Oh hell no......you have to go to thier house and scare them into a MP policy .....you see these people just put down lots of money to buy a house and now have the monthly payment that they are not use to to begain with and really do not want to buy life insurance to begain with....so after the scare wares off
In 6mo to a year they drop it......
I've been getting more and more ppl ask that question and some have even told me that they do not want to even look into doing biz unless I tell them what the cost is going to be. What would be a great rebuttle to overcome this objection?
I've been getting more and more ppl ask that question and some have even told me that they do not want to even look into doing biz unless I tell them what the cost is going to be. What would be a great rebuttle to overcome this objection?
"Dear Mrs Beetch, before I can tell you what the cost is I must first Qualify your sorry arsse. Would 3 PM today be okay with you Mrs Beetch?"
For those in MP,do you give them a price quote over the phone when you are trying to set up the appt?
Does this help in getting the appt when you do?
Look at it this way...The majority of tire kickers out there who want to know the price first are going to be your biggest headache. These people obviously only care about one thing...PRICE!! So let's say you do get in their house and sell the benefits of a solid plan, priced a little bit higher than most other products. Then the next week another agents calls up the client, I got this product at this price, I can save you more money with this policy. The customer buys that product and you get the chargeback!
Bottom line is that people who buy on price are usually a waste of time!
Once you quote a price there is no reason to go see them. They will simply say thanks, let me get back to you if your's is the lowest price.
If you are going to sell life, do it over the phone. A friend of mine does mailers with sample rates & amounts on a grid by age. The people know how much coverage costs (assuming they qualify of course) and have already decided how much they want (or can afford). When they are ready to buy you take the app over the phone (like with WCL) or use the online app (for non-med like Assurity, GTL and others) then move on to the next sucker.
I don't write that much life but I have not met any of my life clients in the past 3 years.
I am coming across this more often and I try to withhold giving them a number for the fact that if I do, then I have already given them what they were looking for and now they will simply call me back.
What would a good solid rebuttle be to say to them that will help me bild value instead of cheapness.
The folks at NAA teach you how to build value. I used to have their script but have no idea where it is now.
Basically they get both husband & wife on the phone. Build up the husband as someone who obviously cares about his family, otherwise he never would have returned the card. Get's agreement from the husband, then gets commitment from the wife that she is all for this.
Tell them you have to work up the numbers now that you know they are ready to take a serious look at their future. You will bring them 3 offers and let them decide which one best fits their needs & budget. You get agreement that if you have something that fits their needs and budget you will take an application and pick up a check.
Circle back to confirm everything, then remind them you will be taking an app & pick up a check.
Do a Columbo move.
Oh, by the way . . . how many sick days do you have accrued at work? Can you go for 3 months without a paycheck or is 1 month more realisitic?
Would you like to see a plan that would make your mortgage payment for you when you cannot work due to illness or accident?
Great.
I am writing our appointment down for Tuesday at 7 PM. I have your home number & cell number. In case something comes up I will call so you don't have to tie up your evening waiting on me. I don't want to inconvenience you because of some last minute emergency and I am sure you feel the same.
You do have my cell number and will call if an emergency prevents you from keeping our appointment, right?
Let me make sure I have this right. I will be there on Tuesday at 7 to show you 3 options including ways to pay your mortgage when you are unable to work. If you see something that fits your needs & budget I will take an app and pick up a check.
Are we in agreement on this?
Great
What you are doing is selling the appointment. You cant sell the product over the phone, you have to sell the appointment.
If they wont commit on the appointment thank them for their time. Tell them you realize they are busy and can appreciate the fact they don't want to rush in to any thing. Ask them if they can review their options in a week or is 2 weeks more comfortable. Then make a commitment to call them back and once more try to set the appointment.
If you get this far, call them back in a week or 2 and cannot get the appointment you do not have a prospect. Time to move on.
tell them $20......what would be a good time to meet.....
Not all live in trailer parks sti...
WHAT.....you don't think a ...say 35 to 40 year old person can get $150,000 of term life insurance for $20........
Uhhh? Oh well, I guess I didn't get me real meaning out. I guess you could, maybe a 5 or 10 year plan. Yet I don't see how that does all that much good.
The folks at NAA teach you how to build value. I used to have their script but have no idea where it is now.
Basically they get both husband & wife on the phone. Build up the husband as someone who obviously cares about his family, otherwise he never would have returned the card. Get's agreement from the husband, then gets commitment from the wife that she is all for this.
Tell them you have to work up the numbers now that you know they are ready to take a serious look at their future. You will bring them 3 offers and let them decide which one best fits their needs & budget. You get agreement that if you have something that fits their needs and budget you will take an application and pick up a check.
Circle back to confirm everything, then remind them you will be taking an app & pick up a check.
Do a Columbo move.
Oh, by the way . . . how many sick days do you have accrued at work? Can you go for 3 months without a paycheck or is 1 month more realisitic?
Would you like to see a plan that would make your mortgage payment for you when you cannot work due to illness or accident?
Great.
I am writing our appointment down for Tuesday at 7 PM. I have your home number & cell number. In case something comes up I will call so you don't have to tie up your evening waiting on me. I don't want to inconvenience you because of some last minute emergency and I am sure you feel the same.
You do have my cell number and will call if an emergency prevents you from keeping our appointment, right?
Let me make sure I have this right. I will be there on Tuesday at 7 to show you 3 options including ways to pay your mortgage when you are unable to work. If you see something that fits your needs & budget I will take an app and pick up a check.
Are we in agreement on this?
Great
What you are doing is selling the appointment. You cant sell the product over the phone, you have to sell the appointment.
If they wont commit on the appointment thank them for their time. Tell them you realize they are busy and can appreciate the fact they don't want to rush in to any thing. Ask them if they can review their options in a week or is 2 weeks more comfortable. Then make a commitment to call them back and once more try to set the appointment.
If you get this far, call them back in a week or 2 and cannot get the appointment you do not have a prospect. Time to move on.
Thanks for all this info. I am doing some of that and see where I could do things different.
If you go down this street of selling life insurance, don't take advancements! Go monthly, at least you keep what you make! Or that you won't become seriously indebted to a Insurance Carrier.
If you go down this street of selling life insurance, don't take advancements! Go monthly, at least you keep what you make! Or that you won't become seriously indebted to a Insurance Carrier.
I see what you mean. I have had my fair share of chargebacks that have put me a rough spot. Sometimes I wonder if I got into this too fast, without thinking it through all the way and making sure I had a backup plan. :(
"What will this cost me?"
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