[COLOR=blue] Ok, great. Let me do some shopping around for you, based on the information I got. I may need to call you back. I'll try you back twice. If I don't get an answer, than I'll assume you either found someone else to get you what you needed, or else you were just BS'n me.
[/COLOR][COLOR=blue][COLOR=Black]
So you're going to do work, and waste your time by running quotes without the client even on the phone?
I can't agree with that.
You can only sell when you have a client on the phone.
[/COLOR][/COLOR][COLOR=Black]And this is how you'd like to be spoken to?[/COLOR][COLOR=blue]
Than I'll assume you either found someone else to get you what you needed, or else you were just BS'n me.[/COLOR]
I think the point is there are things to say and things not to say. You can lose a deal that otherwise would have been yours.
If sales training is not required and it was simply a matter of matching the correct plan then all agents buying leads would do well - 95% would make it.
However, we all know the failure rate - and these are agents blowing through 50, 80, 100 leads, getting a hold of many people and closing - in many cases - no deals.
It is not because they don't know the plans and it's not due to a lack of effort. In a lot of cases these agents are actually working harder.
------------------------------------ Health Insurance Agents: Training, Support, Discounts, E&O for $440 www.ihiaa.com
Bob, you get all worked up for nothing on simple sales lingo. You are hard pressed to find agents who treat clients better than me but yes, I "close deals."
There's no correlation between my euphemisms and ethics.
While I have never - nor will I ever - paid for a lead, I have gotten some for free, as part of a promotion from a company.
I tend to take the "talk to them as I'd want to be talked to" approach.
[COLOR=blue]This is Bob Levine. I'm an insurance agent in Atlanta, Ga. I just received a (card/notification) with your name and number on it, for a quote for health insurance. Before I went any further, I just wanted to call and verify that it was you who sent the information.[/COLOR]
[COLOR=#0000ff]The information I got was...(repeat all the height/weight/sex/address/name info). Is that all correct?[/COLOR]
[COLOR=black]If no, then...[/COLOR]
[COLOR=#0000ff]Excuse the ring. If I were you, I'd contact your internet provider. Someone's using your identity on the internet.[/COLOR]
[COLOR=black]If yes, then...[/COLOR]
[COLOR=blue]Ok, then. Listen, if you haven't already, you're about to get a deluge of phone calls from insurance agents left and right. We're all going to sound alike, and ask you the same questions. If you're just looking to get the cheapest rate, I'm not going to waste your time or mine. That's not how I operate. I'll let another agent do that.[/COLOR]
[COLOR=#0000ff]If, however, you want someone to actually put together a plan that works best for you, then I'll stay in touch. Which way do you want to go with it?[/COLOR]
[COLOR=black]If they're just kicking tires...[/COLOR]
[COLOR=blue]Ok, then. Good luck to you. You won't hear from me again.[/COLOR]
[COLOR=black]If they want a plan design...[/COLOR]
[COLOR=blue]Ok, great. Let me do some shopping around for you, based on the information I got. I may need to call you back. I'll try you back twice. If I don't get an answer, than I'll assume you either found someone else to get you what you needed, or else you were just BS'n me.[/COLOR]
[COLOR=#0000ff]My number is 404-551-5339. Please do me the courtesy of calling me, if you've found something before I call back. Like you, I'm not going to work with someone who doesn't want to work with me.[/COLOR]
[COLOR=#0000ff]Fair enough? Ok. Expect to hear from me within 48 hours with an update.[/COLOR]
Because leads are not relationship builders, at this point, I don't want them doing all the talking. It's a waste of my time. I want to lay down the law as to how I operate. If they just want the cheapest rate, I'll pass them by and call back in 9 months.
Its people like yourself that ruin this buisness, I guarantee If had some Clown talking to me like that on the phone, I would introduce you to MR. Click. Complete Garbage Sales techniques. No wonder Bob has no competition in Georgia, If you really do this, and act like this, You really need a grip. Complete Garbage.
Last edited by dmiller90 : 06-29-2008 at 10:57 AM.
Here's the difference, Somarco, John, Moonlight and myself (and others I may have forgot to add) are what I consider:
Sales Professionals
Not salesman.
And you can tell the difference by our approach even though we agree to disagree. We still have the customer service mentality.
Salesman has become a derogatory term for those that go after the cash, have limited skills and don't care about the clients. A snake oil salesman, used car salesman a stock broker from boiler room.
My Father was a sales professional, he taught me that if you take care of the client and worry about making them happy, then the money will take care of itself and you don't ever have to worry about it.
You're name's Levine right? Coffee is for closers!!!!!
He must have been insulted and changed to 'other' selling habits.
[COLOR=blue]This is Bob Levine. I'm an insurance agent in Atlanta, Ga.[/COLOR]
Originally Posted by dmiller90
Its people like yourself that ruin this buisness, I guarantee If had some Clown talking to me like that on the phone, I would introduce you to MR. Click. Complete Garbage Sales techniques. No wonder Bob has no competition in Georgia, If you really do this, and act like this, You really need a grip. Complete Garbage.
"Put me on the board John. Put me on the Cadillac board..."
If only there was a leads company to offer their leads printed separately on little gold cards, wrapped in a gold ribbon and put out of your reach in a locked file cabinet... is there a way to do that electronically?
If only there was a leads company to offer their leads printed separately on little gold cards, wrapped in a gold ribbon and put out of your reach in a locked file cabinet... is there a way to do that electronically?
Glengarryleads.com ?
After typing the above email, I couldn't help but look. Of course somebody thought of it. This was NOT intended as an endorsement, it just turned out that way... I wonder how much extra it costs for the little printed cards and ribbon?
Its people like yourself that ruin this buisness, I guarantee If had some Clown talking to me like that on the phone, I would introduce you to MR. Click. Complete Garbage Sales techniques. No wonder Bob has no competition in Georgia, If you really do this, and act like this, You really need a grip. Complete Garbage.
I don't completely agree with this opinion. There are three things Bob does really well: he gives the prospect an easy out, lays the ground rules if they are to continue, and sounds differnet from every other caller. Believe it or not, when you give a prospect an easy way out of the sales procees, they relax and actually get drawn in. By setting ground rules, Bob is actually making the process more efficient for both him and the prospect and letting them know what to expect. The only thing I didn't like about the approach is that it seems to come across as too harsh, however, we don't have the benefit of hearing Bob's tonality on this message board and that can make all the difference.
Personally, I think Bob and the others all have some very good points. For a newbie like myself, I find reading all the various opinions quite valuable!
Re: Internet Lead Process/Script
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