TIME TO DIAL
Dial or text each prospect 2-3 times at a time a few times a week. After you’ve dialed a few times over a few days, it’s OK to leave a voicemail or text (sample text below).
These are your objectives before you conclude your conversation with your prospect:
- Help them see their gap in their coverage. This is done by (1) Identifying what they have in place already – and (2) helping them see their need for coverage (the gap)
- Understand their ‘why‘ (who are they hoping to protect?)
- Set a follow up appointment (that they will for sure attend). This usually accomplished if you’ve built rapport – and if they feel/see the urgency of their need for coverage.
If a prospect wants proof of your licensing, you can send them to your state Insurance website (it will look something like www.insurance.YOURSTATE.gov or secure.utah.gov/agent-search/search). You can also send them to the National registry at https://nipr.com/help/look-up-your-npn
Remember that you cannot create urgency or manufacture a need. If they are not interested, simply thank them and call the next lead. You are looking for people who truly want information on coverage and who will listen to you. If that’s not them, move to the next number.
You are seeking for people that are drowning and swimming toward you and not away from you – people with an active need for coverage. As your skills develop, you’ll learn how to sell to people by helping them discover a latent need for protection, but to start, just seek those that truly want coverage. You are seeking to build a robust relationship with a life-long client that is truly seeking coverage.
TIPS
- Laughter. If you can get your prospect to chuckle 3 times, they will be emotionally connected to you.
- Using ‘verbal bridge cues’ is huge. Rather than going from question to question, use the expression, ‘ahhh…’ as you go (bridge) to the next question.
- The word ‘might‘ and ‘just‘ are powerful (“let’s see if there are some options that might work…’ or “It’s just Andy, calling you back. I’m just the caseworker…”). They disarm people.
- Be busy: “Hold on one min….Let me see if I have any openings tomorrow…OK. Bear with me… This is crazy…OK. It looks like I have 2:05pm and 6:50pm open…”
- Disconnect from the sale by saying, “The Carrier just wants me to verify a few things…”
- “Walk me through why you reached out…” is disarming.
- Rather than, “We work with 32 top carriers…” consider strengthening your position by saying, “There are 32 “A” and “A+” rated carriers and I’ll shop each of them to see if something might fit your situation well.”
LISTEN TO A SCRIPT
TIP: AFTER THE APPOINTMENT IS SET
_________________________________________________________________________________________________
After you make contact and set the appointment, you can send a text like this:
[Prospect], it’s [Agent], your Underwriter. Good to ‘meet’ you. Looking forward to a few mins with you tomorrow at 4:35pm
Here’s that Zoom: http://zoom.tinyurl.com/protectut) so I can show you my State License and credentials.
I’d like to find a few options that might work for your family’s coverage. After, I’ll be the one to help you fill out the form. It’s an easy process and I’m happy to help.
Looking forward to 4:35pm tomorrow.
URGENCY
- Attempt to book appointments no later than 24-48 hours out. Time kills deals.
- Tie down the appointment and to ensure the spouse will be present.
- Don’t insist on a Zoom meeting; the path of least resistance is the phone.
PRO TIP: Ask your upline to listen in and give you feedback on your calls. You can be on your phone and then Zoom them in. There is an army waiting to help you succeed!
TRACK YOUR STATS
- Use this form to track your dials and texts. This will help you not be discouraged when it seems like the odds are against you https://hq.quility.com/api/public/document/65002/view/agent-activity-report
- Some of the best days/times to dial are Friday afternoons and Saturday mornings (setting up appointments for the following Monday and Tuesday).
- PRO TIP: Track your objections. Look for patterns that reveal your biggest areas of weakness.
Taking Notes about your Leads
- Step 1:‐ Go to “My Leads” tab in Opt!
- Step 2: ‐ Make sure the Info Window (Bottom part of the screen) is open. You can do this by clicking “Preferences” and choosing “Show/Hide Info Window.”
- Notes are displayed in the “History” tab. To write a note, Click on the “History” tab under Info Window. Now click the “New” button on the right side and write a note and then click save. You can also edit the fields by clicking the “Edit” button. If you call a prospect and find out they have a different name (“Billy” instead of “William” or “Bob” rather than “Robert”), you can make notes in Opt! to reflect the prospect’s actual name.
Calling Older Leads
Organizing your appointment schedule
Many agents use Google docs or a spreadsheet or online calendaring apps to keep track of their prospects. I personally love Google calendar. I have a few labels that I use to organize things. I have a label for “Appointments” and use that when I set an appointment. I have another label for “Casework” and move people there after their Appointment is over. “Post Presentation” is another Google calendar label I use so I know to follow up with the prospect if I get a “Think about it” response. When I get a no-show, I move that prospect into my “Track Down” label. I also have a label for “Symmetry Training” for the Huddles and National Calls.
Some agents like paper and print out each lead. The best way to move prospects through is to create 7 folders; 6 are labeled with the days of the week and the 7th is labeled ‘Resolution’.
Here’s how a physical filing system works best. Let’s say you get a new lead on Thursday. You would call or text the prospect. If you don’t reach them, move their prospect’s paper to Friday, noting if you called or texted the day before. On Friday, call or text them. If you reach them, book the appointment (scheduling it in your calendar) and then place their paper in the folder corresponding to the day of their appointment. If you don’t reach the prospect again, note what method you used and move their paper to Saturday.
At the end of business each day, look at the next day’s folder to see which prospects await. You’ll have a few you’ll need to text, a few you’ll need to dial, and a few you’ll have appointments with.
Finding a system that works well for you is the key.
