Please...some advice

aufan · 04-18-2007, 08:07 PM

Gentlemen/Ladies:

I am thinking about giving my Mom an opportunity to help me with my telemarketing. She is EXCELLENT on the phone as she has been working the switchboard at a local hospital for the last 10 yrs.

Basically I would want her to call a list of people by working a script just to get the appointment. She will not be licensed so all she will be asking the folks for is the appointment.

Ok...here's where I need the constructive criticism. Wise move? Any problems with this idea?

The New Guy · 04-18-2007, 08:20 PM

Sounds like a wonderful idea. I also have 3 employees plus my mother that have worked for me for many years. We have since sold our business. Once I get up and running they plan on getting together once or twice a week to cold call for me. They won't take any pay, they just want to help me out for all the years I helped them. They are all over 65 years old, but act like a bunch of teenagers when they get together, plus they have the gift for gab.

*STIBROKER@AUSTIN.RR.COM* · 04-18-2007, 08:28 PM

JUST as long as she does not start explaining benefits you are fine..get the info you need(MAKE A LIST)...he will be there at 3pm to explain the details.....and if this is all That is said your good....and teach her not to bad mouth co's and it will work great.....

LaffAgent · 04-18-2007, 08:38 PM

Ask her not to mention that she's your mother, some people might interpret it as unprofessional.

aufan · 04-18-2007, 09:28 PM

Good deal. I've been mainly working health leads but what i'm going to have her do is work a list of business owners for my health business one day then do over 65 the other day.

Going to have her work just two days a week. That way she can set my senior market appts for mon/tues and business owners for wed/thurs.

healthagent · 04-18-2007, 09:58 PM

I think it's a great idea. While at UGA one of the top reps in my division had her mother setting appointment. One of the top reps in the country had his wife doing it.

*midwestbroker* · 04-18-2007, 10:10 PM

I have tried to get my wife to do some phone work for me, but she would rather talk about American Idol. I do not see that getting me any sales.

Frank Stastny · 04-18-2007, 10:11 PM

Originally Posted by aufan

That way she can set my senior market appts for mon/tues and business owners for wed/thurs.

When will she be calling seniors to set appointments for Mon. and Tues.?

The biggest problem I have had in setting senior appointments is setting them too far in advance. By too far in advance, I am talking about beyond the next day that I call them. Literally.

If I make the appointment more than one day in advance of the day I call them I will almost always get a few "no-shows". For each day in advance of that my percentage of catching them at home at the appointed time is reduced dramatically.

I always set a specific time that I will be there. I ask them to write it down and give me a 15 minute window to allow for traffic.

The seniors you will be calling may be different than the ones I call.

*midwestbroker* · 04-19-2007, 07:35 AM

Frank makes a great point. I always try to go no more then 2 days out. So, if your appointment setter is calling on a Friday to set Tuesday appointments, you may want to follow up.

Then again, if you call they can cancel over the phone. If you are there, then you are prob going to sit with them.

aufan · 04-19-2007, 07:44 AM

All great points...and well taken. Thanks to all.

One more question: What is fair compensation for her effort? Pay per appt? Per hour? Should I pay her extra if a sale is made?

healthagent · 04-19-2007, 07:49 AM

I think you can translate that advice to all areas of insurance. I always get my radar up when someone agrees to meet with me but "can't" for 5 days. That's normally a bad sign.

When I set appointments they're for the next day or following. Three days out is my max. Any more than three days out and I'll say "I'll just give you a call back in two days and we'll schedule a time to meet then."

Most of your stand-ups and "you have a card?" people are the same ones who want to schedule "next Thursday."

CHUMPS FROM OXFORD · 04-19-2007, 08:06 AM

Originally Posted by midwestbroker

I have tried to get my wife to do some phone work for me, but she would rather talk about American Idol. I do not see that getting me any sales.

My wife and daughter are glued to the TV when "Idol" is on. I guess the guy with the hair got eliminated last night.

Frank Stastny · 04-19-2007, 11:13 PM

Originally Posted by aufan

All great points...and well taken. Thanks to all.

One more question: What is fair compensation for her effort? Pay per appt? Per hour? Should I pay her extra if a sale is made?

Well let's think about that. She is your mother. She stayed up all night with you when you were a baby, kissed your boo-boo's when you got hurt, that's worth a lot. She made you clean your room, that is definitely a minus. However, she did teach you to talk so some day you could be an insurance agent. Big plus.

All kidding a side, I would think something around $8.00 per hour and a very nice bonus for every appointment you turn into a sale.

Your average commission when you sell a med supp will probably be around $22.00 per month. With her setting your appointments you should be able to sell 5-7 per week pretty easily. I would think that around 50 to 75% of your first months commission would be fair. After all, she is doing all the "hard work". Selling is the easy part.

However, if you really appreciate everything she did for you were growing up give her 100% of your first months commission. It's only money, and without even knowing you I'll bet she has already earned it. I know my mother has.

If you take care of your employees, your employees will take care of you.