There is a very important part of the total equation that I think we are all missing.
Not only is what you say important but possibly even more important is how it is said.
I can get away with "murder" on the phone because of the inflection in my voice, the tone of my voice and the "smile" that comes across when speaking to them.
It is not something that was taught to me, it is just how I have always communicated with people. Will it work for others? Probably not. Would I recommend that others try it? Nope.
Example, if I tell them I am calling because they filled out a "business reply card", direct mail piece, and they say "No, I didn't fill out anything" I sometimes respond with the following.
I chuckle over the phone and say "As friend of mine always says, don't ask me questions like that, I've slept since then." They more often than not they chuckle at my response. After that it is extremely easy to engage them in conversation.
Again, because of the way I start the call, the tone in my voice and my general approach, that works pretty well for me when I use it. Knowing when and when not to use it can only be determined by the "read" I get from them in the first few seconds of the call.
This is also something that cannot be taught. It comes with years of calling lots of people.
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Medicare Supplement Sales Training and Coaching.
"The Perfect Contact Management Program (CMP) for the Insurance Professional" www.YourInsuranceOffice.com
877.633.0808
[COLOR=Sienna]This post gets more and more interesting as it goes on. Someone thinks giving a client a way out is a skill, that it draws them in. Interesting. Another thinks inflection can't be taught, yet actors learn inflection, so I guess it's possible.
I think what it might come down to is this:
People get used to what they're doing and forget that they either learned it or honed it and therefore think that either it can't be taught or maybe they just don't know how to teach it to others.
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Just curious, Frank. How many have you murdered? You must be very good at hiding the bodies.
I believe I have said before that we live way out in the country, you know, out where Jesus lost his sandals. You would probably have to hire an Indian guide to get to our place.
We have around 300 acres in three different locations. Ain't very hard to hide a bunch of them.
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!
[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. [COLOR=red]I'll try you back twice. If I don't get an answer,[/COLOR] [/COLOR][COLOR=red]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.[/COLOR][COLOR=red] Like you, I'm not going to work with someone who doesn't want to work with me.[/COLOR]
Bob I am no expert by no means, but to me that sounds very Brash and over direct-Is that really what you tell a prospect? I am jsut wondering.....Thanks
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Rick
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"Everything we do is just a drop in the bucket. However if we don't do it, it will always be missing." Mother Theresa
Bob I am no expert by no means, but to me that sounds very Brash and over direct-Is that really what you tell a prospect? I am jsut wondering.....Thanks
[COLOR=Sienna]Not only brash, but totally unproductive. Why work for anyone unless they're on the phone, if I look up quotes and call back and they're not there, I wasted my time.
Time, which is more valuable than money.[/COLOR]
Seriously if anyone wants proven health insurance sales training, please email me at robliano@optonline.net
I'm running a special for August. Limited to 8 agents and it's an offer you can't refuse.
You'll learn methods that have been endorsed and utilized successfully by the following companies:
Assurant Health
Humana One
Golden Rule
Norvax
Benepath
Leadco
HSA for America
Stephen Matthews Marketing
Sepulveda Insurance
This is just a short list as an example. The point is this. Can you surmise why they would all request and recommend my services?
The insurance companies want more business properly submitted so that it stays on the books.
The lead brokers want their clients to learn how to get the most out of their leads, in order to retain those customers.
The agencies want more sales, better retention and a highly skilled team of agents.
[COLOR=Sienna]Can you put it over the Norvax tattoo? LOL
Seriously, I didn't say I was the only trainer and I'm not undermining anyone, but you can't possibly focus on 73,000 members effectively can you? If they all had one question each today, what would you do?
I'm offering laser focused training spanning over a 30 day period that will have agents selling better, retaining more business and kicking butt!
FYI: I'm selling for over 22 years. No rookie here.
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[COLOR=Sienna]Seriously, I didn't say I was the only trainer and I'm not undermining anyone, but you can't possibly focus on 73,000 members effectively can you?[/COLOR]
I tried to get some help from this so called "association" when my closing ratio went from 98% to 97%. Nobody home. The guy (some guy named Champs?) all he wanted to do was send me a "Snoopy" tie.
What's a mother to do?
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[COLOR=blue]Don't steal - the government hates competition.[/COLOR]
[COLOR=sienna] but you can't possibly focus on 73,000 members effectively can you? [/COLOR]
[COLOR=sienna][/COLOR]
Are you kidding? Here a just a few of the things that Chumps and the Association helped me with this week.
1. He successfully solved 19 of the 24 pictogram puzzles when I polished off a case of Falstaffs on Monday.
2. Tuesday he agreed to be my campaign manager when I run for Mayor of Detroit.
3. On Wednesday verified that Kurt Bevacqua, was indeed, the 1975 Topps Bubble Gum Blowing Champion.
4. On Thursday he proved beyond the shadow of a doubt that The Fonz was wrong when the other 11 members on the jury voted guilty and The Fonz voted "not-guilty-a-mundo."
5. On Friday he actually explained coinsurance.
Oh well, at least he made my life better 4 out of 5 days.
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[COLOR=#305050]Yourgreathealthplan.com - Michigan Health Insurance [/COLOR]
Re: Internet Lead Process/Script
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