appointment setting

nxn459 · 07-30-2008, 02:39 PM

I'm new to the commercial insurance world and have learned cold calling will be apart of my life for some time.

I'm not afraid of the phone nor rejection so i think i have the first issue out of the way.

My problem is not knowing what to say. I've been searching online and reading books which contradict each other time and time again.

I've also been looking for maybe some sort of cold call training but everything ive come across seems more like trying to sell a product over the phone. I dont want to sell them anything over the phone.

Can anyone give some feedback as to what they find effective? Has anyone gone through training which they found effective?

Thanks!

Stormy

eric rose · 07-31-2008, 12:12 AM

Is this Stormy the Rockstar? There are numerous threads in the forum on telemarketing and door to door cold calling that I've found to be useful. I've been trolling for a little while now, and absorbing a LOT of great actionable info. Great to see you on here, lets chat and compare whats working.

AgentZ · 07-31-2008, 04:13 PM

I would say that you need to just go for it. Now trying to quote people you already frequent their business is a place to start. The more relaxed intro is best.

08-06-2008, 02:08 PM

i would say that the best way to sell this kind of products is by phone .. and if you dont want to call there are many callcenters that make the phone calls for you.

moonlightandmargaritas · 08-06-2008, 02:20 PM

Quote:

Originally Posted by nxn459

I'm new to the commercial insurance world and have learned cold calling will be apart of my life for some time.

Cold calling is marginally effective, at best. Sort of like looking for a needle in a haystack, if you will.

Suggest you do some marketing. Flyer distribution, do some mail and email, buy some leads...

Really anything will be better.

djs · 08-06-2008, 02:39 PM

Quote:

Originally Posted by moonlightandmargaritas

Cold calling is marginally effective, at best. Sort of like looking for a needle in a haystack, if you will.

I've never been big on cold calling, but I think the results vary greatly in different parts of the country. Some people do very well with it.

It is pretty inexpensive way to get started if you are working on a tight budget. Probably not the most effective overall, but since you already have a phone line and you probably have the time, it's not a bad way to go.

Dan

NCnatwidagent · 08-06-2008, 03:06 PM

Commercial cold calling / prospecting is not hard. Just visit some businesses, introduce yourself and ask if you could give them a second opinion on there insurance. You might be able to give them a better rate or more coverage for same price.
Also, if they decline your offer, visit them again in a few months and ask if anything has changed. Works for me!

Good luck!

mom2sean · 08-06-2008, 08:28 PM

I've found Ari Galper's program beneficial for cold calling. You can google him - you don't have to buy anything, just read the free stuff and you'll get the gist of it.

nxn459 · 08-07-2008, 04:30 PM

thanks for the feedback

I like the idea of asking if i can give a second opinion on their insurance.

nxn459 · 08-07-2008, 04:34 PM

Quote:

Originally Posted by eric rose

Is this Stormy the Rockstar? There are numerous threads in the forum on telemarketing and door to door cold calling that I've found to be useful. I've been trolling for a little while now, and absorbing a LOT of great actionable info. Great to see you on here, lets chat and compare whats working.

Rosencrantz?

arnguy · 08-07-2008, 06:18 PM

Quote:

Originally Posted by nxn459

rosencrantz?

Where is Guildenstern? Oh Hamlet, my Hamlet!

moonlightandmargaritas · 08-07-2008, 06:39 PM

Quote:

Originally Posted by nxn459

i like the idea of asking if i can give a second opinion on their insurance.

This type of approach will generally be met with apathy.

You're gonna have to get a little more creative!

xrac · 08-08-2008, 12:42 AM

Quote:

Originally Posted by nxn459

I'm new to the commercial insurance world and have learned cold calling will be apart of my life for some time.

I'm not afraid of the phone nor rejection so i think i have the first issue out of the way.

My problem is not knowing what to say. I've been searching online and reading books which contradict each other time and time again.

I've also been looking for maybe some sort of cold call training but everything ive come across seems more like trying to sell a product over the phone. I dont want to sell them anything over the phone.

Can anyone give some feedback as to what they find effective? Has anyone gone through training which they found effective?

Thanks!

Stormy

"Prospecting Your Way to Sales Success" by Bill Good is a very good book on this subject. You cannot beat the One Card System and their instruction book "Building a Financial Services Practice". Topgunproducers has a lot of good information on prospecting and cold calling.

mickeyma · 08-08-2008, 12:53 AM

In addition to Ari Galper and Bill Good, look at Mike Brooks, Art Sobczak and Stan Billue for phone prospecting. Brooks is my favorite.

moonlightandmargaritas · 08-08-2008, 01:03 AM

Quote:

Originally Posted by mickeyma

In addition to Ari Galper and Bill Good, look at Mike Brooks, Art Sobczak and Stan Billue for phone prospecting. Brooks is my favorite.

I agree that Art Sobczak's stuff is excellent.

Ramond B · 08-09-2008, 12:49 PM

Anyone have any links to any of these guys' training material? I love to read other phone trainers's concepts. I train my 24 agents daily and since this industry is new to me I would greatly appreciate some info on where to find the people you are speaking of so I can learn MORE...MORE...MORE I telll you....lol. OK sorry, got a little over excited.

Thanks in advance!

xrac · 08-09-2008, 02:44 PM

I have some old cassette tapes (anybody remember them) by Bill Bishop that I recently bought on Ebay ("Bill Bishop's Gold Calling System of Teleprospecting"). He was recommended on Topgunproducers but evdiently is no longer active or alive since I can not find anything from him since 2004. These are very good tapes. I have also been reading Secrets of Question Based Selling by Thomas Freese. There are some very good telephone techniques described in his book especially how to create call backs from voice mail.

eric rose · 08-11-2008, 04:33 PM

Quote:

Originally Posted by nxn459

rosencrantz?

Yeah its me, small world huh? For the record nxn459 is Guildenstern. We suffered together under the tyranny of Larry the Stag in a prior life.