Insurance Agent Forum

[Swift685]

Hey guys,

This is my first post on this forum after weeks of soaking up all of your greats insights. I'm a new agent with MassMutual in Windsor, CT. So here is my first contribution. Any advice?
_________________________________________

Good (morning/afternoon/evening) Mr. Jones. This is Scott Tuttle.
How are you doing this (morning/afternoon/evening)?

Let me quickly tell you why I’m calling. I’m with Charter Oak Insurance and Financial Services and I work with a lot of people in your area and wanted to get you involved. I didn’t necessarily call expecting you to be in the market for any financial products or services right now, more with the idea that you may have some questions in the future, or find yourself in the market for a product or service and needed someone to give you some feedback on different ideas. With that being said, I’d just like to have the opportunity to introduce myself the next time I’m in your area on appointments so I can show you the type of work I do.

I actually have some meetings in your area a couple times this week. Are mornings or afternoons usually better for you?

Great! I have a few minutes between meetings on ________ at ____ or would ________ at ____ be better for you?

Great! Now _______, this appointment is really important so you’ll want to write it down on your calendar so you don’t forget. (Get directions in detail!)

Great! I look forward to getting together. I’ll see you on _______ at ___.

[padthaiforlunch]

No. If you do a search of the forum, you will find several good approaches.

From Delta76:

Hi, is John available?

Hi John, this is Swift. You won't recognize my name, we haven't spoken before. I'm actually calling you as a cold-call because I know how much you enjoy getting these kinds of calls.

Would it be ok if I take 30 seconds and tell you why I'm calling, and then you can tell me whether or not we should talk further?

[Now give the quick pitch (varies depending on your lead-in)]

Great, I won't hold you up. I help people insure their retirement savings so if the market is down for the year, your account gets reset to the where it was before the bad year started.

I've spoken to a number of people who are frustrated by the performance of their retirement plans and I wanted to see if that was a concern of yours?

You're not alone. Can I ask what you are doing? How is that working for you?

Would it make sense for us to sit down and look at dome alternative that would better suit your goals?

(I doubt many are leading with annuities.)

[briko3]

In the first 2 sentences you talk like a salesman, and if they give you the benefit of the doubt, you prove to them you're selling with the next paragraph. "In the market" and "products" is the wrong way to go in my opinion. Talk more about what problems you can solve for them. Look at Pad's script. It talks about retirement plans being down and shows that you have a solution they might be interested in. Not a "product" which to someone on the phone just sounds like spending money.

Good luck.

[al3]

Why does every salesperson start so many of their sentences with the word "Great!" Nothing sounds more disingenuous to me then hearing:

"How are you today?"

"I'm fine."

"Great. Would you like to buy some insurance today?"

"No."

"Great. I understand. Are you married?"

"Yes."

"Great. Do you have kids?"

"I have three."

'Great. What about if you died tomorrow?

"I guess my family would go on welfare."

"Great. I can prevent that...."

And so on... and so forth...

[Swift685]

Lol Hey I appreciate your honest feedback guys this is why I love this forum. After all I didn't become a salesman for all the warm and fuzzy rejection. Anyways, I made some changes.
_______________________

Good (morning/afternoon/evening) ________. This is Scott Tuttle.
How are you doing this (morning/afternoon/evening)?

Let me quickly tell you why I’m calling. I’m with Charter Oak and I’ve been able to help a lot of people in your area with their insurance and financial needs. Now I didn’t call expecting you to be in the market for anything right now, but thought that you may have some questions in the future, or found yourself in need and looking for someone to talk to. I’d really like the opportunity to introduce myself and show you how I can help you too.

I actually have some meetings in your area this week. Are mornings or afternoons better for you?

I have a few minutes between meetings on ________ at ____ or would ________ at ____ be better for you?

Great! Now _______, trust me this appointment is important so you’ll want to write it down on your calendar so you don’t forget. (Get directions in detail!)

I look forward to meeting you. I’ll see you on _______ at ___.

[beatuplunchbox]

I actually have some meetings in your area this week. Are mornings or afternoons better for you?

I have a few minutes between meetings on ________ at ____ or would ________ at ____ be better for you?

Great! Now _______, trust me this appointment is important so you’ll want to write it down on your calendar so you don’t forget. (Get directions in detail!)

I look forward to meeting you. I’ll see you on _______ at ___. Yesterday 11:46 PM

Don't change a thing about this part. This is giving them a choice instead of a chance to say no. Excellent!

