients dont act in ANY way similar to theirs
* My prospects dont act in ANY way similar to theirs
* My carriers dont act ANY way similar to theirs
* My leads dont respond any way similar to theirs.

I wasnt giving advice I was saying if he is only getting 20 leads--DK them. Its FAR FAR FAR more difficult to say NO to a friendly smiling face that YOU sent for!

Personally unless they just are never home when Im there I think calling is just
like putting $20 in a slot machine[/QUOTE]



I couldn't disagree more with that premise. But, if you believe that then it's true for you.

 

[Labesky]

You DID agree with me

"Again--its what works for YOU. I read other agents posts and I find that "

I've tried much of whats been suggested here--keeping an open mind. And its been crap. But I learn. Every area, every carrier, every agent, etc is different

 

[jdeasy]

Just saying you come across in that post that, even though you may have a little

Ah OK. Yes I agree we can't filter out or prejudices.

Im a Senior and have done this for years so I think Im pretty understanding

But you MUST take into account the "general" tendencies of your market. IN my case, I have to remember

Seniors avoid answering the phone--they are very touchy about it
Seniors are far more likely to forget things--like appointments

MANY years ago I saw a terrific film "You are now what you were then" by Morris Massey. Calculate the year the person you are talking to was TEN--and that will drive how you communicate with them

If they were ten in 1935--what they want to hear is DONT WORRY THIS IS SAFE! If they were ten in 1945 its This is HUGE its the biggest. Ten in 1965--this is SO COOL! Its like a moon shot. So I try to keep their age and economic status and ethnicity and 100 other things in mind

Im often struck at the anger and lack of empathy agents show on here and wonder how it comes through to clients.

I do mostly Medicare so if I contact someone that is nasty or argumentative I generally walk away. I truly try to make FRIENDS of my clients. Im NOT going to argue with them Im gonna have to get along with them for years

Now that I agree with you on. I am dismayed at the attitude many agents have toward our market.

I also agree about not arguing with them. I'm not talking myself into an appointment. Not on the phone nor at the door. If they don't want to meet then they don't want to meet.

Same for once I am in there. I'm not talking a person into buying. I don't use the "think about it" close. They either want it after it's explained or they don't.

 

[rousemark]

Now that I agree with you on. I am dismayed at the attitude many agents have toward our market.

I also agree about not arguing with them. I'm not talking myself into an appointment. Not on the phone nor at the door. If they don't want to meet then they don't want to meet.

Same for once I am in there. I'm not talking a person into buying. I don't use the "think about it" close. They either want it after it's explained or they don't.

It is scary when JD and I are in 100% agreement. The think about it close was invented for people that can't close.. Even if you have an app and money, if they are still thinking about it when you leave the house, they haven't been "closed".

 

[Labesky]

It is scary when JD and I are in 100% agreement. The think about it close was invented for people that can't close.. Even if you have an app and money, if they are still thinking about it when you leave the house, they haven't been "closed".

I AGREE WITH YOU BOTH.

Im much more Medicare than FE. For me FE is transactional/hunting. Medicare is relationship/farming. I can sometimes be "pushy" on FE because I know once I walk out that door I will almost never get any business there

BUT--if I

Solve the clients problem

We get along well

I treat them with respect

They SHOULD become clients--and I really don't want just clients--I want friends. There are a number of clients I just stop by and say hello and have coffee. Or they call on me to help sell some goofy grade school raffle.

AGREED--"closing is for those that cant close!"

 

[bboman23]

Nah never do that. they look at me like WHAT THE?? I hand them the card and say--'Do you remember sending this in last week?

1. OH YEAH COME ON IN!!

2. Yeah I need to get working on this -I motion to a SMALL MANILA FOLDER and say "Well I brought the information you need--do you have a minute?" and put my hand on the outer door

3. Whats this about? "SMALL laugh--You tell me!--I know why we sent it OUT but I DONT know why you sent it IN!!! I assume you wanted to get information on covering final expenses?"

4. THEY WERE SPOSED TO MAIL SOMETHING! I look it over and say "no it doesnt say that--and without some explanation and your age and health anything we SEND is not going to tell you anything. I have the information here" etc

No monitoring calls, no avoiding calls, no forgotten "appts" that never existed in the first place. If youre only getting 20 leads you DONT need a Marketer and IMHO you shouldnt be attempting to set appts.

btw--all the same applies to Med Supps--all the same silly crap---even the upper income Seniors wont answer a number they dont know!

That may work for you? But I say it's terrible advice.

DK'ing is very inefficient. The very best FE agents at the top FE IMO's set appointments. No matter if they get 15, 20, 25 or more leads per week.

Of course most of them DK sometimes because not all leads have phone numbers or sometimes it's the wrong number.

