Final expense door knocking requires you to learn the "skills to pay the bills." Learn how to use sticky delivery notes to help you optimize your efforts at selling final expense.
Today I'm writing about ways to optimize your time doing final expense door knocking.
How does this work? If you've watched my video on door-knocking, I talk about the skills to get in the door. But what happens if nobody home? How does door knocking final expense leads successfully work if you can't get in the door?
Let me show you, it's pretty simple. It's using what's called a sticky note!
First of all, most of the final expense direct mail leads we all have reference sending the reply card back IF they want additional information on the programs. Basically, our job as final expense salespeople are to "deliver" the information. And how we do that is NOT specified, meaning we can show up in person to deliver it if we want.
How do delivery slips come into play when door knocking for final expense? These sticky note slips look like UPS slips your friendly neighborhood FedEx or UPS uses to notify you about a package you weren't home to receive. The way it works is that you stick these notes on the door. You've got your name, your number, the person you're trying to reach, the sticky note itself says, "Please call back within the next 24 hours," developing a little urgency.
As you can understand, many people incorrectly think that this is some kind of package. And that's why we use them to take advantage of that presupposition.
What's great about it is that the majority of those who get the messages will call back. And when they do, you know that they're home. So you know they just walked in the door if you decide to drive back and see them. Now you know where to go and who's available and free and expecting you. That's very powerful. You don't even have to talk to them on the phone; many times, these people will leave voice mails in lieu of you actually showing back up.
Using sticky notes when door knocking for final expense sales allows you to optimize your time. I'm all about optimizing your time when you sell. And if you love to door knock, these sticky notes allow your appointment ratio to go way up. Again, very powerful stuff. You cannot deny the power of knowing that you can just show up on somebody's doorstep and boom, you're there and ready to sell them final expense!
What's the downside to using sticky notes for final expense door knocking?
First of all, if you use your home or personal number, a lot of these people will continue to call on you if weren't able to show up or speak to them. So anticipate that you will probably continue to receive phone calls from these people.
I've had people call 4 or 5 times after 10 o'clock at night until 8 o’clock in the morning. It's ridiculous, but it does happen from time to time. Some of these people are so adamant, that they don't care and will blow your phone up.
What I recommend is to set up kind of Google Voice number for your sticky note calls to go to. That way you protect your private cell phone number, but also get email notifications letting you know someone has tried to call.
The other downside is that you really need to make sure in your state that these notes are OK. I know of an agent that was fined because of these sticky notes. In the Department of Insurance's mind, it was labeled as "deceptive advertising."
Use your own legal counsel before you make the decision to use these notes. I've used these all the time in the southeastern states without any problems. I've heard of people using them fine in some mid-western states. Where I've seen the most problems are in states like Idaho or Utah, and more liberal mid-western states.
The good thing is they work well when you go final expense door knocking. It's a great way for a guy who is busy in the field to stay very focused and tight and always be talking to people that actually are home. The sticky notes give you a little bit more help in that regard to let you get in the door when you can.