Ouch - tough racket. I have tried this a few times over the past 8 years and numerous methods. Cold calling on a neighborhood is easier when you can say "I work with Ellen, your neighbor around the corner, and she said you might find some of this information helpful. Do you have a moment?"
The best result I ever obtained strictly ice cold knocking was when I just introduced myself and moved on to the next house. This was my method:
"Hi, my name is blank from blank. I just moved into the area and am trying to meet some of the neighbors. I specialize in insurance and estate planning. You may not want to talk about insurance today (pause), but if you have any questions about what you have NOW or what you would LIKE to have later, please give me a call."
Hand them your card, thank them for their time, and move on. I spent a week doing this covering a few miles and went threw a pair of my favorite wingtips, but the end result was that I received 2 calls (whoop...E) that turned into 2 appointments that turned into 12 referrals so that I don't need to do that march again!
Interesting ... Mark Rosenthal says that door hangers work real well ... anyone tried that ... you don't knock, just leave the hanger ... I was going to order some today so when I don't have an appointment, I can spend my time canvassing a neighborhood with door hangers rather than picking my nose in the car ... I like the approach of saying, "I was just helping your neighbor ..."
I guess I could just go the neighborhoods that my leads are in and just say I was helping the name of the person on my lead ... even if I'm not?? what do you think?
Give me your best Knock, Knock (cold knocking/door 2 door) approach for life insurance.
Knock, Knock.
Just for 5 mins of your time, I will give you a hot pad or cig cigarette lighter. Which one do you want?
OLD SCHOOL BABY!!!!
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Mark Rosenthal aka markingriffin
IMO/Ins Agent/Agent Trainer/Free Advice markcrosenthal@aol.comwww.realfastservice.com
Please visit mywebsite to learn more about me.
Email me for my Free Prospecting MP3 Tapes.
Any Edward Jones people up in here? Do a google search on agents who have started at Edward Jones. They are instructed to door knock for the 1st few months to local businesses and homeowners wherever they open up an office. These guys have it down.
Interesting ... Mark Rosenthal says that door hangers work real well ... anyone tried that ... you don't knock, just leave the hanger ... I was going to order some today so when I don't have an appointment, I can spend my time canvassing a neighborhood with door hangers rather than picking my nose in the car ... I like the approach of saying, "I was just helping your neighbor ..."
I guess I could just go the neighborhoods that my leads are in and just say I was helping the name of the person on my lead ... even if I'm not?? what do you think?
Perfect idea - that worked pretty well for me when I started in the biz. I miss leads!
Interesting ... Mark Rosenthal says that door hangers work real well ... anyone tried that ... you don't knock, just leave the hanger ... I was going to order some today so when I don't have an appointment, I can spend my time canvassing a neighborhood with door hangers rather than picking my nose in the car ... I like the approach of saying, "I was just helping your neighbor ..."
I guess I could just go the neighborhoods that my leads are in and just say I was helping the name of the person on my lead ... even if I'm not?? what do you think?
www.doorhangers.com you can get 10,000 door hangers for 299.00 with free shipping. Very easy to make your own door hangers on their templates.
If you have nothing else to do, get out there and put door hangers on doors. It's a numbers game. Trying something is better then doing nothing.
That is true Mark ... Might as well have them on hand and hang em up ... might get a couple extra sales a month from it ... sure would be nice ... plus I get some exercise ...
Mark, what is your general response rate with Door hangers?
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Originally Posted by Markingriffin
Knock, Knock.
Just for 5 mins of your time, I will give you a hot pad or cig cigarette lighter. Which one do you want?
OLD SCHOOL BABY!!!!
That is funny ... you didn't really use this line did you???
Last edited by jody108 : 01-10-2009 at 11:11 AM.
Reason: Posts merged
It is never the same. Depends on the area and what is on the door hanger.
I just hope to get one sale from a days worth of putting them on the doors. I have not done door hangers lately. But if I needed to get more clients and had some free time, I would do the door hangers again.
I've had some good results with them and then I've had some poor results with them. You never know what you are going to get, but most agents spend 400 dollars on a 1000 mailing and you can do 10,000 homes for 299 dollars.
He calls himself the "Lead Guru." He travels all around and preaches that you should worry only about getting that appointment ... try not to come in right away ...
He said if you ask to come in and they say no, just say "Good, I work by appointment only ... would thursday or Friday be better for you ... morning, afternoon or evening ...
What do you think? Do you think it works to make appointments at the door? Or should you just try to get in and move on if you can't?
When I did it it was a one call one close show. We used the assumption from start to finish. If people were home I could get in 5 to 10 presentations/day with a 50% closing ratio. Keep in mind though it was a low cost supplemental policy so money was hardly ever an objection.
When I moved on to using the telephone and selling Med Sup's I still didn't make appointments. If I got them on the phone my goal was to get them to see me immediately, then go out and sell them. Nothing like striking while the iron is hot. If they weren't interested on the phone I'd go on to the next call. Kind of like a modified JaquesWerth approach before Jacques came along. The difference was I'd try to at least get them to agree to see me. If I could do that I had a 75% closing ratio.
Give me your best Knock, Knock (cold knocking/door 2 door) approach for life insurance.
The one day I spent selling alarm systems door-to-door, my approach generally included the phrase "please don't shoot." I wasn't being facetious -- that neighborhood was terrifying.
Moral of that story: choose the area you prospect with care.
I just basically ask who they have their life ins with. Most of the time, they don't have it, or if they do, I usually know the company and agent. Because I've been knocking the same areas of town since 1991. Sometimes the neighborhood changes, by becoming worth a lot of $$, and everyone moves out. Sometimes -the people change.
If they have Primerica or something, I will not know the agent, but if they have one of the two debit companies, I know the agent and the company, usually. If they don't have ins, I tell them I'm returning with quotes. I get names, ages, and return. Or I go for it right then and there, depends on how busy they are.
can you expand on that???? It seems many agents do something in line with this tactic ... how is it in violation?
To represent yourself in any manner manner other than an insurance agents is a violation of insurance code. Now providing that you are properly licensed you may tell the client that you are a Financial Planner, stock broker, or estate planner representing ABC company. But to go to the same client and tell them that you are with that company and that you represent the "security division" of that company is a LIE, unless you actually do! In my opinion you are playing on the fact that most people are scared to death of identity fraud. Saying that you are with ABC's medical security division is in direct conflict of "misrepresenting" yourself.
Now every state has a little different writing of this code; I would check with your state and ask them the same question. I hope this helps.
I think the previous poster used to sell security alarms, I think he was giving his security alarm schpeel...I think he meant to say, "final expense division.." or whatever- for the sake of this thread. Sorry to butt in...
Knock, Knock!!
... I like the approach of saying, "I was just helping your neighbor ..." 
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