I sell final expense with a company that does not set appointments. It’s a phone presentation that lasts well over an hour and we are even required to call their bank (3-way conference call) in order to reduce chargebacks. Our script is amazing, truly. I read it nearly verbatim. My biggest complaint is that we focus specifically on low income people. Most of my sales losses are because I’m lucky if these people have $65 in the bank at any given time. Another thing that’s rough is when people are actually busy and want me to call them back. I’m supposed to pursue it anyway. No appointments. In general, I like the company’s style, the script, and the fact that I don’t buy leads. They are transferred to me by prequalifiers, which I like. Still, even though they are transfers, most do feel like cold calls. I’m just struggling since I’m pretty new and I feel genuinely bad for pushing another bill onto very poor people.
LOVE your videos, David!! This one hit soooo close to home being a new agent. I own two of your books and love your content and expertise. Thank you, thank you for all you do!!
Howdy David, We've spoken via comments before. I know you've got a minimum of $400 lead spend (no problem). I'm curious how many leads $400 is buying an agent working at your agency. AKA How much do leads cost? Thanks! :)
It depends on the lead source. That amount weekly is more in line with part-time work, although we can sort of make it work for full time. I'd rather see a full timer invest in the $600/weekly range in leads.
You move on Jordon. I would find these responses to objections insulting and sophomoric, You can still get in their home without degrading them or yourself. Keep it short but dignified. They need and want what you offer . You are the expert who will help them and they are very fortunate for your help.
Hi Arnold, thanks for the comment. What about this rebuttal do you feel is insulting and sophomoric to you? Second, what rebuttal strategy would you recommend instead setting an appointment over the phone or in person? I'm genuinely interested in your response. Thanks =).
Jordan - you use the same version of the rebuttal. In all likelihood, you'll get a solid 2, maybe 3 attempts to rebuttal before they hang up or close the door, so it won't go on indefinitely.
@@TheDIGAgency Because for instance when the customer says “I don’t need life insurance,” it sounds to dismissive to respond with “that’s okay, All I NEED IS 5 MINUTES to show you how the program works.” He just told you he didn’t NEED life insurance and if I were the customer, as soon as you dismissed my clear and upfront answer and went into what you NEEDED, I would interrupt you and say I got to go. Also, to say “what you do with information is entirely up to you,” is pushy as well, as a customer, that is the one power they possess in this conversation, the power to do what they want with the information and your position of giving them permission to exercise it and then move into “can I come by at 3 o’clock ... Screams SCRIPT SCRIPT SCRIPT! I think any discerning customer would be well aware of the lack of natural progression during the course of this call. You are claiming that the objection is answered when in fact the manipulation is blaring. I do agree that the objection may be based on some emotional state and may not be factual, however, the script seems to negate the actual words said, and screams salesman.
Thanks for your response, G-male. A couple of thoughts: 1) Prospects don't always tell the gospel truth. They are reacting with limited information in a dynamic environment, and most of what they say isn't representative of the full truth. In other words, we think it's safer to ask for forgiveness than beg for permission because of the likely psychology at play. The perfect example is the popsicle analogy I used in this video with one of my daughters. All parents recognize this interaction as true and is representative of what's going on between you and the prospect. Simply put, initial statements aren't always true and this script deals with it at the expense of sometimes to some people sounding pushy. 2) You are not your prospect. You are assuming the way you think is how all people think. This is a common mistake people new to sales make. What you consider is a clear retort to your objection is not necessarily what others actually think. Same thing with the "screams script" perspective. That's what you think. Most of our prospects just simply don't even register that. 3) Remember the intent of the script. This is important. The purpose of the script is to convert the easy yeses as well as the "maybes" who may or may not book an appointment with me because of underlying, unspoken resistance. My purpose is NOT to convert prospects like yourself into an appointment. If you are true in saying you're not interested, a rebuttal a few times, and you slam the phone down, then good for you and me. I as a salesperson do not have to waste my time on a low odds opportunity. However, using the script, I'll capture the easy appointments and the ones on the fence that may not have said yes had I not shown more assertiveness. In other words, the best advice is this: stop caring about what proposed prospects like G-Male think about how canned or pushy our script is. Really, why should you care? He'll never book an appointment with you anyway, and since he means what he says, there's nothing you could have done anyway. The only thing that matters is getting in front of the people with a propensity to learn more about what you're offering, and what this script provides is the ability to get in front of the best odds prospects, while eliminating the low odds prospects (which frankly would have never set appointments with anyone anyway =). Thanks for your response, G-male. No offense on the above comment referencing your thoughts. I get your perspective completely.
Absolutely! Thanks for the opportunity to clarify. Most people think like this at first blush and it's great you gave me the opportunity to better explain. Thanks again =).
I sell final expense with a company that does not set appointments. It’s a phone presentation that lasts well over an hour and we are even required to call their bank (3-way conference call) in order to reduce chargebacks.
Our script is amazing, truly. I read it nearly verbatim. My biggest complaint is that we focus specifically on low income people. Most of my sales losses are because I’m lucky if these people have $65 in the bank at any given time.
