Days of the Week to Set Appointments

[Jbbarea]

So I've seen a lot of posts since I joined on leads, scripts, approaches, carriers, DK'ing etc. Forgive me if this is repetitive but I haven't seen one recently that approaches days of the week. So with Liberty National and American Income LIfe we set appointments on Monday night for Tuesday and Wednesday and on Thursday night for Friday and Saturday. So Essentially we were out in the field 4 and two on the phone appointment setting.

What has worked for the experienced guys here? I've seen some that work 6 days a week. Others that only go out 2 or 3. Is there any best way the seems to work, or just go out as often as possible?

 

[Rearden]

So I've seen a lot of posts since I joined on leads, scripts, approaches, carriers, DK'ing etc. Forgive me if this is repetitive but I haven't seen one recently that approaches days of the week. So with Liberty National and American Income LIfe we set appointments on Monday night for Tuesday and Wednesday and on Thursday night for Friday and Saturday. So Essentially we were out in the field 4 and two on the phone appointment setting.

What has worked for the experienced guys here? I've seen some that work 6 days a week. Others that only go out 2 or 3. Is there any best way the seems to work, or just go out as often as possible?

The general consensus, whether setting your own appointments or outsourcing it to an appointment setter, is to ONLY call for the following day.

Having worked business-to-business, selling final expense, you will naturally experience more no-shows than in most businesses, and one of the ways you can reduce no-shows is to book the following day only.

 

[Jbbarea]

The general consensus, whether setting your own appointments or outsourcing it to an appointment setter, is to ONLY call for the following day.

Having worked business-to-business, selling final expense, you will naturally experience more no-shows than in most businesses, and one of the ways you can reduce no-shows is to book the following day only.

Good advice. Always had lot's of no shows the second day of appointments. Usually had to reset in the morning.

 

[Rearden]

Good advice. Always had lot's of no shows the second day of appointments. Usually had to reset in the morning.

Another tidbit that helps.

I used to book appointments 2 hours apart when I first started.

3.5 years later, I am booking appointments on the hour.

I recommend new agents set appointments 90 minutes apart, and firmly set with the prospect that they may arrive up to an hour later due to traffic or the prior appointment going unexpectedly long.

99% will agree to this, but more importantly, it gives you a lot of wiggle room to show up "late" if necessary.

Building on that, I've also realized that you can run your appointments excessively early, too, if you happen to have a slew of no-shows.

I've showed up at appointments hours early; they usually will still see me, and it allows me to hit some extra doors before I end the day to squeeze in an extra appointment or two.

The point is is that 80% of appointments will make sure they are there to see you if they are truly interested, regardless if you show up way early or late. And the ones that don't show, usually have a reason why (they are tire-kicking flakes that can't say no and don't want to buy).

 

[doco]

I've had success with the following call routine.
Keep in mind I am only 4 months in. Took a lot of adjustments to be where I am. I'm far from being an expert, but It's working for me.

Sunday (6-8) I schedule:
- day appts to Monday with last @4pm.
- PM appts to Tuesday.
I just give AM/Afternoon options. If not available till night, I'll make a "special trip". Since two days out, I have them give me directions, describe the house, and write the appt down.

Monday I make calls before noon, afternoon, and 6-8 until Tuesday is packed.

Wed: office, family, setting appointments.
I'll set for Thursday day/night and Friday to be done at 3. Normally I'm pretty dry by Friday anyway and door knock those I couldn't reach. I'll leave a delivery notice with my number to call. I'll take calls Friday and Saturday and set em for Monday with a follow up call Sunday.

Any appointment I make 2 days out, I'll call the day before for confirmation. I ask them when setting the appointment if its ok that I call. Of course they never say no.

I've been finding its better to take some time during the day to set appts too. I try to make one hours worth of calls starting at 9am. I personally find I catch more people 9-11am than I do 6-8pm. Either way, between the two sessions I'm catching those who work day and night.

The last appointment I set is 10am. I'll set it more often than not, but when it's free, I get more time to set.

Keep in mind, as it sounds, I'm working my arse off. Being in my first year, it's balls to the wall for me.

 

[John Galt]

So where the hell did my posts go?

 

[HoosierLife]

I set Mon on Sat morning. Usually 1-2 hours starting around 9:45. Then I set Thur on Wed. Takes a little longer to set a full day on Wed. I kill time between setting appts on Wed by trying to sell Med Supps over the phone.

I ask what time would work best, mornings or afternoons? Then if they say afternoons, I say so somewhere around 1 or2? Then I get directions to their house and I tell them what kind of car I'll be driving when I pull up and then and say that I'll see them in the early afternoon.

Most folks don't remember when you were coming anyway. But I also set my appts an hour apart. You'll always have a no-show that'll get you back on track.

 

[PaperHanger]

I started at 1hr between apts, then experimented with 2 hrs between. I mean, if you set 9 10 and 11, there's no way you can make them all on time if they are sales.

If you begin setting at 2 hrs apart, and fill up the day with that...then if folks keep answering the phone, you can fill in between those.

I've even done the cable guy thing and say 'so you'll be at home between 4 and 6? OK I'll see you sometime between there. If they balk at the 2hr spread, then make a note to be ontime.

What I hate is stacking 3 or 4 apts back to back and then a big block of empty time after that...I'm late to the last two and they've bailed and I have no more apts.

2 hrs apart I feel is good measure to make a sale with phi, and maybe show up early to the next.

When someone noshows, just door knock enroute to the next and/or show up crazy early to the next apt.

I'm a proponent of spacing out the times as the calling progresses, so there are available gaps along the way for the ones further down the list. You don't want the first 5 apts to go 9 10 11 12...because you'll have other leads further down the list who can only see you during that time.

And a timely hint...As the days get shorter, the first priority is after 6pm...fill up the evening first so you don't wind up door knocking after dark

 

[Toranaga]

I usually set Ali's on Sat and Tuesday. Written Monday Wed. And clean up with DK on Thursday. I set ebb an hour apart.

The one thing I learned is to not ask what time it's best our any variation thereof. I tell them what time.

"I'm going to be in Anytown tomorrow, I need to stop by about 2"

Works almost all the time. And I notice that if 2 is no good, they most likely will volunteer an alternative.

 

[doco]

I love the 2hr spread idea. I'm doing that going forwArd. Ultimately, I want to fill my day with appts 1hr apart because Hoosier is right...No shows and waste of times always puts me on schedule. And if not...well, then I'm making a bunch of money! And when your on fire, nothing gets in your way.

I see what your saying about filling 5 hr blocks in a row. Makes perfect sense. Filling every other hour then back filling the open slots makes sense. Thanks.