Avoid Getting "PORCHED"!!!!!!
- Thread starter peace
- Start date
- 7,066
It beats getting "rear ended".
What are you selling? Are you setting up appointments for a specific day and time or are you saying "I'm going to be in your area on..."
How much fact finding are you doing before you schedule an appointment. I sell Med Supps. Before I will set an appointment I know who they have their insurance with, how much they are paying per month and I tell them exactly how much a policy will cost if they take one with me. I also ask some general health questions to help me determine if they will qualify.
If I can't save them money and unless I feel there is a good chance they will qualify I won't set the appointment. I don't do "Medicare "Reviews". If I set an appointment they know I'm coming to fill out the app and get a check.
That's how I do it. Others do it differently.
- 2,108
I knock doors and I am on the porch standing there a lot wondering if anybody is in there hiding from me. I think you are calling these folks and making appointments too far in advance maybe? Or not really being up front about what you are going to be there doing? And that your time, like any other pro like a Dr. or Lawyer, is valuable?
I'm with you 100% Frank. That's exactly how I did it when I was able to be in the field. I wasn't about to waste my time or theirs if I couldn't do them any good. I didn't waste my time and gas driving all over trying to catch someone in. Gone are the days when the seniors are sitting at home wondering why the kids don't call; they get out and go now!
In order for you to do this though, you have to get good on the phone. There's only one way to do that....use the phone!
Frank does what most senior market agents don't bother with....he educates the client! They really appreciate you taking the time to explain how it all works and at the same time make it simple for them.
When I went out to pick up the check and get the app signed, I took a few more minutes, took out my yellow pad, and explained medicare to them again, but with the visual this time. It took me an extra 5-10 minutes, if that. It solidified my sale and their confidence in me. And this time, they really understood it. I was their agent for life at that point! No sales pitch...I just talked with them.
I just love the way you here some agents/managers/trainers tell you, "People don't like to be sold", yet they are the first ones to pull out some presentation book or use "selling techniques".
G
Guest
Guest
I stopped driving around and now do all selling via the phone and Internet. It has been working well resulting in more apps written in less time with less overhead. Gas is the least of your concerns. You can get cheaper insurance for driving less and will save on maintenance and repair costs too. It costs roughly 50 cents a mile to drive an economy mid-sized sedan and even more if you drive a truck, luxury car, or SUV.
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Doing this also allows me to sell in multiple states, resulting in more leads.
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Doing this also allows me to sell in multiple states, resulting in more leads.
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Hey, I understand. I have many agents and have worked with many agents that you couldn't pay them to pick up the phone. It's not for everybody, that's for sure.
- 4,716
Hey Bro,
Welcome to the club. You can do everything just perfect and it will still happen to you. There's nothing you can do about it except set more appointments.
Even Frank gets stood up! All the guys that were my "bosses" before got stood up training me. There are some things you can do to minimize this, but the more you do.... to minimize this, the more you will turn some people off that would be buyers.
It is delicate balancing act.
And if someone is telling you they sell over the phone or internet ask them if you can fly out to where they are and shadow them for a couple of days. Or if they sell over the phone ask them if they can do a three way call so you can learn. If they say NO then you know it is BS.
Welcome to the club. You can do everything just perfect and it will still happen to you. There's nothing you can do about it except set more appointments.
Even Frank gets stood up! All the guys that were my "bosses" before got stood up training me. There are some things you can do to minimize this, but the more you do.... to minimize this, the more you will turn some people off that would be buyers.
It is delicate balancing act.
And if someone is telling you they sell over the phone or internet ask them if you can fly out to where they are and shadow them for a couple of days. Or if they sell over the phone ask them if they can do a three way call so you can learn. If they say NO then you know it is BS.
- 26,928
I would say no. So I guess I am bullsh!t.
Probably 80% phone. I sell FE, Term, UL, Whole Life some annuities. In pending, I currently have clients that make $25,000 a year and a couple that make that a month.
I have been bullsh!ting my way through since 1985.
Edit: I may have been "no showed" 1-2 times last year. Maybe, 3-4 in the last 5 years. Like Frank, and Todd, I let them know what the premium is and that I am coming to sign the app. They need to have a void check, meds and their doctors info. Some times they will have had the paramed done before I get the app. 50% are referrals. The balance are orphans or from my book. No leads.
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- 4,716
Dear Wino Sir,
Are we talking about the same thing? I don't think so. This Gentleman is setting appointments cold calling there is a big difference.
Why would you object to some one listening to you on the phone? Are you shy? Are you lying? Do you have secrets you cannot divulge?
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