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What Should a Warm Up Include?
- Thread starter turkjey5
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That's when I do it. After the presentation, after they commit $. Then I tell them I need to know a little more about their health before I will know which carrier will serve them best. Start asking Qs about health/lifestyle.
I haven't done F2F in home sales in years but always found it easy to start a conversation, find something in common, and put them at ease.
You never qualify them in the home. Never. That is always done by phone before you ever set the appointment.
The transition from warm up to presentation centered around "why am I here?". I review their reasons for setting the appointment and ask if anything has changed. I also used that time to remind them of the areas where they have a concern and that I promised not to waste their time. "If I have a solution that fit's your needs and budget we will begin the application process to see if you can qualify".
If you follow this routine you should have a high rate of success.
Back to the warm up, it helps if you can find common ground. Most people are proud of their home. Spend a few moments looking around the living area's and try to find something to talk about. A family picture, children's awards or team sports pictures, a collectible.
Children and collectible's are the easiest to use to start a conversation. I once was in a home where the lady collected thimbles. I had never met anyone that collected thimbles so I asked about it and why she started collecting them.
After a few minutes of allowing her to talk about her collection it was easy to transition in to why I was there.
You never qualify them in the home. Never. That is always done by phone before you ever set the appointment.
The transition from warm up to presentation centered around "why am I here?". I review their reasons for setting the appointment and ask if anything has changed. I also used that time to remind them of the areas where they have a concern and that I promised not to waste their time. "If I have a solution that fit's your needs and budget we will begin the application process to see if you can qualify".
If you follow this routine you should have a high rate of success.
Back to the warm up, it helps if you can find common ground. Most people are proud of their home. Spend a few moments looking around the living area's and try to find something to talk about. A family picture, children's awards or team sports pictures, a collectible.
Children and collectible's are the easiest to use to start a conversation. I once was in a home where the lady collected thimbles. I had never met anyone that collected thimbles so I asked about it and why she started collecting them.
After a few minutes of allowing her to talk about her collection it was easy to transition in to why I was there.
- 19,640
In FE you NEVER qualify on the phone unless you intend to do the whole appointment by phone.
Guess that is why I don't do FE sales.
No way I would even put the key in the ignition unless I knew I had a qualified prospect.
In the past I burned up too much gas and wasted a hell of a lot of time running appointments with bozo's that had no money, need or desire to buy my product.
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My warmup is usually helping the senior open the can of beer.
Rick
Rick
- 3,165
Bob was that you in a distant post that recommended "High Probability Selling"?
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