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Discussion on Bad Day - Should I have confirmed? within the Senior Insurance Forum, part of the Insurance Agents and Brokers Forum category.
I just returned from a 200 mile roundtrip to see a prospect for Medicare Supplments. Bottom line is I told ... |
07-25-2007, 05:48 PM
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#1
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Guru
Join Date: Mar 2007
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I just returned from a 200 mile roundtrip to see a prospect for Medicare Supplments. Bottom line is I told him on the phone last week that I could replace his AARP plan with another carrier and save he and his wife about $750 this year. Great! He said come on by this morning.
When I arrived after my 1 1/2 hour drive, he was not home. His wife said he went to the gym and can't be reached but will be back in about 1/2 hour. So I had a cup of coffee and waited for the phone call inviting me back.
When he did call 45 minutes later, he said "I'm sorry. My wife was very upset and doesn't want to change. I..."
Then I said, "goodbye" and hung up. I really couldn't care less about any bullcrap excuses. It's not his wife's fault he missed our meeting.
I don't like to verify appointments as it gives the prospect an excuse to change their mind. I figured that after driving 100 miles to see them, they would almost feel obligated to sign the application, especially when I could save them so much money.
I'm inclinded to send him a letter requesting he reimburse me for the gas. What I really want to do is make myself feel better by calling him every name in the book, and some that I'll make up.
Do you guys confirm appointments or just believe you're dealing with honest people?
Have to go pound sand now.
Rick
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07-25-2007, 06:09 PM
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#3
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Guru
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Re: Bad Day - Should I have confirmed?
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Been there. Done that.
The best thing to is listen to the reason. They could have said something that you may have overcame.
Other then that, Crown Royal has always helped me.
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I sincerely believe that banking establishments are more dangerous than standing armies, and that the principle of spending money to be paid by posterity, under the name of funding, is but swindling futurity on a large scale. - Thomas Jefferson
www.mymidwestbroker.com
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07-25-2007, 06:13 PM
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#4
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Guru
Join Date: Sep 2006
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Re: Bad Day - Should I have confirmed?
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I won't drive 20 minutes to see someone without first confirming before starting my engine.
But then, I have been in this business longer than most of the folks here and don't put up with much crap.
If they are going to back out, no show, (fill in lame excuse here) I might as well give them the opportunity before I spend my time & gas money.
Obviously no one feels "obligated" to sign the application, regardless of how far you drove to see them.
My clients are as honest as any of them (for the most part) but I do not trust them to do what they say, when they said they would do it.
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07-25-2007, 06:19 PM
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#5
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Guru
Join Date: Sep 2006
State:
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Re: Bad Day - Should I have confirmed?
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I always verify appointments the day before. If they flake it saved me gas and time. I use Mapquest as my reason for the call - I don't want to come across as "you still want to meet...right?"
"Hey Tim? John here. Listen, I just printed out directions to get to your house from Mapquest and I just wanted to make sure that it's the fastest way."
Oh, and by the way, in a few cases I'm glad I made that call. Clients have told me much faster ways to get to them, told me Mapquest was flat out incorrect and told me about construction work. In many cases I get this:
"I'm glad you called. I forgot I have to give my cat a bath tomorrow so I need to reschedule."
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07-25-2007, 06:25 PM
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#6
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Guru
Join Date: Mar 2007
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Re: Bad Day - Should I have confirmed?
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Rule of thumb:
15 minutes away- No need to confirm
30 minutes away- No need to confirm unless it has been more than 4 days since you spoke
60 minutes away- Confirm by phone call
120 minutes away- Confirm by note in mail and phone call
180 minutes away- Confirm by note in mail, phone call and pay neighbor to make sure they tell you if they are home at time of appointment.
240 minutes away- You are either a camel or an elephant since you don't mind transversing long distances.
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07-25-2007, 06:39 PM
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#7
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Guru
Join Date: Sep 2006
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Re: Bad Day - Should I have confirmed?
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Not only do I confirm, but when I set the appointment they know I'm coming to do an app. They deserve to know that I'm not coming to give information.
