Qualifying During Appointment Setting?

[doco]

I'm 3 months into this job.

At first I wanted every face to face I could get for training. I know I'm faaar from an expert, but I'm starting to get tired of waste of time appointments.

I'm wondering if I should be qualifying more when setting the appointment. Maybe at least ask why they sent the card in?

How much qualifying do you do over the phone and how?

Should I focus more on double booking, which are barely do now.

I'm not as frustrated about the waste of time people and no shows, but I get frustrated with days full of them with no sales.

 

[FEX Quotes]

I'm 3 months into this job.

At first I wanted every face to face I could get for training. I know I'm faaar from an expert, but I'm starting to get tired of waste of time appointments.

I'm wondering if I should be qualifying more when setting the appointment. Maybe at least ask why they sent the card in?

How much qualifying do you do over the phone and how?

Should I focus more on double booking, which are barely do now.

I'm not as frustrated about the waste of time people and no shows, but I get frustrated with days full of them with no sales.

In a word - No.

Assuming your appointments are demographically correct, 50% or more of your sits should be sold.

What is happening that you feel you are wasting your time?

 

[SPUR CITY]

I'm 3 months into this job.

At first I wanted every face to face I could get for training. I know I'm faaar from an expert, but I'm starting to get tired of waste of time appointments.

I'm wondering if I should be qualifying more when setting the appointment. Maybe at least ask why they sent the card in?

How much qualifying do you do over the phone and how?

Should I focus more on double booking, which are barely do now.

I'm not as frustrated about the waste of time people and no shows, but I get frustrated with days full of them with no sales.

I tell my appt setters to just get me in the door. Once they have done that the rest is up to me. We don't ask why they sent in the card. The only qualifying I do is to call and text my clients as a friendly reminder that I'm on my way to their house for our appt.

I now schedule appts an hour apart instead of 1:30 apart like I used to.

Sounds like you need to be doing a better job while in the home.

 

[goget]

Spur city when you call to confirm an appt how many people cancel on you are don't answer the phone?Do you still go on the appt if you can't confirm? On a fixed cost lead with no income parameters you must be getting a lot of low income people with little means to buy?

 

[SPUR CITY]

Spur city when you call to confirm an appt how many people cancel on you are don't answer the phone?Do you still go on the appt if you can't confirm? On a fixed cost lead with no income parameters you must be getting a lot of low income people with little means to buy?

VERY FEW cancel and MOST answer their phone. However, the ones that do cancel were not even home to begin with most of the time. They will tell me things like..."I'm glad you called because I'm not at home, I had an emergency" and other non-sense like that. That gives me time to doorknock or do something else constructive during that time that I would have wasted driving out there.

If they don't answer my call or text I still go to the appt and take my chances.

If you noticed from my previous posts, I sell a lot of small policies. I've never cared to run the numbers on my average premium per sale BUT my guess is it is LOWER than the average agent. Probably $45/month or so. I'm a volume guy, not a big ticket guy. Last week for instance I wrote 19 apps (7 in one day). I think ONLY 1 was for more than 1K in AP and that was a referral given to me. My presentation is more geared to the "SOMETHING IS BETTER THAN NOTHING" mentality. That's the approach I've always taken. And my persistency reflects that as well. While the average agents persistency is 80% mine is higher than that. For instance I started writing TRINITY LIFE this year. They are who I probably send the most business to. I wrote my first case with them in April and my persistency is 93% right now. Last year I probably wrote more Americo than any of my other companies. My persistency was right at 90% the last time I had checked it.


So I welcome low income people with little means to buy. They are RIGHT UP MY ALLEY. When I hit a BIG case it's usually from a freebie (referral) given to me.

 

[goget]

To write so many apps you must not replace much? Do you do a lot of debit express with the low income crowd?its amazing the low income crowd will have enough patience for a phone interview.

 

[jdeasy]

To write so many apps you must not replace much? Do you do a lot of debit express with the low income crowd?its amazing the low income crowd will have enough patience for a phone interview.

Why would you make that conclusion? I write a lot of applications. Always over 300 applications per year. Many of them are replacements and many are the poor as I don't have a bottom income filter.

I don't understand where you are coming from.

Even on the phone interview part. I find the ones that balk at the phone interview are more of the higher income group. I had one last week that was an annual payer. Really did not want to do the phone interview. She finally gave in and we did the interview.

As for the original question, I do no qualifying on the phone.

 

[doco]

In a word - No.

Assuming your appointments are demographically correct, 50% or more of your sits should be sold.

What is happening that you feel you are wasting your time?

Thank you. Makes sense. My problem is in the house, not setting. I'll put my focus there.