Discover the value of a final expense appointment setter, and who should seriously consider outsourcing their final expense appointment setting activities.
Many new final expense agents may not have a level of complete comfort making phone calls to set final expense appointments off of leads. I know I certainly didn't when I started my final expense career. I was afraid to call the pizza man when I was a kid! Which is why I eventually decided that outsourcing my final expense appointment setter duties was a great idea.
See the video below to learn how to buy final expense appointment setting services from Final Expense Agent Mentor.
When it comes to setting appointments off of your final expense leads, there's really two different fields of thought.
The first field of thought is that no final expense appointment setter will work your final expense leads better than you. So it's in your best interest to work your leads yourself, and not to outsource the final expense appointment setter activities if your top level concern is maximizing your return on investment.
I tend to be in the second field of thought regarding the hiring of a final expense appointment setter. There is a point of diminishing returns doing a large volume of leads, meaning if you are interested in running more than 15 to 20 appointments weekly, you will realize a much higher gain hiring a final expense appointment setter. At this point, you need to consider outsourcing the final expense appointment setting activity to somebody else in order to run more appointments.
Let me explain to you why I feel that outsourcing final expense appointment setting activity is a superior approach to selling final expense burial insurance. First, if you're doing fifteen to twenty leads a week, your activity level is not high enough to warrant outsourcing your lead appointment setting. The only exception to this is if you have some morbid fear of calling your leads yourself.
However, the best justification for outsourcing your final expense appointment setter activity is if you have a large volume of final expense leads. Most final expense agents get involved in this business set their own appointments. It's efficient. And they get the most return on their investment. But if you're an agent that wants to do more than just the basic twenty-five leads a week, you'll have to seriously consider outsourcing your final expense appointment setting activity.
Certainly nobody will do a better job setting your final expense appointments than you. Why? You paid for these leads. You own them. You're going to do better than hiring somebody else.
Our primary job as a businessman in final expense sales is to identify the core-competencies that make us the most money. And the core-competencies that make us the most money are our ability to get in front of a prospect, and number two, setting appointments.
And when you get to the point where you start looking at ways to do number one more often, that's when a final expense appointment setter makes the most sense.
When I am personally producing in the field, I always outsource the final expense appointment setting activities. When I'm running direct mail leads, I'll run thirty to forty appointments a week, because I have a better ability to sell more final expense life insurance when I have pre-set appointments, versus going out there and door-knocking.
But I do better with final expense appointment setting. I bank more. And even if I'm not getting in front of as many people out of that batch of leads, the ones I do get in front of have pretty good odds of being high-quality.
For you agents that are looking at a final expense appointment setter and thinking, "Well, I either have," or, "a fear of appointment-setting," or, "I have a lot of leads," or, "I want to take my business to the next level," a final expense appointment setter makes great sense. I would highly recommend looking into that, since you will step your game up. Your business will change slightly in the sense that your appointment-setting ratio will lower. And you won't close as high because you're not seeing all the leads. You're just seeing the people that set the appointments.
But the volume of new business that you get, compared to doing it yourself, will increase your net which is what really matters.