Part of it goes like this: "....and once you choose a plan I can take care of the application and submit it. Approvals normally take around a week and you should have insurance cards in about 2 to 3 weeks."
That elicits one of two reactions:
1) "No problem. See you on Tuesday at 3pm."
2) "Well......we're really just shopping now and...."
Number #2 is a dead deal.
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07-25-2007, 06:59 PM
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#9
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Guru
Join Date: Sep 2006
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Re: Bad Day - Should I have confirmed?
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Agreed. People who claim they can't meet with you for a week are bad appointments. I also try to set the next day or following day. My max is 4 days out. If I can't set an appointment within 4 days I tell them I'll call back next week and we'll make arrangements then. I do not close people. I'm looking for people who are actively seeking to either get covered or lower their rate. You don't have to pressure those people - they usually confirm with me! Lol: "Ok John, so we're set for tomorrow at 3, right?"
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07-25-2007, 07:01 PM
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#10
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Guru
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Re: Bad Day - Should I have confirmed?
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Quote:
Originally Posted by healthagent
Agreed. People who claim they can't meet with you for a week are bad appointments. I also try to set the next day or following day. My max is 4 days out. If I can't set an appointment within 4 days I tell them I'll call back next week and we'll make arrangements then. I do not close people. I'm looking for people who are actively seeking to either get covered or lower their rate. You don't have to pressure those people - they usually confirm with me! Lol: "Ok John, so we're set for tomorrow at 3, right?"
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Your explanation would explain what I've been experiencing lately.
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07-25-2007, 07:03 PM
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#11
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Guru
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Re: Bad Day - Should I have confirmed?
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Even though I work out of my house, I have an FMO who lets me use their conference room. I schedule time in that conference room. If they don't show up, then I continue to make calls from that room, and there is no time lost.
In the city the size of Atlanta metro, there is no valid reason, other than a referral, why anybody that far away would need to work with me. There are too many other agents out there, in a closer proximity.
#1 is right, they are never committed to sign anything.
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07-25-2007, 07:04 PM
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#12
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Guru
Join Date: Sep 2006
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Re: Bad Day - Should I have confirmed?
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Sales is hard. Sales, in it's purest state, is convincing people to buy when they otherwise wouldn't buy. It's been my experience after 14 years in the industry that to succeed in getting people to buy something they either normally wouldn't or sooner than they want you have to be as ass****.
The way around that is to generate enough business where you are dealing with people who are simply looking for what you're offering. Now you're not running around on no-shows, getting "I need to think about it" or leaving that 3rd message for that lead who hopes to hell you'll stop calling.
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07-25-2007, 07:06 PM
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#13
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Guru
Join Date: Sep 2006
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Re: Bad Day - Should I have confirmed?
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Quote:
Originally Posted by Bob_The_Insurance_Guy
Even though I work out of my house, I have an FMO who lets me use their conference room. I schedule time in that conference room. If they don't show up, then I continue to make calls from that room, and there is no time lost.
In the city the size of Atlanta metro, there is no valid reason, other than a referral, why anybody that far away would need to work with me. There are too many other agents out there, in a closer proximity.
#1 is right, they are never committed to sign anything.
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Fantatic post. Starting next year I'll be renting an office in a retail location and my clients will come sit down with me. If you don't think it works, call a State Farm agent.
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07-25-2007, 07:08 PM
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#15
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Guru
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Re: Bad Day - Should I have confirmed?
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I e-mail them a PDF of the app, and have them bring it, filled out.
In the case of Medicare, it's a different situation. Since I don't work off leads or telemarketing leads, all mine are referrals, so I check with the Financial Planner that referred them, and have him/her place a call, in addition to mine, confirming our appointment.
If it's a no-show, I call the Financial Planner, and don't waste my time with the referral. They are his client, let him deal with them.
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07-25-2007, 07:12 PM
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#16
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Guru
Join Date: Sep 2006
State:
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Re: Bad Day - Should I have confirmed?
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A lot of it is establishing that you're in control - not them, that you're busy and your time is valuable. No - you don't actually say that to prospects but you can convey it.
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07-25-2007, 08:14 PM
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