I've only been in the business for a couple of months and I've really been struggling with the phones lately. While I squirrel money away to be able to do some more extravagant marketing I've been relying mostly on cold calls and a few internet leads.
I've been putting in the dials (probably did about 450 the first three days of last week in between appointments and walking and talking) but I've just really been struggling with grabbing people's attention. I think the most common issue I have is managing to find someone that's interested and actively looking and then getting the "e-mail something and I'll look it over" line. I'm sure you all know the odds of actually getting a response after that.
Without getting into a whole "script" debate, what have some of you had success with when it comes to working the phones? How do get over the hump from "interested" to "let's sit down and do this"? Thanks in advance guys.
I have the same problem and I'd imagine unless you are selling medsupps like Frank says, you will continue to have the problem. The thing is that not everyone needs what you're selling when you call. There are peope that just lost their jobs, just bought insurance last month, think they have what they need now, etc. Like MarkinGriffin says...it's like fishing. You just throw out your line and how the fish needs something to eat.
I've only been in the business for a couple of months and I've really been struggling with the phones lately. While I squirrel money away to be able to do some more extravagant marketing I've been relying mostly on cold calls and a few internet leads.
I've been putting in the dials (probably did about 450 the first three days of last week in between appointments and walking and talking) but I've just really been struggling with grabbing people's attention. I think the most common issue I have is managing to find someone that's interested and actively looking and then getting the "e-mail something and I'll look it over" line. I'm sure you all know the odds of actually getting a response after that.
Without getting into a whole "script" debate, what have some of you had success with when it comes to working the phones? How do get over the hump from "interested" to "let's sit down and do this"? Thanks in advance guys.
I feel your pain. Years ago I tried selling health insurance. The first year commissions were very attractive and I thought "everyone wants a good health insurance plan". WRONG!
It didn't take me very long before I went back to Med Supps. All seniors, almost without exception, believe and think they know that Medicare by itself is not "adequate" health coverage. They all believe that they need something additional.
Truth be known, just Medicare is probably superior health insurance compared to what they had when they were employed. However, they don't apparently believe it.
Every senior in the US is looking to save money. All companies providing insurance to seniors have premium increases. Premium increases are the agents best friend. Without them I would have starved to death in this business a very long time ago.
When I call I find out how much they are currently paying and I tell them exactly what it will cost if they take a policy with me. If there is even a small savings that is reason enough for them to want more information.
That is how I get "over the hump". Then I "hump" my commission all the way to the bank.
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Here is what you do. F' them! Ask for the appointment, if they say no...make your next dial. There are millions of people that you can call. Don't waste time worrying about a few hundred snot-rockets that don't want to sit down.
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Here is what you do. F' them! Ask for the appointment, if they say no...make your next dial. There are millions of people that you can call. Don't waste time worrying about a few hundred snot-rockets that don't want to sit down.
You've got to stop "holding back" Tom. You're going to get high blood pressure. Just tell us what you really think.
Here is what you do. F' them! Ask for the appointment, if they say no...make your next dial. There are millions of people that you can call. Don't waste time worrying about a few hundred snot-rockets that don't want to sit down.
Yeah, that's generally what I try to do. I just feel like, especially with the dozen or so leads a week that I pay for, if people are actively looking I should be able to get more of them to sit down with me.
I think that one of my biggest shortcomings is that I really struggle to sell the appointment, rather than the plan. I actually like discussing health insurance and I tend to go into pretty great detail as opposed to pitching a meeting.
Yeah, that's generally what I try to do. I just feel like, especially with the dozen or so leads a week that I pay for, if [COLOR=Red]people are actively looking[/COLOR] I should be able to get more of them to sit down with me.
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I think you are assuming too much because you paid hard earned money for that name and phone number. I think "curious" would be a better way to define the people who send in the "leads" you are getting.
That's why I don't buy leads for the senior market. I know that they are all "curious" but very few who send in the cards are what I would describe as "actively looking".
I've only been in the business for a couple of months and I've really been struggling with the phones lately. While I squirrel money away to be able to do some more extravagant marketing I've been relying mostly on cold calls and a few internet leads.
I've been putting in the dials (probably did about 450 the first three days of last week in between appointments and walking and talking) but I've just really been struggling with grabbing people's attention. I think the most common issue I have is managing to find someone that's interested and actively looking and then getting the "e-mail something and I'll look it over" line. I'm sure you all know the odds of actually getting a response after that.
Without getting into a whole "script" debate, what have some of you had success with when it comes to working the phones? How do get over the hump from "interested" to "let's sit down and do this"? Thanks in advance guys.
Way too much emphasis on the phones...contrate on CPS and the numerous other marketing areas. seems you may be limiting yourself. The correct plan puts you in front of appr 150 new clients each week....You can never acheive this using the phones, yet only 10% of the agents will work a 40 hr work week.....let's talk some more
Way too much emphasis on the phones...contrate on CPS and the numerous other marketing areas. seems you may be limiting yourself. The correct plan puts you in front of appr 150 new clients each week....You can never acheive this using the phones, yet only 10% of the agents will work a 40 hr work week.....let's talk some more
Hmm, 150 new clients each week... in front of.... and then a 40 hour work week. Given any type of bio break somewhere during the week, that would be 15 minutes an appointment. Hard to get many sales completed in that time. I'll settle for 75 new clients each week
I actually like discussing health insurance and I tend to go into pretty great detail as opposed to pitching a meeting.
