Help with an appointment script

SamIam · 08-15-2007, 11:08 PM

I have telemarketers generating leads for me right now. I want to switch things up and have them set up pre-set appointments for me for health insurance. They call small business owners. One thing is I do have them get me basic info such as pre-ex. So what I need is a good lead in and a good close for my telemarketers.

Any help greatly appreciated.

senior-advisor-indiana · 08-15-2007, 11:10 PM

Don't hire that Jami girl.

CHUMPS FROM OXFORD · 08-16-2007, 12:02 AM

Having a person that has never spoken to the business owner set an appointment with someone who has never seen him (or her) either...I'm not so sure about that. I think I would rather pre-qualify and then set up a brief time to meet or talk on the phone again. I assume that's how most people do it.

Congrats Bobby! 132 times! Wow!

salpro22 · 08-16-2007, 12:30 AM

Originally Posted by SamIam

I have telemarketers generating leads for me right now. I want to switch things up and have them set up pre-set appointments for me for health insurance. They call small business owners. One thing is I do have them get me basic info such as pre-ex. So what I need is a good lead in and a good close for my telemarketers.

Any help greatly appreciated.

It is probably better to have your marketers continue getting leads and finding somebody to sort out the leads before handing them off to you. I look at my business similar to a doctor's office.

A marketing medium (telemarketing, ads, tc.) gets the person interested enough to call in or request information (schedule an appt with the doc) and then talks with the nurse (qualifyer, office manager, pick your own fancy title here) to go over some information before the doctor comes in. That is probably the smarter way to do it if you are working a lot of leads per day and/or have other projects.

James · 08-16-2007, 02:34 AM

Originally Posted by salpro22

A marketing medium (telemarketing, ads, tc.) gets the person interested enough to call in or request information (schedule an appt with the doc) and then talks with the nurse (qualifyer, office manager, pick your own fancy title here) to go over some information before the doctor comes in. That is probably the smarter way to do it if you are working a lot of leads per day and/or have other projects.

Yea, now if we could only get a Viagra of Insurance we would have it made in the shade or at least a bathtub!

Frank Stastny · 08-16-2007, 08:31 AM

Originally Posted by CHUMPS FROM OXFORD

Having a person that has never spoken to the business owner set an appointment with someone who has never seen him (or her) either...I'm not so sure about that. I think I would rather pre-qualify and then set up a brief time to meet or talk on the phone again. I assume that's how most people do it.

Congrats Bobby! 132 times! Wow!

I totally agree. If I was in the market for insurance the only person I would want to talk to is the agent. I neither have the time or inclination to talk a whole bunch of people first who do not have the expertise to give me the information I want. I don't want to be "screened" by several people first where all they do is ask questions but don't have the knowledge to answer mine. If the agent who will write the policy and earn the commission is either too busy or important to speak to me then I would take my business elsewhere.

There are tons of insurance agents out there. The only thing that separates them is the service they provide. It sounds like he wants others to do all the work and all he wants to do is write the app. I think we all fantasize about being able to work like that but it would definitely not work for me if I was buying insurance.

healthagent · 08-16-2007, 08:45 AM

I would strongly suggest that you don't have telemarketers try to set appointments with small biz owners. It takes me around 2 weeks on average to close a deal with my small biz leads. The intelligent owners are stand-offish and you need to build a relationship and trust before they'll make a move.

Remember, your best prospect is someone who currently has insurance. They have no sense of urgency and no reason to be rushed into something. The retards and knuckleheads will say yes to anything but they're your worst prospects.

Just have them generate leads - you sort 'em out. In fact, I don't have any of my marketers asking a single qualifying question - just give me loads of leads.

Newby · 08-16-2007, 09:08 AM

Truer words have never been spoken!

Frank said "There are tons of insurance agents out there. The only thing that separates them is the service they provide."

Learn it, live it, love it!

Premium financer · 11-02-2007, 02:14 PM

Service is obviously a key component for success, but what I value more than service is knowledge. Most people provide "good service," but not everyone has the knowledge that will differentiate yourself from the rest of the pack. If you view yourself as a customer service rep. your income will reflect it. If you view yourself as a trusted insurance advisor your income will reflect it as well.

The only thing I would do differently is have your telemarketers set-up a phone appointment with the business owners first. After your first minute of conversation you should be able to know if it worth your time to set-up an appointment at their office.