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The phone vs in-person is really personal preference. I've been using both successfully and you simply don't "have" to see a health insurance client.
That being said anyone is fooling themselves if they don't think they're losing some cases by trying to sell over the phone. When I stick to phone sales I know the prospects I'm losing by not simply seeing them.
I think it's a mix. I'm signing up a referral this afternoon. She's 25 and currently has Aetna which is $187 after the rate increase. He father is my client. She lives about 30 minutes away but I really don't see any reason to sit down with her and I'm sure she'd much rather take care of it over the phone.
Tomorrow however if my meeting with the Lido's Pizza owner. That would be a nightmare to close over the phone. He's foreign and speaks "ok" English and he's busy as hell. I'm meeting with him and his wife and what would normally be a three week game of phone tag is gonna be a 30 minute appointment, sign up and leave.
Newbies should be seeing everyone.
That being said anyone is fooling themselves if they don't think they're losing some cases by trying to sell over the phone. When I stick to phone sales I know the prospects I'm losing by not simply seeing them.
I think it's a mix. I'm signing up a referral this afternoon. She's 25 and currently has Aetna which is $187 after the rate increase. He father is my client. She lives about 30 minutes away but I really don't see any reason to sit down with her and I'm sure she'd much rather take care of it over the phone.
Tomorrow however if my meeting with the Lido's Pizza owner. That would be a nightmare to close over the phone. He's foreign and speaks "ok" English and he's busy as hell. I'm meeting with him and his wife and what would normally be a three week game of phone tag is gonna be a 30 minute appointment, sign up and leave.
Newbies should be seeing everyone.