Another thing that’s rough is when people are actually busy and want me to call them back. I’m supposed to pursue it anyway. No appointments. In general, I like the company’s style, the script, and the fact that I don’t buy leads. They are transferred to me by prequalifiers, which I like. Still, even though they are transfers, most do feel like cold calls. I’m just struggling since I’m pretty new and I feel genuinely bad for pushing another bill onto very poor people.
You're not pushing another bill. You're saving their family :)
A "MUST" WATCH VIDEO!!! You will be glad you did.
Thanks!
Nice way to approach prospects
Glad you think so!
LOVE your videos, David!! This one hit soooo close to home being a new agent. I own two of your books and love your content and expertise. Thank you, thank you for all you do!!
Awesome! Thank you!
Very insightful, thanks David!
My pleasure!
Thanks again Dave 👍
Very welcome!
Thanks!
No problem!
Howdy David,
We've spoken via comments before. I know you've got a minimum of $400 lead spend (no problem). I'm curious how many leads $400 is buying an agent working at your agency. AKA How much do leads cost? Thanks! :)
It depends on the lead source. That amount weekly is more in line with part-time work, although we can sort of make it work for full time. I'd rather see a full timer invest in the $600/weekly range in leads.
What do you say if they keep objecting?
You move on Jordon. I would find these responses to objections insulting and sophomoric, You can still get in their home without degrading them or yourself. Keep it short but dignified. They need and want what you offer . You are the expert who will help them and they are very fortunate for your help.
Hi Arnold, thanks for the comment. What about this rebuttal do you feel is insulting and sophomoric to you? Second, what rebuttal strategy would you recommend instead setting an appointment over the phone or in person? I'm genuinely interested in your response. Thanks =).
Jordan - you use the same version of the rebuttal. In all likelihood, you'll get a solid 2, maybe 3 attempts to rebuttal before they hang up or close the door, so it won't go on indefinitely.
Nice
Thanks!
👍Thank you
Welcome 👍
Sounds a little pushy to me.
Why? Feel free to expand. Interested to hear your thoughts.
@@TheDIGAgency Because for instance when the customer says “I don’t need life insurance,” it sounds to dismissive to respond with “that’s okay, All I NEED IS 5 MINUTES to show you how the program works.”
He just told you he didn’t NEED life insurance and if I were the customer, as soon as you dismissed my clear and upfront answer and went into what you NEEDED, I would interrupt you and say I got to go.
Also, to say “what you do with information is entirely up to you,” is pushy as well, as a customer, that is the one power they possess in this conversation, the power to do what they want with the information and your position of giving them permission to exercise it and then move into “can I come by at 3 o’clock ...
Screams SCRIPT SCRIPT SCRIPT!
I think any discerning customer would be well aware of the lack of natural progression during the course of this call.
You are claiming that the objection is answered when in fact the manipulation is blaring.
I do agree that the objection may be based on some emotional state and may not be factual, however, the script seems to negate the actual words said, and screams salesman.
Thanks for your response, G-male.
A couple of thoughts:
1) Prospects don't always tell the gospel truth. They are reacting with limited information in a dynamic environment, and most of what they say isn't representative of the full truth. In other words, we think it's safer to ask for forgiveness than beg for permission because of the likely psychology at play.
The perfect example is the popsicle analogy I used in this video with one of my daughters. All parents recognize this interaction as true and is representative of what's going on between you and the prospect. Simply put, initial statements aren't always true and this script deals with it at the expense of sometimes to some people sounding pushy.
2) You are not your prospect. You are assuming the way you think is how all people think. This is a common mistake people new to sales make. What you consider is a clear retort to your objection is not necessarily what others actually think. Same thing with the "screams script" perspective. That's what you think. Most of our prospects just simply don't even register that.
3) Remember the intent of the script. This is important. The purpose of the script is to convert the easy yeses as well as the "maybes" who may or may not book an appointment with me because of underlying, unspoken resistance. My purpose is NOT to convert prospects like yourself into an appointment. If you are true in saying you're not interested, a rebuttal a few times, and you slam the phone down, then good for you and me. I as a salesperson do not have to waste my time on a low odds opportunity. However, using the script, I'll capture the easy appointments and the ones on the fence that may not have said yes had I not shown more assertiveness.
In other words, the best advice is this: stop caring about what proposed prospects like G-Male think about how canned or pushy our script is. Really, why should you care? He'll never book an appointment with you anyway, and since he means what he says, there's nothing you could have done anyway. The only thing that matters is getting in front of the people with a propensity to learn more about what you're offering, and what this script provides is the ability to get in front of the best odds prospects, while eliminating the low odds prospects (which frankly would have never set appointments with anyone anyway =).
Thanks for your response, G-male. No offense on the above comment referencing your thoughts. I get your perspective completely.
@@TheDIGAgency Interesting 🤔. Thx, I do see better now each reason for the path laid out in this script.
Absolutely! Thanks for the opportunity to clarify. Most people think like this at first blush and it's great you gave me the opportunity to better explain. Thanks again =).