Problem with Calling Leads

[Speck]

You are correct about the people answering. Unless you're in a business like ours and are needing to answer those calls that you don't recognize, most people won't. I don't answer out of area calls that I don't recognize since it's almost always some insurance company wanting me to sell their products.

 

[Mavrik]

Its a rare gift to be able to call them again and book it, some can, my wife can, but she is goooooooood. All in all hit them hard the first time, after all, Mildred is the one who filled the card out and mailed it back or took the phone call, play that hand, it works.

Hoosier - Typo right?.? ;-)

JG - Opposites attract ehh?

To the OP -

People who are good, do the rejecting before the prospect does. They manage to exit in a way that leaves the prospect intrigued or wanting more. Somehow and someway, people who are good sense when they aren't going to get the appointment/sale and exit on a high note with the prospect and so even if they weren't able to set it this time, they still have an entry to call back.

 

[HoosierLife]

This was a $35 internet lead and I got it on a Thursday evening and called Friday. Should have probably waited until Monday but I wanted to get on it. Yep, I'm sure your wife is good, but if they don't answer a second time, you have no chance of resetting the appointment. I suppose you could try calling from a different number, but I figure if you have to pull that kind of crud just to get an appointment with 'em, they probably aren't serious, or they'll drop the coverage quickly.

I might treat a $35 Internet lead differently. I do have a little bit different script that I use with them. I also call those myself and I don't hand those off to my appointment setter.

I'm also on the fence on whether you should call them right away or call them when you get a couple of them together in one area. I've heard from top agents to do it both ways. I actually haven't been running them the last month or two as I was trying a set price direct-mail lead program.

But whether it's a $35 Internet lead or a five dollar plain Jane lead, I'll eat as a lead. If the lead is interested they will make time to meet with you.

 

[jdeasy]

You are correct about the people answering. Unless you're in a business like ours and are needing to answer those calls that you don't recognize, most people won't. I don't answer out of area calls that I don't recognize since it's almost always some insurance company wanting me to sell their products.

Based on what you posted in another thread it would seem that you doing far too much talking and info gathering on the phone.

That's fine if your goal is to sell the whole thing by phone but if you are simply setting a face to face appointment the more you tell the less you sell.

 

[John Galt]

This was a $35 internet lead and I got it on a Thursday evening and called Friday. Should have probably waited until Monday but I wanted to get on it. Yep, I'm sure your wife is good, but if they don't answer a second time, you have no chance of resetting the appointment. I suppose you could try calling from a different number, but I figure if you have to pull that kind of crud just to get an appointment with 'em, they probably aren't serious, or they'll drop the coverage quickly.

Yea, nothing you can do with a lead that doesnt answer the phone but 2 things:

1. After waiting a few days try calling again, after calling 15 times with no answer throw the lead in the trash can or...

2. Drive to the house and DK them, if no answer again throw the lead in the trash can

You are done with that lead.

 

[Tothetop]

$35 lead sounds like an internet lead. Either way call the number every now and again for the next two months. But don't waste your energy on people like that. People don't buy insurance for two reasons, they either don't have the money or they have no interest (especially in the FE market). They sent the card back or filled out the internet form so you can guess what the reason is they are avoiding you and not buying.

Those type of people who avoid you in the beginning more often than not make the worse type of clients: during the appointment they tell you they have to go somewhere else so make it quick, or when it comes to get the bank info its like pulling teeth, then when its time to deliver you cant reach them, or after a month or two they tell you they have issues with their bank account and in the end they usually just end up lapsing.

It seems like you know this already based off of one of your comments but every now and again we need to hear what we already know.

 

[Thad.Sipple]

Based on what you posted in another thread it would seem that you doing far too much talking and info gathering on the phone. That's fine if your goal is to sell the whole thing by phone but if you are simply setting a face to face appointment the more you tell the less you sell.

I agree, you need a phone script and then training. Phone scripts are great for easy / average people, but practice and training is for the rest.

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At $35 a pop I would call till my fingers break and then door knock till my knuckles bleed. At that price point not much room for failure.

 

[Speck]

I agree, you need a phone script and then training. Phone scripts are great for easy / average people, but practice and training is for the rest.

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At $35 a pop I would call till my fingers break and then door knock till my knuckles bleed. At that price point not much room for failure.

I'm far from the best I'm sure at calling, but I do have scripts and have been calling and setting appointments for myself now for the past 9 years, so I know a little about calling. For FE appointments I usally don't qualify at all, but simply try to get the appointment scheduled. With some of these clients, you just can't make a silk purse out of a sow's ear.

 

[Thad.Sipple]

I'm far from the best I'm sure at calling, but I do have scripts and have been calling and setting appointments for myself now for the past 9 years, so I know a little about calling. For FE appointments I usally don't qualify at all, but simply try to get the appointment scheduled. With some of these clients, you just can't make a silk purse out of a sow's ear.

I hear ya, no matter how good you are it doesn't matter sometimes, I would door knock them though. f2f they most likely will talk to you.

 

[goillini52]

Did you just call me a girl?!?!

Them's fightin' words! He probably doesn't know you're packin'.