Telephones and Appointment Setting
Typically I don't recommend new agents start out selling FE via
telephone appointments because it is easier for a prospect to 'brush you off'
over the phone than it is to do so face-to-face. As a new agent you are trying
to maximize your leads and you can most effectively do that by 'dropping by' the
homes of your prospects. The reason I include the phone scripts is because you
will find yourself in situations that simple require you to use a phone. These
situation include but are not limited to:
• A prospect lives a large distance from your working area and it ISN'T
cost effective to attempt a drive-by. If the drive is more than 10-15 minutes
one-way you should consider using the phone to set an
appointment.
•
You can't catch the prospect at the place of residence. If you stop by
the prospect's home in the morning, afternoon, and after 5:30pm on at least 2
DIFFERENT DAY then you should consider using the phone to catch up with them.
•
The prospect has a gate or lives in a gated community that presents you
from being able to knock on the door.
5 Tips for Maximum Telephone
Efficiency
•
Speak SLOWLY. If you try and rattle off your phone script to quickly you
will find yourself in trouble. Many of our prospects have hearing problems,
don't remember sending in the card, or are caught off guard by your call. Give
them time to process the information you are
communicating.
•
Don't present on the phone. You can't sell the product on the phone so
don't present it on the phone.
•
Keep the information very general. You don't want to give them to much
information on the phone otherwise they won't feel a need for an appointment.
Keep it vague and remember your purpose for the call is set up an appointment
ONLY.
•
Always give your prospect multiple options when it come to setting the
appointment. For example, ask, "Is 10 o'clock or 2 o'clock better for you." "Is
Tuesday or Wednesday better for you." DO NOT ask, "Can I come by tomorrow at
3pm.?"
•
Make calls between 7:30pm and 8:30pm. Typically all the telemarketer are
finished annoying our prospects by that hour and you can almost always catch
them home.
FinalExpenseSuperstar.com copyrite 2011
telephone appointments because it is easier for a prospect to 'brush you off'
over the phone than it is to do so face-to-face. As a new agent you are trying
to maximize your leads and you can most effectively do that by 'dropping by' the
homes of your prospects. The reason I include the phone scripts is because you
will find yourself in situations that simple require you to use a phone. These
situation include but are not limited to:
• A prospect lives a large distance from your working area and it ISN'T
cost effective to attempt a drive-by. If the drive is more than 10-15 minutes
one-way you should consider using the phone to set an
appointment.
•
You can't catch the prospect at the place of residence. If you stop by
the prospect's home in the morning, afternoon, and after 5:30pm on at least 2
DIFFERENT DAY then you should consider using the phone to catch up with them.
•
The prospect has a gate or lives in a gated community that presents you
from being able to knock on the door.
5 Tips for Maximum Telephone
Efficiency
•
Speak SLOWLY. If you try and rattle off your phone script to quickly you
will find yourself in trouble. Many of our prospects have hearing problems,
don't remember sending in the card, or are caught off guard by your call. Give
them time to process the information you are
communicating.
•
Don't present on the phone. You can't sell the product on the phone so
don't present it on the phone.
•
Keep the information very general. You don't want to give them to much
information on the phone otherwise they won't feel a need for an appointment.
Keep it vague and remember your purpose for the call is set up an appointment
ONLY.
•
Always give your prospect multiple options when it come to setting the
appointment. For example, ask, "Is 10 o'clock or 2 o'clock better for you." "Is
Tuesday or Wednesday better for you." DO NOT ask, "Can I come by tomorrow at
3pm.?"
•
Make calls between 7:30pm and 8:30pm. Typically all the telemarketer are
finished annoying our prospects by that hour and you can almost always catch
them home.
FinalExpenseSuperstar.com copyrite 2011