Re: What Would You Say???
Why is getting the name of the current carrier so critical?
Thank you.
Frank-
Why is getting the name of the current carrier so critical?
Thank you.
What Would You Say ?
- Thread starter LadyYaYa
- Start date
- 7,066
Re: What Would You Say???
I was afraid no one would ask. Thanks Mom.
With Med Supps everyone's situation is constantly changing. Sometimes yearly. The name of the company is the single most important piece of information I want to glean from the call. It is the first question I ask. If that is all I get from the phone call it has still been a successful call for me and that prospect will one day become a client.
If the call does not result in a sale I put the name of the company in my prospects database in the "Name of current company" field. That prospect may sit there for up to 12, 24 or 36 months. I will not attempt to call them back until I hear their company has a rate increase.
When I do, I print a report showing everyone who told me that had their insurance with that company and call them back. If I don't make that sale then shame on me because I have screwed up. That should be "money in the bank".
It is not uncommon for me to sell a policy to someone I originally talked to 12, 24 or 36 months ago. My database is full of those people.
It makes selling like having a license to steal.
I was afraid no one would ask. Thanks Mom.
With Med Supps everyone's situation is constantly changing. Sometimes yearly. The name of the company is the single most important piece of information I want to glean from the call. It is the first question I ask. If that is all I get from the phone call it has still been a successful call for me and that prospect will one day become a client.
If the call does not result in a sale I put the name of the company in my prospects database in the "Name of current company" field. That prospect may sit there for up to 12, 24 or 36 months. I will not attempt to call them back until I hear their company has a rate increase.
When I do, I print a report showing everyone who told me that had their insurance with that company and call them back. If I don't make that sale then shame on me because I have screwed up. That should be "money in the bank".
It is not uncommon for me to sell a policy to someone I originally talked to 12, 24 or 36 months ago. My database is full of those people.
It makes selling like having a license to steal.
- 2,452
Re: What Would You Say???
Yeah but you can't completely prequalify so you are wasting more time that way, than if you just make the appointment.
Many times I get to the house to find they have coverage through work, etc., and end up writing FE, or even an annuity.
Plus so what if they have Bankers, United American, or whoever you like to hear? There is no guarantee they will even qualify for your company X. Are you going to underwrite them on the phone too? LOL!
Yeah but you can't completely prequalify so you are wasting more time that way, than if you just make the appointment.
Many times I get to the house to find they have coverage through work, etc., and end up writing FE, or even an annuity.
Plus so what if they have Bankers, United American, or whoever you like to hear? There is no guarantee they will even qualify for your company X. Are you going to underwrite them on the phone too? LOL!
- 7,066
Re: What Would You Say???
Yes I can and do.
Then you aren't doing a very good job of fact finding before setting the appointment. It sounds like all you are trying to do is "get a foot in the door". A very sloppy, inefficient, way of trying to sell something.
Oh yes there is. I learn that before I set the appointment.
Yes, that is exactly what I do. Apparently you don't know very much about Medicare Supplement Insurance and virtually nothing about how to properly and efficiently sell it.
Maybe you should first learn what you are doing then consider posting on here. I just hate to see people embarrass themselves in public.
Yes I can and do.
Then you aren't doing a very good job of fact finding before setting the appointment. It sounds like all you are trying to do is "get a foot in the door". A very sloppy, inefficient, way of trying to sell something.
Oh yes there is. I learn that before I set the appointment.
Are you going to underwrite them on the phone too? LOL!
Yes, that is exactly what I do. Apparently you don't know very much about Medicare Supplement Insurance and virtually nothing about how to properly and efficiently sell it.
Maybe you should first learn what you are doing then consider posting on here. I just hate to see people embarrass themselves in public.
- 267
Oh darn I thought this was a Dave Matthews Band thread.
- 172
Re: What Would You Say???
It is not tough or time consuming to pre-qualify the prospect on the phone. There are two simple questions that you can ask.
1.) How is your Medicare working for you now?
2.) Have you been using your Medicare a lot recently?
If those don't work the way you want them to, by them volunteering their recent health history...you can simply ask the following. Have you had any major health problems the last 2 or 3 years - such as heart attack, stroke, cancer or emphysema/COPD? These will knock out your "non qualified" supplement prospects. There are still products you can sell them (FE, Annuity, etc.) but then you can get direct and ask how their life insurance is or their return on their CD/IRA etc...
Why waste time and gas driving to an appointment that won't be able to buy the supplement anyway.
Yeah but you can't completely prequalify so you are wasting more time that way, than if you just make the appointment.
Are you going to underwrite them on the phone too? LOL!
It is not tough or time consuming to pre-qualify the prospect on the phone. There are two simple questions that you can ask.
1.) How is your Medicare working for you now?
2.) Have you been using your Medicare a lot recently?
If those don't work the way you want them to, by them volunteering their recent health history...you can simply ask the following. Have you had any major health problems the last 2 or 3 years - such as heart attack, stroke, cancer or emphysema/COPD? These will knock out your "non qualified" supplement prospects. There are still products you can sell them (FE, Annuity, etc.) but then you can get direct and ask how their life insurance is or their return on their CD/IRA etc...
Why waste time and gas driving to an appointment that won't be able to buy the supplement anyway.
- 781
Mr. Stastny does all is selling up front. He has an "upfront contract" with his prospect, and qualifies them 100 pct before getting in his car. He might only sell a few, but he always sells them something. His business model is quality over quantity.
He would rather spend time with his goats, then spend it with some old goat....
Longtime agent...How simple!!!! Great idea!! Another idea I will most likely use.
He would rather spend time with his goats, then spend it with some old goat....
Longtime agent...How simple!!!! Great idea!! Another idea I will most likely use.
Re: What Would You Say???
This is so very true. My first batch of leads I got to sit down with a lot of people on a MA plan. what a waste of money, time and gas. Got lot's of free coffee but that didn't pay my bills.
This is so very true. My first batch of leads I got to sit down with a lot of people on a MA plan. what a waste of money, time and gas. Got lot's of free coffee but that didn't pay my bills.
- 7,066
Re: What Would You Say???
It may not have been a total waste of time as long as you are keeping track of what company they have their Part C plan with. You may find out in October that those people are some of the hottest prospects you have.
It may not have been a total waste of time as long as you are keeping track of what company they have their Part C plan with. You may find out in October that those people are some of the hottest prospects you have.
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