Back on the golf ball
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Now that I switched from EJ to the Insurance side, I’m following the insurance recipe of starting off with my friends and family. I’ve got some good potential in my pipeline, but not the 8-12 appointments a week that I desire. So, to supplement things, I went out today and knocked on some doors. As I was doing this, I thought it was funny that I just couldn’t get things to click at EJ.
I’ve been opening with saying I’m an investment advisor; but, I’m still trying to figure out my best angle. Has anyone here from the insurance side ever done some good old fashioned EJ door-knocking?
The friends and family route isn’t about getting them in your pipeline. It’s about getting referrals from them…lots of them.
When I make cold calls, a pretty common phoning day for me will be 40 dials, 6 reaches, 2 set. With referrals, it is 5 dials, 3 reaches, 2 set. If I was residential door knocking, my line would be something along the lines of, "I'm the world's last door to door insurance salesman." Nobody wants to be an insurance salesman. This means that if you tell people that you are an insurance salesman, your sales will increase.[quote=anonymous]
If I was residential door knocking, my line would be something along the lines of, "I'm the world's last door to door insurance salesman." Nobody wants to be an insurance salesman. This means that if you tell people that you are an insurance salesman, your sales will increase. [/quote]LOL!!!!
[quote=anonymous]The friends and family route isn’t about getting them in your pipeline. It’s about getting referrals from them…lots of them.
When I make cold calls, a pretty common phoning day for me will be 40 dials, 6 reaches, 2 set. With referrals, it is 5 dials, 3 reaches, 2 set. If I was residential door knocking, my line would be something along the lines of, "I'm the world's last door to door insurance salesman." Nobody wants to be an insurance salesman. This means that if you tell people that you are an insurance salesman, your sales will increase. [/quote]I am trying to get referrals...it's just been a slow process. Everyone is initially reluctant and I'm not pushing too hard. Just being persistent.
Being fired from Jones might be hurting my reputation a little too...Although, I never tried to sell F&F with Jones...
Don't know if I would use your "world's last" line, but being direct and honest is probably a better approach...
[quote=Still@jones] I was just too good at jones…they prefer mediocrity.
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will you promise to stop posting here when you finally run out of money or get fired?
[quote=Still@jones] [quote=anonymous]The friends and family route isn’t about getting them in your pipeline. It’s about getting referrals from them…lots of them.
When I make cold calls, a pretty common phoning day for me will be 40 dials, 6 reaches, 2 set. With referrals, it is 5 dials, 3 reaches, 2 set. If I was residential door knocking, my line would be something along the lines of, "I'm the world's last door to door insurance salesman." Nobody wants to be an insurance salesman. This means that if you tell people that you are an insurance salesman, your sales will increase. [/quote]I am trying to get referrals...it's just been a slow process. Everyone is initially reluctant and I'm not pushing too hard. Just being persistent.
Being fired from Jones might be hurting my reputation a little too...Although, I never tried to sell F&F with Jones...
Don't know if I would use your "world's last" line, but being direct and honest is probably a better approach...
[/quote] There are different ways to ask at different points in the process. Let's assume that you call on your friend, Bob Attorney, at XYZ Law Firm. Bob has no interest in doing business with you. He knows that you were canned and believes that you don't have a clue as to what you are doing. You can't expect him to open us his rolodex and have him refer a bunch of people to you. Instead, put a list together of a bunch of people who Bob knows. (Things like Facebook are good for this. Also, look at his firm directory. Acquaintances of yours, but are friends of Bob.) You: "Bob, I don't blame you for not feeling comfortable about opening up and wanting to do business with me. I wouldn't want to do business with a new attorney either. From a business perspective, I'll wait a year before following up with you again." "Before I go, I do want to ask you about a bunch of people who I will be calling in the next few weeks. How well do you know Jim Smith in your firm?" Bob: "I know him pretty well. He just got married last week?" You: "I'm trying to make some in-roads at Ernst & Young. Are you still friendly with Kathy Gibson?" Bob: blah, blah You: When I call Joe/Bob/Tom/Kathy is it ok that I mention that we spoke and you spoke highly of them. Bob: That's fine. One or more of these "referrals" will become clients. Make sure that Bob knows. Having a friend of his become a client will make it much easier for him to become a client. Fact Finders give you a whole other area to explore: Attorney, CPA, Guardian for Kids, parents, siblings, etc. Remember: There are no points for degree of difficulty!!
Still@Jones, do you guys sell Medicare Supplement/Advantage? I’ve used those for fillers in the past. It’s pretty easy to buy a list of people turning 65 and call them. Everyone going on Medicare has to purchase a policy so it’s pretty easy to get in the door.
Most won’t be interested in your other services but you’ll have people on occasion who are interested in a single-premium life or final expense type whole life, and there will be the rare person who will be interested in rolling their retirement with you or want info on LTC.
When I make the Million Dollar Round Table, I’m going to buy Anonymous & Berkshire Bull a diversification trip!
Great stuff…thanks!
Still@jones, I get the feeling from your posts that you don't have a lot of urgency. I could be wrong, but keep in mind you don't have a lot of time to get things up and running. If you don't get moving, you are going to look back with regrets. How many meetings do you have scheduled this week? If less that 25, what specifically are you going to do to boost that number? If you don't know how to answer that question, ask for help. FTWhen I make the Million Dollar Round Table, I’m going to buy Anonymous & Berkshire Bull a diversification trip!
Great stuff…thanks!
Still@jones. I would ask to get some orphans assigned to you to work and start buying some leads. I think you can get shared insurance leads for $3-8 depending on where you go. It might not be a bad idea to buy a few dozen. I know firsthand that it’s tough when you’re new and don’t have a lot of cashflow coming in to spend money on leads, but I will guarantee you will come out ahead on some el cheapo leads. It will give you some valuable practice as well.
I think that buying leads is a really bad idea. I say this because it’s a crutch that stops people from learning how to properly prospect.
Full Throttle is correct. Look at your calendar. At all times, you should have 25 appointments set for the next 5 days. If you do nothing but see people or fight to see them from the hours of 9:00-4:00, you will always have a full calendar. If you always have a full calendar, you will have a chance to make MDRT in 2010. This is especially true if you do lots of joint work.Still, what kindof cases are you opening up at Guardian? What kindof sales are you closing?