New to FE Seeking Advice

[bboman23]

Why do you call (phone) to set up appointments with direct mail prospects? They reply with a mailer, just go and see them.

"Hi, you must be....... My name is ...... and I represent ...... I'm visiting you today because you mailed this card to my office, and the company asked me to stop by and drop off that info, may I step inside?"

It will get you in the house 99% of the times.

It's easier to say NO over the phone than face to face. Give a chance to get to know you and the service you provide.

Good luck!

I agree with this completely, except the 99%. I wouldn't want to give a new agent the wrong idea. NO AGENT PERIOD gets in the house 99% of the time from door knocking DM leads. Although if you do what was mentioned above, you will get in a lot of houses and make a good amount of closes.

 

[KRobby]

The people that do answer and won't make an apt say they want a quote over the phone or want something sent in the mail.

Why is this a problem? They (might) want the product, not your 'presentation'. Ask them if this is something they want. Then you're set up, f2f or not.

Also, 20 is just not enough to warrant a sample size of how things are going. Just keep good stats on your progress and tweak as needed.

 

[Life4me]

Hey guys, been awhile since I posted last. I posted this from my phone... There will be typos if not already. I used to work for NYL. Got some good training and product knowledge but only sat on two appointments despite a valiant prospecting attempt. I am a young man, 22 years old but I present myself well, own a separate business and am used to talking in a mature/professional manner.

Since NYL I have found a brokerage that specializes in Final Expense. This is my first week in the field. The company promises a steady flow of leads. About 20 a week for now while I'm starting off. Out of my first batch of leads I was able to set 4 apts, 3 of which were today. Out of these 3 I only had 2 sits. Both potential clients decided that the coverage was to expensive. I can't help but think I missed something in proving the policies value. I felt comfortable with objections, tried to "disturb" and bring up "what happens if tmrw..." I mentioned the free look period when I got "I'll think about it" but in the end they both said it was to expensive and there was nothing I could say to get the app.

On top of this, many contacts on the phone, people ask for the quote, want me to mail in a brochure, and for whatever reason do not want me to stop by. So far on my second batch of leads I set only two apts, one seems promising. (Most people haven't answered/didn't put down a number)

Sorry for the jk Rowling novel, but just trying to get the best advice. To get to the point some of my questions are. Out of 20 (direct mail) leads how many sits should I expect? What do I tell people that want quotes on the call or a brochure in the mail? ( I have a response but some people are persistent, normal or my approach?) Do a lot of seniors end up saying it's to expensive? These quotes were only 50-75 a month.

It seems to me out of the people I've talked to they are expecting 20k+ coverage for like 20 bucks a month, do you guys (and gals) run into this as well?

Thanks in advance for any advice, I was on here before and got a lot of great help. Maybe one day I'll be a big hitter and can return the favor to the insurance noobs.

Did the training at NY Life help at all?

 

[rizzle]

Both potential clients decided that the coverage was to expensive. I can't help but think I missed something in proving the policies value. These quotes were only 50-75 a month.

what did they say when you asked them how much they could set aside to commit to a policy that will help their need? unless they were 80 yrs old did you present anything within that budget?

Out of these 3 I only had 2 sits.
It seems to me out of the people I've talked to they are expecting 20k+ coverage for like 20 bucks a month, do you guys (and gals) run into this as well?

it seems you only talked to 2 people. i think the majority know that since they have put this off for so long it's going to cost more than pennies. there's certainly some folks that just can't afford really anything but they already know that.

 

[JimmehBone]

Yes the training at NYL has helped quite a bit. My previous job involved entering houses but it was as a technician and people needed repairs. So NYL was my first sales job and the time there gave me the thick skin that is needed and I still use a lot of their objection rebuttals. Basically they got me confident and good at talking with people who didn't necessarily want to talk to me lol.

I made a post about door knocking after reading your post asking for some advice on it. I'm definitely going to door knock the leads that won't answer the phone. Depending on how the next few weeks go I might just door knock all the leads. Spend a day in each area. Everyone I have quoted on the phone or in person says it's to expensive, and you guys know my quotes are from competitive companies. I'm going with an agent today for more training. Maybe I can tweak my approach.

 

[TDFnCali]

Yes the training at NYL has helped quite a bit. My previous job involved entering houses but it was as a technician and people needed repairs. So NYL was my first sales job and the time there gave me the thick skin that is needed and I still use a lot of their objection rebuttals. Basically they got me confident and good at talking with people who didn't necessarily want to talk to me lol.

I made a post about door knocking after reading your post asking for some advice on it. I'm definitely going to door knock the leads that won't answer the phone. Depending on how the next few weeks go I might just door knock all the leads. Spend a day in each area. Everyone I have quoted on the phone or in person says it's to expensive, and you guys know my quotes are from competitive companies. I'm going with an agent today for more training. Maybe I can tweak my approach.

Don't ever quote over the phone, ever! If I do, they will not need to see u for an appt & u might as well trash that lead.

TDF
Sent via my Verizon Samsung G4

 

[RichMcK]

In reading over your posts, you need training! NYL did not fit you for FE sales, it's a different ballgame. Your IMO should help, I've found finalexpense101.com to be valuable. Best Wishes...