New Problem Setting Appts

HoosierLife

Guru
5000 Post Club
7,041
So I "fixed" my pitch by dropping the "you remember sending that card in, right?". But now I'm having a very high percentage of people tell me they are too busy for 5 minutes of time.

My pitch goes like this, "Hello Mrs Jones? Hi my name's Josh, you recently mailed back a card about the final expense life insurance. I just wanted to make sure I have your info correct. It says your at 123 street, correct? And it says your 54 years young? And John is 60 right? Ok, we'll I'm the guy that takes care of that in your area and I was going to be in Xtown tomorrow, and I just need about 5 minutes to go over the information with you, and just wanted to see if mornings or afternoons are better for you?"

Now I know the whole, well I'm busy tmw. Ok really what do you have going on? Oh I gotta doctor appt. What time is your appt? So you think you'll be back by x:00?

And here's where they throw me off. They're telling me no they're not sure if they will be back, and I'm giving them 3-4 hours after their appt.

They can't meet before because they wake up at 10am and aren't a morning person.

I gotta be doing something wrong cause I'm getting this objection way too much.

I've thought about just being less flexible with people and saying tomorrow is the only time I could meet. I have tried, "We'll the problem is I work different counties in Indiana and I don't know when the next time I will be back in town." But I think after the 4-5th time they hear from me, they start to lose their sense of urgency.

I've been working off of 15 leads a week but I just upped it to 25, I'm no JD yet:1biggrin: But it'll take a few weeks to get my leads up to 25. Maybe I just got spoiled setting 8-9 appts off of 15 leads for like 3 weeks in a row and selling 4-5 apps off those appts.

Any advice?
 
Last edited:
Way too much chatter. "May I speak to George? George I have the information on your final expenses you requested. I will be delivering your information along with several other people's tomorrow. I can deliver it around 11 or 3. 3 works for you? Fine see you then."
 
I think that's too much qualifying plus I don't "ask" if they have time. I see nothing wrong with asking them if they remember the card if they don't seem to know what I'm calling about. I ask that pretty regularly.

"I'm calling for John or Mary Jones". If the answer is this is John then, "Mr. Jones, this is JD with (my company) and I'm calling because we are the people you returned a request for information to about our final expense life insurance plans and I'm the the gujy that takes care of those in your area. That's why I'm calling today, I'm goling to be in your town tomorrow and I need 10 minutes of your time to go over that. Will you be home at 10:00 in the morning?"

Only after getting a yes to that question do I confirm the address. then it's "see you tomorrow at about 10".



So I "fixed" my pitch by dropping the "you remember sending that card in, right?". But now I'm having a very high percentage of people tell me they are too busy for 5 minutes of time.

My pitch goes like this, "Hello Mrs Jones? Hi my name's Josh, you recently mailed back a card about the final expense life insurance. I just wanted to make sure I have your info correct. It says your at 123 street, correct? And it says your 54 years young? And John is 60 right? Ok, we'll I'm the guy that takes care of that in your area and I was going to be in Xtown tomorrow, and I just need about 5 minutes to go over the information with you, and just wanted to see if mornings or afternoons are better for you?"

Now I know the whole, well I'm busy tmw. Ok really what do you have going on? Oh I gotta doctor appt. What time is your appt? So you think you'll be back by x:00?

And here's where they throw me off. They're telling me no they're not sure if they will be back, and I'm giving them 3-4 hours after their appt.

They can't meet before because they wake up at 10am and aren't a morning person.

I gotta be doing something wrong cause I'm getting this objection way too much.

I've thought about just being less flexible with people and saying tomorrow is the only time I could meet. I have tried, "We'll the problem is I work different counties in Indiana and I don't know when the next time I will be back in town." But I think after the 4-5th time they hear from me, they start to lose their sense of urgency.

I've been working off of 15 leads a week but I just upped it to 25, I'm no JD yet:1biggrin: But it'll take a few weeks to get up there. Maybe I just got spoiled setting 8-9 appts off of 15 leads for like 3 weeks in a row and selling 4-5 apps off those appts.