Over the years I've seen many make the argument that you make about setting appointments. It's easy to default to DK'ing when you don't have skills to set appointments.

I remember one guy coming to FEX and saying his area was just different. People didn't answer the phone, they forgot about the card, etc. After a year of training with Travis and learning to set appointments all those objections went away. He now sets appointments in that same "bad area" is is one of the top agents with FEX today.

That doesn't happen with most that complain about appointment setting. Most are out of the business in a year. Same as if they just DK'ed them.

As for not answering the phone, I'm in my 14th year of setting appointments. Used the same phone number the whole time. People answer the phone.

And later this morning there will be agents from all over the country posting on our groupme chat they have a full day of appointments set for Monday. That's agents in Mass., Pa., In, Ky, Ca, Tx, Ark, Fl, Al, Az, Wi, Oh, etc.

Happens every Sat so I know it will today. People are answering the phones there too. Most all of them are using RGI leads although a few are using other lead sources.

FEX did have one guy that was doing very well as a DK'er. He was trying to learn to set appointments but he's gone now. I don't know what happened to him or if he's even still in the business. He would admit that the reason he DK'ed was because he was scared of the phone.[/QUOTE]

You 100% give some good advice, but I find it hilarious that you talk about you are not a marketer! Read your post! You literally had to make sure you cover every part of FEXs program. GroupMe, Travis's training, lead program, etc.

This is not a knock at FEX since they do have a great program, but you are 100% a marketer for them. Marketer - a company or person that promotes a company. Welcome to the dark side!

 

[jdeasy]

That may work for you? But I say it's terrible advice.

DK'ing is very inefficient. The very best FE agents at the top FE IMO's set appointments. No matter if they get 15, 20, 25 or more leads per week.

Of course most of them DK sometimes because not all leads have phone numbers or sometimes it's the wrong number.

Over the years I've seen many make the argument that you make about setting appointments. It's easy to default to DK'ing when you don't have skills to set appointments.

I remember one guy coming to FEX and saying his area was just different. People didn't answer the phone, they forgot about the card, etc. After a year of training with Travis and learning to set appointments all those objections went away. He now sets appointments in that same "bad area" is is one of the top agents with FEX today.

That doesn't happen with most that complain about appointment setting. Most are out of the business in a year. Same as if they just DK'ed them.

As for not answering the phone, I'm in my 14th year of setting appointments. Used the same phone number the whole time. People answer the phone.

And later this morning there will be agents from all over the country posting on our groupme chat they have a full day of appointments set for Monday. That's agents in Mass., Pa., In, Ky, Ca, Tx, Ark, Fl, Al, Az, Wi, Oh, etc.

Happens every Sat so I know it will today. People are answering the phones there too. Most all of them are using RGI leads although a few are using other lead sources.

FEX did have one guy that was doing very well as a DK'er. He was trying to learn to set appointments but he's gone now. I don't know what happened to him or if he's even still in the business. He would admit that the reason he DK'ed was because he was scared of the phone.

You 100% give some good advice, but I find it hilarious that you talk about you are not a marketer! Read your post! You literally had to make sure you cover every part of FEXs program. GroupMe, Travis's training, lead program, etc.

This is not a knock at FEX since they do have a great program, but you are 100% a marketer for them. Marketer - a company or person that promotes a company. Welcome to the dark side![/QUOTE]



BS!! I am no more a marketer for FEX than you are.

I heard the same crap when I was with EFES. Opposing marketers claimed I was a marketer for EFES.

I speak from my own experiences.

If that bothers you then you will just have to get over it.

I get it that you are jealous of FEX. That's your cross to bear, not mine.

 

[bboman23]

You 100% give some good advice, but I find it hilarious that you talk about you are not a marketer! Read your post! You literally had to make sure you cover every part of FEXs program. GroupMe, Travis's training, lead program, etc.

This is not a knock at FEX since they do have a great program, but you are 100% a marketer for them. Marketer - a company or person that promotes a company. Welcome to the dark side!

BS!! I am no more a marketer for FEX than you are.

I heard the same crap when I was with EFES. Opposing marketers claimed I was a marketer for EFES.

I speak from my own experiences.

If that bothers you then you will just have to get over it.

I get it that you are jealous of FEX. That's your cross to bear, not mine.[/QUOTE]

No I'm not jealous of FEX at all. They work hard and invest into their business. That's what an IMO is supposed to do. I agree you're not any agents up line at FEX and you may or may not get any money for what you do (I'd have no way of knowing that) but you are 100% a marketer for them. I posted the definition of a marketer and that is you for sure. And trust me, there are tons of marketers on here, you are just one that blasts marketers while marketing yourself.