I haven't done F2F in years but here is how I did it.
Business appointments in the clients office. Lot of downside to that. You are on his/her turf. In his/her "den". The client has the psychological advantage. You really have to come across as the expert in your field while acknowledging they are the expert in theirs. A lot of agents can't handle that situation effectively, especially if it is a good size business.
I have made presentations in board rooms with the CFO and attorney present. Talk about intimidating. I knew my stuff and was confident. Still amazed I was able to walk out with checks for $100k and up. Largest was $700k.
That was when I was working the retirement plan market writing mostly GIC's. Very competitive market. Nice payday but you could go months between sales.
Mom and pop business usually has the most distractions. I have made presentations in a cramped office using the copy machine as a table and standing around it.
Made another in a mammoth office that looked like nothing had changed since 1920. The owner sat across the desk eating his sandwich and never made eye contact. He owned a sweat shop and provided group insurance for his 100+ employees. Paid nothing for the health insurance but did pay for the $2,000 life insurance plan. He shopped the business because his monthly premium for life insurance was increasing from $1.80 to $2.20 per employee per month.
I found a health carrier that did not require employer contribution and their life rate was $1.90 per month.
Got the sale.
In home sales have the most distractions. Kids, the phone, TV. Hated in home sales.
I eventually made Starbucks my office. Met people in coffee shops mid morning or mid afternoon. Neutral ground.
I haven't had an office (other than in my home) for over 20 years and won't have people come to my place. If we have to meet it is on neutral ground.
Business appointments in the clients office. Lot of downside to that. You are on his/her turf. In his/her "den". The client has the psychological advantage. You really have to come across as the expert in your field while acknowledging they are the expert in theirs. A lot of agents can't handle that situation effectively, especially if it is a good size business.
I have made presentations in board rooms with the CFO and attorney present. Talk about intimidating. I knew my stuff and was confident. Still amazed I was able to walk out with checks for $100k and up. Largest was $700k.
That was when I was working the retirement plan market writing mostly GIC's. Very competitive market. Nice payday but you could go months between sales.
Mom and pop business usually has the most distractions. I have made presentations in a cramped office using the copy machine as a table and standing around it.
Made another in a mammoth office that looked like nothing had changed since 1920. The owner sat across the desk eating his sandwich and never made eye contact. He owned a sweat shop and provided group insurance for his 100+ employees. Paid nothing for the health insurance but did pay for the $2,000 life insurance plan. He shopped the business because his monthly premium for life insurance was increasing from $1.80 to $2.20 per employee per month.
I found a health carrier that did not require employer contribution and their life rate was $1.90 per month.
Got the sale.
In home sales have the most distractions. Kids, the phone, TV. Hated in home sales.
I eventually made Starbucks my office. Met people in coffee shops mid morning or mid afternoon. Neutral ground.
I haven't had an office (other than in my home) for over 20 years and won't have people come to my place. If we have to meet it is on neutral ground.
How long have you been an agent? What lines of business do you specialize in?
