How many appointments do you set a week?

Survivor · 11-09-2007, 03:26 PM

I'm wondering what you life and health agents are seeing as far as appointments per week.

I'm able to set about 8-12 each week. Granted, this is a mix of worksite and individual, so I'm able to see more than just 8-12 people.

I'm wondering how this compares to you other fellas. I'd really like be able to schedule 15-18, but not more because of my school schedule only allows me to work half days Monday, Wednesday, and Friday.

Any H&L agents hitting those appointment levels? If so, what methods of prospecting are you using?

CHUMPS FROM OXFORD · 11-09-2007, 07:30 PM

I very rarely see anyone in person. Maybe one every few months. I don't recommend it.

The New Guy · 11-09-2007, 07:40 PM

Originally Posted by CHUMPS FROM OXFORD

I very rarely see anyone in person. Maybe one every few months. I don't recommend it.

Of course, he is currently doing business in the Rain Forest. Where humans may, or may not be on the menu. Why take the chance on a face to face encounter.

Survivor · 11-09-2007, 07:51 PM

Originally Posted by CHUMPS FROM OXFORD

I very rarely see anyone in person. Maybe one every few months. I don't recommend it.

My company requires it.
I don't see how one would close a deal on the phone. I just don't see how it happens.

CHUMPS FROM OXFORD · 11-09-2007, 11:16 PM

Face-to-face meetings are not required for any of the dozens (life and health) companies we use. Email, fax or mail work just fine.

Admittedly, a certain select few want to meet in person. But many people are happy to avoid the face-to-face contact.

CHUMPS FROM OXFORD · 11-09-2007, 11:20 PM

"he is currently doing business in the Rain Forest"

Actually...I have left the Rain Forest now and am visiting the West Bank. Hopes are now high for peace in the region. Hamas, no doubt, will try to live up to their barbaric reputation and ruin things. Hopefully, they will not succeed.

And on a more serious, bud sad note...The top-ranked RedHawks were stunned at home tonight by Notre Dame, 2-1. Tomorrow will be different though. I expect a 5-2 victory.

somarco · 11-10-2007, 11:03 AM

I don't see how one would close a deal on the phone.

Practice . . .

Macdaddy · 11-10-2007, 06:24 PM

Originally Posted by Survivor

My company requires it.
I don't see how one would close a deal on the phone. I just don't see how it happens.

It helps to use web conferencing. You can pick the plan, show a brochure, a video on HSAs, search for their doc in real time to see if he is in network, and I even have scanned copies of my own insurance bills to give examples of network repricing.

Qualify their needs, land them on the right plan, and say one of the following:

"I think we should get the ball rolling to see if we can get you qualified"

"Looks like this is the plan for you, I think we should start your application, how does that sound?"

"While were together right now and since we have found the right plan, whatta ya say we get this over with and get the application taken care of so we can see what the offer comes back at from underwriting."

Consultant · 11-12-2007, 02:58 PM

Originally Posted by CHUMPS FROM OXFORD

I very rarely see anyone in person. Maybe one every few months. I don't recommend it.

If the client is within an hour away (Over a million people) I say:

"Great, do you know where my office is?"

"no?"

"Get a pen and paper"

I give them physical address and give them a visual description so they see them self coming to my office.

------------------------------------------

They may, after writing this down, ask if there's another way. In which I try to do the app over the phone and fax them signature pages using their credit card.

Or internet or fax/postal their app for worst case scenario.

Now I have to check on them :T
------------------------------------------

If they don't resist:

I call the day prior and say, "Hi , Blank, I'm doing a customary reminder call of our appointment at my office at, blank".

Oh yea, I have a 100% closing ratio at my office. (a few times someone takes the apps but I always close them because I qualify them before the appointment.)

gradyinsurance · 11-12-2007, 04:24 PM

I was always was taught that in the L&H business, you had to "go out and get" business. Which, is what I've been doing since I got into the business. I have had little to no success with trying to get people to come to my office (except to a relative that I sold a small life policy), so I go to a lot of homes, whenever I try to make a sale. All of my companies require a face to face meeting with my client, so telephone or e-mail sales are out. But, it you are doing 8-12 appointments per week, with at least a 1 out of 5 closing ratio, you sound like you are doing okay, at least compared to me (2-4 appointments per week, 1 out of 8 closing ratio, but I'm working on it).

somarco · 11-12-2007, 05:56 PM

All of my companies require a face to face meeting

I don't know any (reputable) health carriers that require face to face. Life carriers are slow to get on the e-app wagon but every life app I wrote in the last 3 yrs was phone, email, fax & USPS. I never met a one of them.

