Am I Laying My Cards Out to Early to Prospects

AgentOrange · 06-16-2009, 10:36 PM

Labman, Im thinking its AIG youre repping ... ???

Labman · 06-17-2009, 07:17 AM

No not AIG, though my wife had an offer to go to work for them about a year ago. Good thing she didn't.

arnguy · 06-17-2009, 04:44 PM

It's been below normal temperatures here in the Delaware Valley for about a week----with plenty of rain. We had 5 inches in a few hours on Saturday in Bucks County. Normal high for this time of year is 80 degrees, but the jetstream has been swinging low so we have had highs hovering at just below 70 with nighttime temperatures in the high 50's. However,the outdoor schvitz should be coming here next week when the thermometer will be up to 90 with humidity.

Wait a minute. Isn't this the Weather Channel?

BTW, I haven't been to a Russian Steam Bath in years----i miss it!

jamesflou · 06-17-2009, 08:28 PM

No need to tell what carrier you are using unless you use just one. Let them know that you will check with several of your top carriers to see if you can save them money. With todays economy people may want to save money. You have to hit a hot button.

Labman · 06-17-2009, 08:53 PM

You are right James, I made a stupid mistake that may have cost me some money. Just dumb on my part.

Freddie · 06-18-2009, 01:42 AM

Originally Posted by Charpress

I've made the same mistake of naming a particular product or carrier early in the game. In one case, I found out later that the prospect just went to their agent and told them what they wanted based on what I told them. I did the research and work, the other agent got the commission with about 2 minutes of time. Lesson learned.

I would be frank to the question "what carrier?" Assuming you know something about the business the prospect is running you could say something like:

"Mr. prospect, in your business would you discuss details about (insert whatever is appropriate to the business) before you had some commitment? All I am asking is to sit down for 10 minutes and show you what we have to offer. I am confident you will be pleased with what I can show you."

Anyway, something along those lines.

PS: the prospect who is not willing to do something reasonable like this was never going to be a sale anyway.

How about a Dennis Tubbergen type of pitch - "Mr. So & So - if I could spend five minutes with you and show you how to save X dollars and improve your dramatically coverage - could we do business?"

Get em to make a commitment but give them a benefit and savings in a very short pitch.

Speaking of heat - south of you guys Tampa and other guys it is hot here. Hope no hurricanes this year.

Played about 14 holes of golf tonight from 5:50 pm to 8:05 pm walking with a pull cart with a floppy bush hat, sunglasses, collar up and lots of sun screen. Brutal. The muni course is about a mile from the ocean (east coast) so the breeze made it tolerable.