Also about the word great I use this to great effect, even if someone gives you a negative answer say great! and continue your pitch. This keeps you in control and helps you assume the sale.

[padthaiforlunch]

Dude, don't ask them how they're doing. It's phony, they know you don't care. You're a stranger to them. Be direct.

You are making a cold call. Acknowledge it and get permission to speak. The people you call will love this approach. It's honest and to the point.

Like briko said, problem and solution. Present one you think your target will identify with.

If they engage but are not ready to meet with you, try to get an e-mail address so you can keep in touch with them and build a relationship.

"trust me this appointment is important"

It's only important to you unless there is something in it for them. What do they care about you trying to build your business? Are you cold calling your mother?

You'll never get laid if women can tell that all you care about is your pecker. You have to at least pretend to be interested in them and their orgasm; or get them to focus on that void in their life and how you can play daddy and fix it.

Use the solution to your products (pick one) that focus on a problem, or underlying insecurity. It's like every tv ad you see -- make them worry. (OMG am I too hairy? Am I unattractive? Do I smell? Will people like me? I don't want to grow old alone.)

How long can you go without a paycheck?

If you buy the farm, can you family pay off the house?

If you have a heart attack, and couldn't go back to work for several months...

You're a model, huh. You mean a hand model?

Is that you're natural hair? I guess it looks ok.

They need your validation, but will only seek it if you take the right approach.

[djs]

You are making a cold call. Acknowledge it and get permission to speak. The people you call will love this approach. It's honest and to the point.

Love this approach???? I might accept the fact they will be less annoyed. I've never gotten someone to send me a thank you card for cold calling them.

Dan

[xrac]

What do you think about a script like this:
1) “Hello, is this __Person’s Name__?”
2) “This is __Your Name__, from __Your Company. This is a sales call; do you want to hang up on me?”
Shocking approach. Here’s what happens: defenses are lowered, few hang up, people are ready to listen because they curious. Plus this is a high integrity approach because you are being totally up-front and honest about your intentions.
3) If they say they want to hang up, then let them. If they say something like “what are you selling” then ask them a question such as:

Easy Influence: 7 Step Telephone Sales Script

[Delta76]

From Delta76:

Hi, is John available?

Hi John, this is Swift. You won't recognize my name, we haven't spoken before. I'm actually calling you as a cold-call because I know how much you enjoy getting these kinds of calls.

Would it be ok if I take 30 seconds and tell you why I'm calling, and then you can tell me whether or not we should talk further?

I'm now being quoted, awesome! That's the almost verbatim what I say each and every day on the phone. The only change I've made as of late is instead of "would it be okay if I take 30 seconds to tell you why I called, and then...", I simply ask "would it be okay if I quickly tell you why I called and then you can tell me whether or not I should get lost?" For some reason, if I ask for 60 seconds, they'll say can you do it in 30. If I ask for 30 seconds, they'll ask if I can do it in 10. So I decided to leave the time limit out of it and it still works fine.

Good (morning/afternoon/evening) Mr. Jones. This is Scott Tuttle.
How are you doing this (morning/afternoon/evening)?

Let me quickly tell you why I’m calling. I’m with Charter Oak Insurance and Financial Services and I work with a lot of people in your area and wanted to get you involved. I didn’t necessarily call expecting you to be in the market for any financial products or services right now, more with the idea that you may have some questions in the future, or find yourself in the market for a product or service and needed someone to give you some feedback on different ideas. With that being said, I’d just like to have the opportunity to introduce myself the next time I’m in your area on appointments so I can show you the type of work I do.

I actually have some meetings in your area a couple times this week. Are mornings or afternoons usually better for you?

Great! I have a few minutes between meetings on ________ at ____ or would ________ at ____ be better for you?

Great! Now _______, this appointment is really important so you’ll want to write it down on your calendar so you don’t forget. (Get directions in detail!)

Great! I look forward to getting together. I’ll see you on _______ at ___.

Swift,

I personally would ditch most of the script and don't say that out of disrespect. As others have noted, skip the "how are you today?", I did that at the beginning too since it seemed like the nice thing to do, but it screems insincerety. Also, the shorter the better. Last, if you talk about "financial services and insurance", most would rather shoot themselves than listen to you.

