Arriving at the prospect’s house
When I get to the house, I like to park in the driveway because that is where the family parks and is more likely to greet me. I look for the door they use the most and I go and knock on their door (usually the back or side door). As I wait for them to get to the door, I look at my clipboard and pretend to read. I try not to make eye contact until the door is opened.
When they open the door, I greet them like they’ve been waiting for me all day. “Ms. Jones? My name is Joseph and the reason I’m stopping by today is because you recently sent this card and it’s my job to bring you the information you requested. I’d really like to go over this with you, may I come in?”
If they say yes, GREAT !!! I’m in! If they say it’s not a good time, I’ll make an appointment with them for the next day. Now you go to the next one. Some people will let you in and some people will make appointments with you, others will not be at home. (Always make sure to come back or call if they are not there.) Of course, some will slam the door in your face … ha (thankfully, not usually).
By the end of the day, you should have done 3-4 presentations and scheduled 4-5 appointments. The point is that you are working and earning money. Honestly, I’ve made $ 8,000 in commission in one day! It is not a joke.
Making appointments
Rather than driving all day, some people prefer to make appointments or hire someone to make appointments for them. Personally, I hired someone to do this for me. I schedule my appointments an hour and a half apart. It usually starts at 10:30 a.m. M. And it ends at 7:30 p.m. M. I try to get 7 appointments a day, 4 days a week. I always make my appointments the day before because they forget if I miss more than one day.
Script for setting appointments yourself
Here is a quote script you can use:
Good afternoon ____________, this is ____________
I have in my hand a pink card that you filled out and mailed requesting information about the Social Security Death Benefit Program.
Now, my job is to get this information out.
The address I have here is ___________________.
Is that correct?
OK great!
On the ________ card, you wrote down that you were 65 and your wife was 63 … is that correct?
Unbelievable, unbelievable …
Let me ask you a question: are (you) working, retired or receiving a disability?
Oh yeah, that’s okay, that’s good … What time … does he get off work …
chat …
Anyway, like I said, my job is to give you this information and I can give it to you tomorrow at ______ or ______ …
Which one is the best for you?
Excellent …
Do you have a pencil and paper handy or do you have your calendar in front of you?
I just want you to write my name … It’s Joseph. Last name Haworth, HA ….
Now put there ______ am / pm on the ___________ day … that’s tomorrow.
Well, I really appreciate your time, I look forward to meeting you and __________, at ______________ am / pm _____ day ________.
Have a nice day.
When you arrive for your appointment, smile BIG and assume you are coming in. Say you are there for the appointment and ask to come by. It’s easy to get in … most remember you’re coming.
Presentation
To make you feel comfortable, I want you to know that I am not a salesperson at all. I am the most passive and non-aggressive person you can imagine. It doesn’t really have any gimmicks. So relax your shoulders and have fun.
Once you’re at the door, you compliment his house, his garden, his dog, the smell of the house … you know … whatever! Just give a compliment. My favorite is to mention how clean the house is. If it’s really clean, it means they work really hard and appreciate someone noticing. As I walk through the house, I look at the photos and ask who is in the photos before I sit down or ask later. Regardless, seniors love to share their photos, so be sure to ask about them.
I am always very casual and do my best to avoid the sales presentation for about half an hour. I like that they talk to me and tell me about themselves, their family and their problems, etc. Honestly, I got caught up in it. I am there, feeling their joy and their pain and I am concerned and interested. I don’t care about insurance at the time. Over time, you move on to the presentation and at that point they are friends and this helps them to listen and to know how to communicate with them. These are the steps:
1. Tell them why they received the card and what it is about.
2. You mention the cost of a burial and the fact that his family will have to pay $ 10,000.
3. Find out why they sent the card.
4. Ask who their beneficiary is and if they ever paid for a funeral (both questions are exciting because they don’t want their children to pay for the funeral and by asking if they ever paid for one, this helps them remember the pain of paying for all that money for a funeral).
5. Ask them what medicines they take and what they are for. Then he asks them how their general health is. “Have you had heart, kidney, liver or lung problems? If so, when?” You need to know when because most applications only care about the last 2 years.
6. Now you know what they are going to be approved for and can show them some prices. I usually write 3-4 prices on the back of your lead card. I try to match what I think they can afford. Once I write them down, I go over the prices and then hand them the sheet. I say, “Now, Ms. Jones, I want you to review these three prices and tell me which one is the best for you.
7. Before I give you the prices, I talk about an immediate profit and a graduated profit. The immediate benefit means that your family will receive the full face amount if you die, even after just one payment. However, the graduated policy makes them wait two years before having full coverage. To find out which one they qualify for, I have to ask the questions on the application. (However, if you asked enough questions before, you already know …)
8. Before asking the immediate profit questions, I ask you to first choose a price. (This is called asking for the sale. You have to ask for the sale or you won’t sell! Plain and simple). Knowing the price they will pay helps with the next step. When you know they qualify for immediate benefits, after asking the appropriate questions (the answers to which you already know), you stand up and congratulate them.
9. At that point, all you have to do is request your personal information. “Mrs. Jones, can I see your SSN and driver’s license?” … the point is that you start writing the application.
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