This week I would like to share some tips on effective ways to get in the door.
For me, going out into the field and running appointments is the fun part of this business. What we do when we are not in the field is what really makes us the money. Whether you are printing off leads and organizing them for door knocking or calling and setting appointments, the time spent at home and in the office is what really pays dividends down the road.
We spend a lot of time talking about what to say when we are in the house, but if we can’t get in the house, we will not have the opportunity to show off our mad closing skills!!
There are a few schools of thoughts when it comes to appointment setting vs door knocking to get in the home. There are agents out there that prefer to door knock every lead. They will enter their leads in a route planner and then go from one door to the next until they get in. If they go through all their leads, they start at the beginning. Many will DK every lead 2-3 times in a day. They will only call and schedule an appointment if they cannot reach them through door knocking.
Some (like me) choose to set appointments by phone and door knock the ones we cannot reach by phone and, if time permitting, DK those that that blew us off on the phone.
What you will need to do will depend a lot on the area you work and your own personal preference, in that order. In some areas around the country, people don’t answer their phones. In some areas, they don’t answer their doors. After 8 weeks or so in the field, you will start to realize what type of area you are in. Most places have good success door knocking and appointment setting and in that case it just comes down to personal preference, but if you find you live an area that is hard to set appointments by phone, be prepared to do more door knocking or vice versa.
I am convinced that a balance of both will be required to be successful in FE. Your goal should be to give 12 FULL presentations EACH WEEK. If you do, you WILL sell $3000 in AP or more.
Do whatever you have to do to be successful. The only way to “game the system” is to just purchase more leads than normal so that you can get in front of more people. Many agents will purchase 20-25 DM leads a week and add an additional 15-20 TM leads a week. If you are not staying busy 40 hours a week+, then you need to first start door knocking more and then upping your lead count for each week. Again, you are in control, do whatever you have to do to be successful.
Now let’s go over some specific tips on appointment setting.
First, make sure you are keeping good notes on your leads ie. date and time you called, what they said if they answered. You should try people at different times. Morning, afternoon and evening are obvious choices. Note: If they blow you off the first time you call, for whatever reason, the chances of you setting them at a future date is close to nil. I would end the call with a statement to this effect, “Alright, Mrs. Jones, you mailed the card into us and I am required to get that information to you, so if I’m free the next time I’m out that way I will just swing by and drop the information off, have a good day, bye!” This will keep an open door (no pun intended) when you go to door knock the lead.
Try to the end the call quickly so that they cannot object. If you use the phrase, “drop off the information,” they will be less likely to object. They may just believe you are going to put it in the mailbox. Second Note: Do not be quick to get to this point during the conversation. Only when you and the prospect have gone back and forth 3-4 times and it is obvious you are both getting frustrated would I ever move to this point. They will give you an objection, you overcome and try to set the appointment. Then they will give you another objection, you overcome and try and set the appointment again. Keep this up for a while before ever ending the call.
Secondly, when you are on the phone, your only goal is to SET THE APPOINTMENT. You don’t need to know their age, smoking status, their health history…NOTHING. THE MORE YOU TELL, THE LESS YOU SELL. If they start volunteering the information, just sound uninterested and say something to this effect, “Ok, that’s great Mrs. Jones, my job is just to get you the information, I’ve got a spot open tomorrow at 11am and 2pm, which works best for you?”
If you are on the phone with a prospect for more than a minute on average, you are spending more time than is necessary. We have the ability to cover any health ailment, even if it means using a Guarantee Issue Carrier (GI), so it does not matter what their health is like. Just SET THE APPOINTMENT. Whatever they say, respond to the objections and come back and SET THE APPOINTMENT. ***Make sure you transition seamlessly from overcoming the objection to going back to setting the appointment.
Example: “I already have insurance.” “That’s great Mrs. Jones. But look my job is just get you the information you’re eligible to receive, what you do with that is up to you. Now I’m going to be out your way tomorrow, I’ve got a spot around 10am or 2pm, what time will you be around so I can drop this info off?”
Seamless! Go straight from overcoming the objection to setting the appointment.
Finally, your tone is very important over the phone. At the beginning, you should sound like you’re calling an old friend. Once it’s established that you are speaking to the correct individual, your tone should change to that of a person doing what their job requires of them, begrudgingly so. You don’t want to sound or come across as a salesperson on the phone. That will scare them off. Sound like you are minimum wage employee doing what you have to do. Don’t overdo it and sound like Eeyore (google it if you don’t get the reference haha).
If they do not list a phone number, you can always try and look them up on whitepages.com or 411.com. You know their name and address so you can get a lot of their information that way. If you cannot reach them by phone or they blow you off, you will need to door knock them.
Door knocking is easy, but you will have to take into account your own body language as opposed to just tone and inflection when on the phone.
If you are knocking somewhere that is safe to leave your car running, I would leave the car running and even leave the car door open when you go to the door. Only bring a copy of the lead card to the door. Now if you are working the ghetto, this will not work! Lock you car door and bring your bag with you. Sometimes I will set my bag down, out of sight, and just hold the lead card when I knock.
First impressions are very important, so we MUST smile and look cheerful when they open the door, but not for the first split second. Once I knock on the door, I will look down at the lead, kind of studying it. When they open the door, I will say, “Oh hi, my name is Josh, I’m looking for (start to look a little confused and look at the lead card) Mrs. Jones?” They will usually identify themselves as Mrs. Jones. “Oh great. Mrs. Jones I’m from the Hoosier Senior Services (pause) and we had received this card (turn the card toward the prospect so they can see and recognize it) that you had filled out and mailed back to us. (Awkward smile) I’m the guy they sent out to go over that with you. Do you have a couple minutes?”
Now, if they are interested, they will let you in. I can give you a dozen different ways to overcome any objections, but the only real one is that they are walking out the door in just a few minutes. If they say something to that effect, that they are getting ready to leave, I would say, “Oh no, yeah I couldn’t meet with you right now. I was just down the road, so I was just swinging by to schedule something for later (pause) what time will you be back?” If they set the appointment, great! If not, use the “look I’m required to get you the information, I will even give you the quick and easy spiel (smile) but I really only need a few minutes of your time. I will be out in the area today and tomorrow, what time will work best for you?”
Now you’re going to give them the same presentation no matter what, but if they balk to that, politely ask them to stop mailing these cards to you and get to the next door.
Josh Jones is an expert in the Final Expense market. He and his business partner, Brandon Smotherman, who is a $400,000/year Final Expense Producer, have taken their years of successful experience in the Final Expense and Medicare markets and are now teaching agents how to replicate their proven system. So whether you are thinking about entering the Final Expense market or you are a veteran agent that desires a greater income or you just want to add some Final Expense products to cross sell, Josh and Brandon have the knowledge and resources to help you grow your business.
Visit https://learningfe.com/what-we-offer/ for more details.