What am I doing wrong to be constantly no-showed?

PLEASE help me avoid burning my new fresh ones:) I'm a new agent working with social insurance Facebook leads. I have tried both knocking and appointment setting by phone. Most of the leads I've worked with were 1-5 months old- I was temporarily hired as my upline's appointment setter (till he switched to 90% mortgage protection) prior to starting myself and he had me start with his binder of old leads for practice and he bought one fresh batch for me to work with while doing it for him as well. When I first started myself he gave me 20 partially called ones he hadn't gotten a chance to fully work and paid for my first fresh order of 30 which were terribly delayed so I started knocking the huge binder of old ones he'd let me keep that I either hadn't gotten to ever pick up or hadn't been able to set. My no show rate is more than 50% whether I set the appointment by phone or at the door, and my upline actually told me the no show rate was rather high when I set for him despite me using the same script he did. At the time I thought it was the age of the lead and that they'd already been called 10+ times by him (and sometimes even previously set with him and canceled or no showed) but I had the same issue with the 20 lightly worked ones he gave me. Of course I try to get in the door at the time if I can but if I set an appt by they can't do it right than they're hardly ever there when the time comes even if it's the next day. I'm finally starting to get my first totally uncalled fresh ones in and couldn't get more than 2 out of the 12 I have so far to pick up so I'm going to knock them all today along with more old ones in that area. What should I do differently so as not to waste them? When they come to the door when knocking I remind them of what they filled out and tell them dispatched out to deliver the 'new final expense information they requested on Facebook. WHAT is going on here? Upline says I'm not stern enough with them but if I get overly stern they don't set at all

This also depends on your sample size too. If you're basing this on a batch or two of leads, especially older ones then you might have to put in more activity. I personally like Direct Mail leads. When you factor everything they cost the same as FB leads. (Between Gas, some people just messing around on the internet) Direct mail is going to be more condensed and shelf life is longer. I've had weeks where almost everyone was home, then I've had weeks where no one was home and I did better just door knocking.

That's how the business works. Biggest thing to remember is you can't ride the highs and lows of this business. I had a guy yesterday cuss me out at the door screaming he told me to come Tuesday. You can't make that shit up. I posted my FB script on another post. I hope it helps.
 
I agree, but I thought I should use a female, since I think I was responding to a female. :laugh:

A couple of years ago, I was doing a POS PHI with Settlers Life(before they went bye bye). The guy that did the interview was a fast talker. We could clearly understand every word he said. He cut the interview time in half. :yes:
I remember that guy. He was the best!:yes:
 
PLEASE help me avoid burning my new fresh ones:) I'm a new agent working with social insurance Facebook leads. I have tried both knocking and appointment setting by phone. Most of the leads I've worked with were 1-5 months old- I was temporarily hired as my upline's appointment setter (till he switched to 90% mortgage protection) prior to starting myself and he had me start with his binder of old leads for practice and he bought one fresh batch for me to work with while doing it for him as well. When I first started myself he gave me 20 partially called ones he hadn't gotten a chance to fully work and paid for my first fresh order of 30 which were terribly delayed so I started knocking the huge binder of old ones he'd let me keep that I either hadn't gotten to ever pick up or hadn't been able to set. My no show rate is more than 50% whether I set the appointment by phone or at the door, and my upline actually told me the no show rate was rather high when I set for him despite me using the same script he did. At the time I thought it was the age of the lead and that they'd already been called 10+ times by him (and sometimes even previously set with him and canceled or no showed) but I had the same issue with the 20 lightly worked ones he gave me. Of course I try to get in the door at the time if I can but if I set an appt by they can't do it right than they're hardly ever there when the time comes even if it's the next day. I'm finally starting to get my first totally uncalled fresh ones in and couldn't get more than 2 out of the 12 I have so far to pick up so I'm going to knock them all today along with more old ones in that area. What should I do differently so as not to waste them? When they come to the door when knocking I remind them of what they filled out and tell them dispatched out to deliver the 'new final expense information they requested on Facebook. WHAT is going on here? Upline says I'm not stern enough with them but if I get overly stern they don't set at all


Well you have to make it clear that

1. You or an agent is coming over
2. Yes it is in person
3. It will only take x amount of minutes
4. Verify their home address
5. Get them to describe the outside of their home or explain directions to their home
6. Ask them to write down that agent name is stopping by to provide the info at Day/time

Usually by this time they get the picture.

But sometimes, you can tell by a persons tone that they are just agreeing with you/telling you what you want to hear so they can rush you off the phone then pretend not to be home when you/your agent shows up.

Sometimes they tell you they are writing the appointment info down but they are not. Then they forget. This is why it's recommended not to set appointments out further than 48 hours and to ask them to repeat the details (time/day or date) you gave them.
 
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1. Setting appointment at the door usually doesn't work. I do everything I can to push my way in, once in front of the prospect. When you reschedule at the door, you're usually just teaching the prospect that you're a pushover and that it's ok for them to waste your time.

2. I get them all excited on the phone and let them know that they may or may not qualify, but I'll do my best. Once I set the time "usually for the next day" I get them up off the couch to grab a pen and paper. I have them write down the time and day of the appointment. I also ask them where they put down their important doctor appointments. If they say calendar, I tell them to go put it on the calendar right now.

My stood up rate is less than 10%
 
I could be wrong because I've never set appointments at the door but from what I have been told (by a lady who is a successful door knocker) was

  • Set appointments at the door for mortgage protection
  • Get in the door for final expense

She says that if you set appointments at the door you HAVE to give off the impression that YOU are busy helping other clients and will get to them either later that day (after helping the Jones family for example) or early the next day.

This is reverse psychology and doing the opposite of what they are expecting, giving them the impression you are in demand (because you are ;) ), and telling them they have to wait.

Most people hate waiting and want what they want now. So then you tell them you'll make a quick call to your next client to see if it's okay to arrive a few minutes after scheduled time to their appointment to squeeze the current prospect in now.

*i haven't tried this but this is the tip I was given from a top producing door knocker
 
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