I had the same problem early on. I figured everybody wanted to know what I knew. I like talking about insurance and explaining things.... turns out, what people want to know is that you know your stuff, so they don't have to.
Spend the time figuring out what is important to them, don't spend time explaining options or coverages till you get to the appointment. You want to know what they need, so you can come and present solutions.
Hmm, 150 new clients each week... in front of.... and then a 40 hour work week. Given any type of bio break somewhere during the week, that would be 15 minutes an appointment. Hard to get many sales completed in that time. I'll settle for 75 new clients each week
I had the same problem early on. I figured everybody wanted to know what I knew. I like talking about insurance and explaining things.... turns out, what people want to know is that you know your stuff, so they don't have to.
Spend the time figuring out what is important to them, don't spend time explaining options or coverages till you get to the appointment. You want to know what they need, so you can come and present solutions.
I've been through the same and I know it is not easy at all. There are times when I wanted to give up but as I've heard from all other agents on the things that they have been through and now that they have succeeded it made me realized that it is worth trying. So Good Luck and I know you can do it.
Thanks for all the feedback and support guys. I know that I'm much to reliant on the phone and I really need to get out from behind the desk and get in front of more business owners.
To be totally honest, I'm normally a really introverted person, so I've been having to get over that a little bit at a time and I've finally gotten comfortable calling people, so the next big hurdle for me to get over is dropping in on businesses. Hopefully I can buddy up with another agent in my office and ease the transition a bit.
And djs, I think you make a great point. I've really tried to cut to the chase and focus on exactly what each client needs and how I can provide the most concise explanation, rather than going through every product I have with each prospect.
It can just be difficult to get feedback on what is or isn't working, since it takes hundreds of calls at the very least to start to notice a trend, and even then there are so many variables that trying to learn on the fly is pretty much a waste of time. Right now I'm mainly trying to get comfortable with my delivery and get some responses down for the most common questions/concerns/objections that I'll be hearing a hundred-plus times a day.
Thanks for all the feedback and support guys. I know that I'm much to reliant on the phone and I really need to get out from behind the desk and get in front of more business owners.
To be totally honest, I'm normally a really introverted person, so I've been having to get over that a little bit at a time and I've finally gotten comfortable calling people, so the next big hurdle for me to get over is dropping in on businesses. Hopefully I can buddy up with another agent in my office and ease the transition a bit.
And djs, I think you make a great point. I've really tried to cut to the chase and focus on exactly what each client needs and how I can provide the most concise explanation, rather than going through every product I have with each prospect.
It can just be difficult to get feedback on what is or isn't working, since it takes hundreds of calls at the very least to start to notice a trend, and even then there are so many variables that trying to learn on the fly is pretty much a waste of time. Right now I'm mainly trying to get comfortable with my delivery and get some responses down for the most common questions/concerns/objections that I'll be hearing a hundred-plus times a day.
I can relate to the frustration of limited phone success. I work with Great American in Ormond Beach and all I do is call people turning 65 in the neighboring counties while I try to save up money to get a mail campaign going.
Something that helped me improve my call quality with the people I actually get to talk to is to listen to myself speak. I called myself maybe 15 times two weekends ago and left voicemails on my phone as if I was calling a prospect.
I surprised myself with the tone and inflection of my voice as the conversation went on. I started with a good tone and clarity but by the end of the call I had usually drifted off into a mumble or guttural whisper.
Record yourself while you make calls and really listen to how you come across. I've repeated that every weekend since I first listened to myself and I've found it helps keep their attention. Good luck!
Last edited by Edson : 09-18-2009 at 09:26 PM.
Reason: Anachronism
I can relate to the frustration of limited phone success. I work with Great American in Ormond Beach and all I do is call people turning 65 in the neighboring counties while I try to save up money to get a mail campaign going.
Something that helped me improve my call quality with the people I actually get to talk to is to listen to myself speak. I called myself maybe 15 times two weekends ago and left voicemails on my phone as if I was calling a prospect.
I surprised myself with the tone and inflection of my voice as the conversation went on. I started with a good tone and clarity but by the end of the call I had usually drifted off into a mumble or guttural whisper.
Record yourself while you make calls and really listen to how you come across. I've repeated that every weekend since I first listened to myself and I've found it helps keep their attention. Good luck!
Recording one's self is excellent advice. I recommend to every agent I train to sell Med Supps to record actual conversations with prospects and then listen to the recording. It is very seldom that the prospect hears the agent the way the agent hears himself.
I have a lot of experience using "mailing campaigns" and the ROI one gets. I may be able to give you some insight based on my experience if you are interested. Please feel free to call anytime at the number shown below.
Help Working the Phones
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