Which carriers are you using?

gradyinsurance · 11-12-2007, 06:29 PM

Well, I don't sell much health, but I'm currently with Life Investors, Genworth & United American, trying to get lined up with Fidelity Life, ING Reliastar, and possibly Old Mutual and Lincoln Financial.

Dave.

somarco · 11-12-2007, 07:02 PM

I have been appointed with all of those except ING & Lincoln. Only UA (which I never used) required face to face.

Most of my life business now goes to Genworth. I have never seen any of my clients.

I still think you need to talk with Ned (Marlin) about how he did it.

gradyinsurance · 11-12-2007, 08:32 PM

Well, to tell you the truth, I was just going on something that my IMO rep told me. I don't have a Genworth Agent Manual (have been appointed for 3 months now), the IMO people keep telling me to go to the Agent Website, which keeps telling me that my logon is invalid, and when I call the IMO they say to call Genworth, and I have waited forever to try to talk to a person at Genworth, and it has not worked out yet. So, I was just going on second hand info, and I'll try to get an Agent Manual this week to find out what I can and can't do, but I'll take your word on the in person thing. 2 quick questions: 1. How do you get the signatures if you sell by the phone? 2. Who is Ned Marlin?

Thanks, Dave.

somarco · 11-12-2007, 08:50 PM

Ned is Blue Marlin . . .

James · 11-13-2007, 01:24 PM

Originally Posted by gradyinsurance

Well, to tell you the truth, I was just going on something that my IMO rep told me. I don't have a Genworth Agent Manual (have been appointed for 3 months now), the IMO people keep telling me to go to the Agent Website, which keeps telling me that my logon is invalid, and when I call the IMO they say to call Genworth, and I have waited forever to try to talk to a person at Genworth, and it has not worked out yet. So, I was just going on second hand info, and I'll try to get an Agent Manual this week to find out what I can and can't do, but I'll take your word on the in person thing. 2 quick questions: 1. How do you get the signatures if you sell by the phone? 2. Who is Ned Marlin?

Thanks, Dave.

I really think anyone new to the business should stay with face to face if they actually want to make a living, at least a decent one at least in the life side of the business. It would seem to me, what you need to do is create more appointments.

But, it you are doing 8-12 appointments per week, with at least a 1 out of 5 closing ratio, you sound like you are doing okay, at least compared to me (2-4 appointments per week, 1 out of 8 closing ratio, but I'm working on it).

Your closing ratio sounds okay, but you need more appointments. Do not know what prospecting you are doing, but now the telephone would be a great tool!

Alston · 11-14-2007, 01:47 AM

Originally Posted by somarco

I don't know any (reputable) health carriers that require face to face. Life carriers are slow to get on the e-app wagon but every life app I wrote in the last 3 yrs was phone, email, fax & USPS. I never met a one of them.

Which carriers are you using?

One of the carriers I work with asks on the application whether or not the agent saw the applicant at the time of the sale. This implies that face-to-face is necessary. However all of my apps say "agent assisted client complete application over the phone". I've written a couple hundred apps with this carrier. No one from the company has ever questioned this.

somarco · 11-14-2007, 08:07 AM

One of the carriers I work with asks on the application whether or not the agent saw the applicant at the time of the sale. This implies that face-to-face is necessary. However all of my apps say "agent assisted client complete application over the phone". I've written a couple hundred apps with this carrier. No one from the company has ever questioned this.

Even the carriers that use a paper app only have never refused my business because I did not see the applicant.

Starting out face to face is easier, if you want a better closing ratio. But I doubt the phone mills hire only experienced agents. Hire someone, give them a script and steady flow of prospects. Even a blind squirrel finds an acorn.

Phone work requires an adequate budget to generate leads and float your monthly nut. Otherwise, find ways to generate leads and closing interviews F2F.