It wouldn't do much to tear up a script unless I had an alternative approach. I lead with a product (health insurance), so my script is product focused, not general. Either they are frusterated with their health premiums and want to talk or they don't. Working at Mass Mutual, obviously that's not what they want you leading with. If I was in your shoes (and maybe I will be in the future if health isn't profitable to sell), here's the approach I would use:

*Before you take any advice I give, remember this, I don't use this approach. Maybe someone else will have something else to add that will be more helpful. That being said, I do know someone who uses it successfully.

1. Call to set-up a five minute introduction:

"Ted, it's Delta giving you call. You won't recognize my name, we haven't spoken before. Would it be okay if I quickly tell you why I called?"

Prospect: "Yes or what's this about"

"I work with a number of small businesses owners like yourself and I'm going to be in a meeting down the street (with John next door, ect.) Tuesday at 11:00. Would you mind if I stop in for 5 minutes before my meeting to briefly introduce myself?"

2. When you show up, I wouldn't expect a lot of face time, in fact, he or she may not be there when you show up. You'll get stood up with this approach. When you show up, I would have a check-list of problems you fix (all on one page) and have them rank which ones are most important to them.

3. It won't be a perfect science, but if you get a minimum of two or three filled out per day, I can't see how you couldn't open up some cases and make a good living. If you find some concerns, set a time to stop back and go through a fact finder. Since you are new, I would bring an experienced veteran along and learn the business that way.

Take it or leave it, but if health insurance disappeared tomorrow, that's what I would be doing.

[padthaiforlunch]

Originally Posted by djs

Love this approach???? I might accept the fact they will be less annoyed. I've never gotten someone to send me a thank you card for cold calling them.

Dan

Hi John, this is Swift. You won't recognize my name, we haven't spoken before. I'm actually calling you as a cold-call because I know how much you enjoy getting these kinds of calls.

Would it be ok if I take 30 seconds and tell you why I'm calling, and then you can tell me whether or not we should talk further?

This is how I lead. while I don't get thank you cards, I get a number of compliments and thank you's from the people I cold call. About one in twenty tells me how professional or refreshing my approach is to them.

I stand out from the rest of the cold callers who are asking "how are you." I want to be different from every other schlepper out there.

Delta, you care the cold-calling guru on this board. Anyone who wants to sack up and hit the phones should search your posts.

Moon, we already know what you think, and these cold calling posts are like a statue to a pigeon for you. Some members of the forum that I respect sing your name in praise. Please, make your Grand Poobah post about how to sell insurance without cold calling. Share with us how a grand master does it.

[Delta76]

Some members of the forum that I respect sing your name in praise.

Even though Moon and I may disagree about whether or not cold calling is effective, he has been generous with his time and given me some tangible things that have made a difference in my business. That being said, I don't want to share those unless he wants to share.

[padthaiforlunch]

Originally Posted by Delta76

Even though Moon and I may disagree about whether or not cold calling is effective, he has been generous with his time and given me some tangible things that have made a difference in my business. That being said, I don't want to share those unless he wants to share.

I'm sure he has. And every once in a while he gives us a sneak peak at what he does. Hopefully he'll share some more with the rest of us.

[robliano]

Don't count on it, then he won't be as revered, or would he?

Originally Posted by padthaiforlunch

I'm sure he has. And every once in a while he gives us a sneak peak at what he does. Hopefully he'll share some more with the rest of us.

[planner58]

Good approach

[moonlightandmargaritas]

Originally Posted by padthaiforlunch

And every once in a while he gives us a sneak peak at what he does. Hopefully he'll share some more with the rest of us.

Originally Posted by robliano

Don't count on it, then he won't be as revered, or would he?

As you can see from my post count, I've shared just about every tip, trick and idea I use over the last three years. Really don't have the time or inclination to repeat it....

I do enjoy a marketing dialogue with a small, select group of forum members (Matt or "Delta76" would be one). They generally contact me through PM. I'm way picky though, so I have to be convinced that they are serious players in it for the long-term, and not just some broke-ass agent lookin' for a quick buck.

I think I probably learn much more from them than they do from me.

Food for thought: when was the last time YOU bought something from someone that cold called you?

[Delta76]

Food for thought: when was the last time YOU bought something from someone that cold called you?

Not everyone will respond to a cold call, even if they have a need for what we offer. That's why multiple marketing methods should be used. Different people respond differently to different marketing mediums. I can prove this with multiple clients in my book where I was blown off in one medium and eventually accepted in another.

I think the more relevant question is: when was the last time YOU sold a policy from a cold call? The follow-up: How much time and expense does it take on average to sell that policy?

