Arriving At The Prospects Home
When I arrive at the house, I like to park in the driveway because that's where family parks and they're more likely to greet me. I look for the door that they use the most and I go and knock on their door (usually the back or side door). While waiting for them to come to door, I look down at my clipboard and pretend to read. I try not to make any eye contact until they open the door.
When they open the door, I greet them as if they've been waiting for me all day long. “Mrs. Jones? My name is Joseph and the reason I’m stopping by today is because you recently sent this card in and it’s my job to bring you that information you requested. I’d really like to go over this with you, can I come in?”.
If they say yes, GREAT!!! I’m in! If they say it’s not a good time, then I'll schedule an appointment with them for the next day. Now you're off to your next one. Some people will let you in and some people will make appointments with you, some won’t be home. (Always make sure you go back or call if they’re not there.) Of course, some will slam the door in your face…. Ha (fortunately, not usually.)
At the end of the day, you should've made 3-4 presentations and scheduled 4-5 appointments. The point is, you're out there working and making money. I’ve honestly made $8000 in commission in one day!!! No joke.
Rather then drive around 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 half apart. Usually it starts at 10:30am and ends at 7:30pm. I try to get 7 appointments a day, 4 days a week. I always make my appointments the day before because they forget if it’s more than one day away.
Script for Setting Appointments Yourself
Here is an appointment script you can use:
Good Afternoon ____________, This is ____________
I've in my hand, a pink card that you filled out and sent in requesting information on the Social Security Death Benefit Program.
Now, my job is to get this information out to you.
The address I've here is ___________________.
Is that correct?
On the card ________, you wrote down that you were 65 and that your wife was 63…. Is that correct?
Let me ask you a question: are you (you guys) working, retired or receiving disability?
Oh yeah, that’s good, that’s good…. What time…. Do you/she/he get off work….
anyway, like I said, my job is to this information out to you and I can either get it out to you tomorrow at ______ or ______….
which is best for you?
Do you've a pen and paper handy or do you've your calendar in front of you?
I just want you to write down my first name…. It’s Joseph. Last name Haworth, H-A….
Now put down there ______am/pm on ___________day…. That’s tomorrow.
Well, I really appreciate your time, I look forward to meeting you and __________, at ______________am/pm _____day________.
Have a great day.
When you arrive at your appointment, smile BIG and assume you're getting in. Say you're there for the appointment and ask to come in. It’s easy to get in…. Most of them remember that you're coming.
To put you at ease, I want you to know that I’m not a sales person at all. I’m the most passive, non pushy person you can imagine. There really is no trick to it. So relax your shoulders and have fun.
Once you're in the door, you compliment their home, their yard, their dog, the smell of the house…. You know…. Whatever! Just compliment. My favorite one is to mention how clean the house is. If it's really clean, it means they work really hard at it and they appreciate someone noticing. As I’m walking in the house, I look at the pictures and I either ask who's in the pictures before I sit down or I ask later. In any case, seniors love to share their pictures so make sure you ask about them.
I’m always very casual and I do my best to avoid the sales presentation for about a half hour. I like to have them talk to me and tell me about themselves and their family and their problems etc. I honestly get sucked in. I’m right there, feeling their joy and pain and I’m concerned and interested. I don’t care about the insurance at that point. Eventually, you move to the presentation and by this time you're friends and this helps them listen and helps you know how to communicate to them. Here are the steps:
1. You tell them why they received the card and what it’s about.
2. You bring up the cost of a burial and the fact their family is going to have to pay $10,000.
3. You find out why they sent the card in.
4. Ask who their beneficiary is and if they've ever paid for a funeral (both these questions bring out emotion because they don’t want their kids to pay for the funeral and by asking if they've ever paid for one, this helps them remember the pain of paying all that money for a funeral.)
5. Ask them what medications they take and what they're for. Then you ask how their overall health is. “Have you'd any heart problems. Kidney. Liver or lung problems? If so, when?”. You need to know when because most applications only care about the past 2 years or so.
6. Now you know what they're going to be approved for and you can show them some prices. I usually write down 3 or 4 prices on the back of their 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, Mrs. Jones, I want you to look over these three prices and you tell me which one is best for you?
7. Before I give them the prices, I tell them about an immediate benefit and a graded benefit. The immediate benefit means that their family will get the full face amount if they died even after only one payment. The graded policy, however, makes them wait two years before they've full coverage. To find out which one they qualify for, I've to ask the questions on the application. (However, if you asked enough questions earlier, you already know….)
8. Before I ask the immediate benefit questions, I ask them to pick out a price first. (This is called asking for the sale. you've to ask for the sale or you'll not sell!!! Plain and simple). Knowing the price they'll pay helps with the next step. When you know they qualify for immediate benefits, after you ask the appropriate questions (that you already know the answers to), you stand up and congratulate them.
9. At that point, all you've to do is ask for their personal information. “Mrs. Jones, can I see your SSN and Drivers License”…. The point is that you start writing the application.
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