Selling in the Home

[theinuranceguy]

I have a telemarketer that I pay for me to set Medicare Appointments. Its the most cost effective way for me. Instead of taking one or two days out of the feild to make calls I pay someone $10 an hour to do it for me. She also answers my office phone and keeps my schedule together. You'd be suprised, the senior market can keep you busy during the day. I could probably make phone calls in the evening, but I like spending time with family and friends. I am running about 20-30 appointments a week, spend one day in the office to process paperwork and follow up with clients, and I dont work Saturday or Sunday.

I do however call my referrals.

Now to be honest, the leads are not as "good" if I set them, and there are some people that I really cant help, and If i was on the phone I wouldnt of set it. But I plant seeds, I get in the door on the basis of Medicare but I always do an entire fact finder. There has been countless times that I went in on the basis of Medicare, set another appointment, and SOld them some life insurance.

For me, its not a matter of being scared of the phone, its that I lose money if I take time out of doing appointments to cold call. Ill leave that to my telemarketer and run an extra 7 appointments per week. One sale for me per week pays for all my overhead, everything else is mine!

 

[The Rabbi]

I point out the strengths and weaknessess of what they have and what is an alternative and its strengths and weaknessess. They need to have a really good reason to change and money is the main issue.

 

[telem-healthsolutions]

I have a telemarketer that I pay for me to set Medicare Appointments. Its the most cost effective way for me. Instead of taking one or two days out of the feild to make calls I pay someone $10 an hour to do it for me. She also answers my office phone and keeps my schedule together. You'd be suprised, the senior market can keep you busy during the day. I could probably make phone calls in the evening, but I like spending time with family and friends. I am running about 20-30 appointments a week,

Now to be honest, the leads are not as "good" if I set them, and there are some people that I really cant help, and If i was on the phone I wouldnt of set it. But I plant seeds, I get in the door on the basis of Medicare but I always do an entire fact finder. There has been countless times that I went in on the basis of Medicare, set another appointment, and SOld them some life insurance.

For me, its not a matter of being scared of the phone, its that I lose money if I take time out of doing appointments to cold call. Ill leave that to my telemarketer and run an extra 7 appointments per week. One sale for me per week pays for all my overhead, everything else is mine!

That's actually really truth.. I work with a call center and right now setting a good appointment is as hard as it can be, agents save a lot of time by paying someone to do the pre-qualification, but as a comment for you theinsuranceguy, you're paying a bit off from the regular. although, if the person Is helping you out answer the phone at your office is probably a good rate.

 

[hjdinfl]

What scripts are people using and how can I get a copy? Thanks!

 

[theinuranceguy]

That's actually really truth.. I work with a call center and right now setting a good appointment is as hard as it can be, agents save a lot of time by paying someone to do the pre-qualification, but as a comment for you theinsuranceguy, you're paying a bit off from the regular. although, if the person Is helping you out answer the phone at your office is probably a good rate.

$5 per preset is unbeatable. I know of some places where they charge $30 or $40 per preset. Most cost effective way is to higher someone to do it for you, and not a company that specializes in it.

 

[xrac]

Heh! This is a very good thread. Lots of good information and not the foolishness they often degenerate into. Thanks everyone.

I have a great fear of cold calling although I am very good at it once I can beat my fear into submission. Concerning prospecting I recently bought on Ebay Bill Bishop's Gold Calling System of Teleprospecting. He was recommended on Topgunproducers but I think he is no longer active or alive since I can not find anything from him since 2004.

I am about half-way through the six tapes and they have some very good information. He says that leads should all be qualified. At a minimum do they need what we sell, can they afford it, and are they the decision maker. If we are doing the appointment setting it is much easier to qualify. If someone else sets the appointment it is harder.

Although Newby does have a point. In the senior market if people allow us into their home and we make a favorable impression gaining their trust we may be able to secure additional business through referrals.