I continue to make the calls because they're effective, even though I hang-up on most calls I get. Hypocrital? Probably, but most calls I receive are horrible. That being said, my main life insurane wholesaler relationship came about when he cold called me. One of the most profitable calls I've received. He introduced me to another producer that has led to multiple health insurance referrals and now a speaking engagement. If I would have blown him off, it would have been a huge mistake! Luckily, he was skilled enough on the phone to get my attention quickly.

I've had several clients thank me for calling them after showing them how I can help. I won't argue with you that having a lead call you is way stronger than a lead you call. I think a combination of approaches can work great. If you can have enough call you that you don't have time for any outgoing calls, then that's a life!

[robliano]

The last cold call I received was for my Mac, an extended warranty, I bought it, customer support, tech support, parts, repairs, etc.

But that's me, LOL

Originally Posted by moonlightandmargaritas

As you can see from my post count, I've shared just about every tip, trick and idea I use over the last three years. Really don't have the time or inclination to repeat it....

I do enjoy a marketing dialogue with a small, select group of forum members (Matt or "Delta76" would be one). They generally contact me through PM. I'm way picky though, so I have to be convinced that they are serious players in it for the long-term, and not just some broke-ass agent lookin' for a quick buck.

I think I probably learn much more from them than they do from me.

Food for thought: when was the last time YOU bought something from someone that cold called you?

[ProsperSBC]

Originally Posted by Swift685

lol Hey I appreciate your honest feedback guys this is why I love this forum. After all I didn't become a salesman for all the warm and fuzzy rejection. Anyways, I made some changes.
_______________________

Good (morning/afternoon/evening) ________. This is Scott Tuttle.
How are you doing this (morning/afternoon/evening)?

Let me quickly tell you why I’m calling. I’m with Charter Oak and I’ve been able to help a lot of people in your area with their insurance and financial needs. Now I didn’t call expecting you to be in the market for anything right now, but thought that you may have some questions in the future, or found yourself in need and looking for someone to talk to. I’d really like the opportunity to introduce myself and show you how I can help you too.

I actually have some meetings in your area this week. Are mornings or afternoons better for you?

I have a few minutes between meetings on ________ at ____ or would ________ at ____ be better for you?

Great! Now _______, trust me this appointment is important so you’ll want to write it down on your calendar so you don’t forget. (Get directions in detail!)

I look forward to meeting you. I’ll see you on _______ at ___.

I cold call all the time and the only reason I do is to get an appointment to take a fact-finder here is my script.

Hi _____ this is ______ from _________ I'm calling for two reasons, first I wanted to congratulate you on (birth,wedding,promotion) and second I'd like to meet you and show you the type of work that I do. SHUT UP!!!!!!!!!

Not Interested----- I can appreciate that _____ As a matter of fact most of my clients had no interest until they actually met me and found out what I could do for them. On that basis could you sacrifice 30 miuntes of your time?

Still not interested----- Well ______ I want you to understand that I can guarantee 1 of 3 things will happen at the end of that 30 minutes. 1. You will have affirmation from a financial professional that everything you are currently doing is excellent. 2. You will learn something new that will allow you to capitalize in the future when the time is right. 3. We will uncover a flaw and get the ship right before it sinks. On that basis, could you sacrifice 30 minutes of your time?

I beg them to reject me so I can get to my responses because it allows me to further qualify them over the phone.

Hope that helps some of you.

[robliano]

How do you find out what to congratulate them for?

Originally Posted by ProsperSBC

I cold call all the time and the only reason I do is to get an appointment to take a fact-finder here is my script.

Hi _____ this is ______ from _________ I'm calling for two reasons, first I wanted to congratulate you on (birth,wedding,promotion) and second I'd like to meet you and show you the type of work that I do. SHUT UP!!!!!!!!!

Not Interested----- I can appreciate that _____ As a matter of fact most of my clients had no interest until they actually met me and found out what I could do for them. On that basis could you sacrifice 30 miuntes of your time?

Still not interested----- Well ______ I want you to understand that I can guarantee 1 of 3 things will happen at the end of that 30 minutes. 1. You will have affirmation from a financial professional that everything you are currently doing is excellent. 2. You will learn something new that will allow you to capitalize in the future when the time is right. 3. We will uncover a flaw and get the ship right before it sinks. On that basis, could you sacrifice 30 minutes of your time?

I beg them to reject me so I can get to my responses because it allows me to further qualify them over the phone.

Hope that helps some of you.