Final Expense Sales Prospecting occurs in one of two forms with the first involving the agent phoning the lead for a face-to-face appointment, and the second involving the agent showing up unannounced, otherwise known as a “door knock”; this is what this article will discuss.
Physically showing up unannounced and door-knocking the final expense lead is the most efficient way for a new agent to maximize the value of his lead for several reasons, which we will describe later on in the article.
How to Initiate a Door Knock: First, park your car in the lead’s driveway, and leave the car running and the door open; this gives the appearance that you are only briefly stopping by, which lowers the initial reaction by many leads to not answer the door.
Once you are at the door, knock 7 to 10 times firmly. Do not beat the door down and mimic the cops, but don’t knock weakly, either.
Next, take a step or two back from the door and fix your eyes on the peep hole, watching for the light in the door to turn dark. When the light from the peep hole turns dark, there is someone looking out at you, so make sure you wave at them to give them more reason to answer the door.
When they answer the door, go right into your introduction script outlined below:
“Hey, Mrs. Jones. My name is David Duford, and I am here about this card that you sent in (show it to her) a few weeks ago. Most people send this card in because they are looking for some kind of information on taking care of their final expenses like burial and cremation. I’m the guy that delivers the information you requested, and I was between appointments and wanted to see if you had 5 minutes for me to show you how this works?”
Normally, they will let you in immediately or begin quizzing you at the door.
If you begin getting statements like, “I am really busy,” simply tell them, “I drove here from an hour away; I promise to give them the short version and will be done in 10 minutes; is that OK?”
If they still resist or are insistent they don’t have time, the next step is to set an appointment for the same day or the following day.
To succeed at door-knocking your final expense leads, you have to communicate effectively through proper use of body language. For example, when the prospect opens the door, make immediate contact, widen your eyes, and smile big. Stand tall, come off with a friendly disposition, and try to be easy-going and relaxed. Speak positively with energy!
There are several reasons why all new final expense life insurance agents should door-knock all their leads.
The first reason is that more people now than ever heavily screen their phone calls. If the person does not recognize the number, they do not pick up. Many great sales opportunities are lost to agents who only set appointments, as many leads would easily buy final expense life insurance if the agent would just simply show up at the lead’s door.
The second reason is that phoning for appointments is a unique skill set that takes time to develop. Many agents will lose out on sales opportunities because they fumble on the phone and come off as goofballs to the prospect. However, we all are used to speaking with people face-to-face, and it is easier for the agent to come off genuinely face-to-face, even when the first begin versus using the phone, and usually final expense leads are more forgiving in person and less likely to turn you down.