Any advice?
 
Way too much chatter. "May I speak to George? George I have the information on your final expenses you requested. I will be delivering your information along with several other people's tomorrow. I can deliver it around 11 or 3. 3 works for you? Fine see you then."

Sounds good. Simple, low-pressure. I like it. I might try that out.
- - - - - - - - - - - - - - - - - -
I think that's too much qualifying plus I don't "ask" if they have time. I see nothing wrong with asking them if they remember the card if they don't seem to know what I'm calling about. I ask that pretty regularly.

"I'm calling for John or Mary Jones". If the answer is this is John then, "Mr. Jones, this is JD with (my company) and I'm calling because we are the people you returned a request for information to about our final expense life insurance plans and I'm the the gujy that takes care of those in your area. That's why I'm calling today, I'm goling to be in your town tomorrow and I need 10 minutes of your time to go over that. Will you be home at 10:00 in the morning?"

Only after getting a yes to that question do I confirm the address. then it's "see you tomorrow at about 10".

Yeah I know your pitch JD. That's what mine is designed off of.;) it just goes against every sales instinct I have asking a question where they might say No. That's why I do the morning/afternoon question.

I assume you have to have a certain percentage of folks say no to that question. When that happens do you move to your next time slot or ask them when they would be free?
 
Last edited:
I think that's too much qualifying plus I don't "ask" if they have time. I see nothing wrong with asking them if they remember the card if they don't seem to know what I'm calling about. I ask that pretty regularly.

"I'm calling for John or Mary Jones". If the answer is this is John then, "Mr. Jones, this is JD with (my company) and I'm calling because we are the people you returned a request for information to about our final expense life insurance plans and I'm the the gujy that takes care of those in your area. That's why I'm calling today, I'm goling to be in your town tomorrow and I need 10 minutes of your time to go over that. Will you be home at 10:00 in the morning?"

Only after getting a yes to that question do I confirm the address. then it's "see you tomorrow at about 10".
I stole this from you after calling through about 10 straight leads and getting put off. When I started using your approach I was able to set a very high percentage of the people I talk to. I almost always get a cancellation in the morning though, so now ill just start setting one more for each day.
 
Why can't they say no to "morning or afternoon"?

Of course some will no to the first time I throw out. So then I just ask, "what would be a better time tomorrow?".

I just don't see a reason to give them choices for my schedule. If I have to adapt then I will adapt but I can't a reason to make it multiple choice.

I learned to say "I need" 10 minutes of your time instead of "do you have" time from Travis.

Small change, big difference.


Sounds good. Simple, low-pressure. I like it. I might try that out.
- - - - - - - - - - - - - - - - - -


Yeah I know your pitch JD. That's what mine is designed off of.;) it just goes against every sales instinct I have asking a question where they might say No. That's why I do the morning/afternoon question.

I assume you have to have a certain percentage of folks say no to that question. When that happens do you move to your next time slot or ask them when they would be free?
 
I don't call on my leads so I can't really give advice on your phone pitch.

What I can tell you from my experience is that if you door knock those people 4 hours after their appointment... they will probably be home and you could sit down with them.
 
I stole this from you after calling through about 10 straight leads and getting put off. When I started using your approach I was able to set a very high percentage of the people I talk to. I almost always get a cancellation in the morning though, so now ill just start setting one more for each day.

I get some cancellations. I had one today. My 12:30 called at 8:00 this morning to say she had something come up and wouldn't be home. She did want to reschedule but I told her I didn't schedule that far out and would call her the day before I'm back in that area.

Then I had one no show today that didn't call. I had 7 appointments scheduled today instead of my normal 6 so it wasn't a big deal. I doorknocked a little and I called some people that I couldn't get in touch with yesterday.

You will have cancellations and no shows. Just part of the deal.

The day started off real well with that LH guy. That was a bout an easy of a replacement as I've done. During some of the dead time I went by to see a lady that had let her RNA lapse a couple of months ago and found the problem was that she only had the DE card now and that's why her policy lapsed. Wrote her up with 5 Star and kept on trucking.
 
Back
Top