Learn how to sell burial insurance when your best efforts fail at getting in the door.
Today we're talking about how to sell burial insurance when your good-for-nothing burial insurance leads decide to no-show you. This is advanced training for agents have realized not every prospect will show up for pre-set appointments they agreed to. Having experienced the same issues learning how to sell burial insurance, these tactics work very well and come highly recommended. The bottom line is to stay efficient. You've got to quickly flush out bad final expense leads from the good ones.
You knock on the final expense appointment's door, and see a car in the driveway. However, no one answers. Do you get pissed and think this lead is trying to avoid you? Not necessarily! A lot of these leads just can't hear too well.
So my first recommendation is to pound the door down. If that doesn't work, I use my phone and I call them.
Don't feel any reservations calling. Many times they'll hear the phone better than a door knock. This gives you another shot to sell them burial insurance
Make sure to preferentially knock the side door instead of the front door. Most people don't use their front doors to leave their house. Many times there is junk or furniture piled up in front of the front door!
Always try different doors like side doors and back doors. I would probably try knocking all available doors first before calling.
You've knocked all the doors. You've even tried calling. And you are getting nowhere. How do you
sell burial insurance to this guy?
Here's an effective trick to solicit the lead to pick up the phone. When you call, most likely you'll get a voicemail. Most people never pick the phone up on a call that they don't recognize. Assuming they don't pick up, hang up the phone without leaving a voicemail, wait about 5-10 seconds, then call again.
You'll be shocked at how many people will pick up. The psychology behind this working is that when they see the same number call them back immediately, they figure the call must be important, and are more likely to pick up. I started doing this in my personal production and this made a significant business in getting people to pick up the phone.
What happens if they still don't pick the phone up? I stumbled upon this idea because I got tired of driving two, three, even four hours away to an appointment, just to get stood up. I've gotten to the point where I hate wasting time on idiots that can't be respectful of mine.
So what's the technique?
Leave a marginally-angry voice mail.
The key to making the voicemail technique work is in your tonality. You definitely do not want to sound like a jerk. But you don't want to sound easy-going about no-showing you either.
You want to sound a slight bit irritated, but communicate in an authoritative way that they screwed up your schedule and they need to call you as soon as possible.
Nothing gets a no-shows attention than coming off like this! You want them feeling guilty because they wasted your time, and that they broke their promise.
Here's what I say when I leave the voicemail:
Hey, this is David. I'm here at our appointment at 10 o'clock that we had set over the weekend, and you're not here. (slight pause) I actually drove all the way from Chattanooga to Gainesville, Georgia to see you, it's a 2 ½ hour drive, and you promised Michelle that you'd be here, and it's put me behind big time in my schedule and so I'm hoping you're stuck somewhere or something came up but I need you to call me back today at 423-432-4323 when you get this message right away. I'm pretty busy the rest of the day, my schedule is really jam-packed. I may be able to see you, but you need to call me right away when you get this message so I know what's going on. Again, the number's 423-432-4323, thanks.
You'll be shocked that around half of these people will call me back and they'll tell me that, "I tried calling, I just wasn't interested, blah, blah, blah," you get the same kind of reception as you would at the door if you finally caught them, or you'll get people who are really apologetic that are interested that just totally forgot.
An added benefit of these terse-sounding voice mails is they do a great job of qualifying whether or not the final expense lead is serious. Combined with the sticky notes, I get about half of them to call me back.
Most of the time - if they can call me back and have expressed their apologies for no-showing me in combination with sharing some interest in what I am selling - they're the kind of person I want to spend time to get back in front of.
On the flip side, if the lead never takes the time to call back, they're the jerk-offs I don't want to deal with! I'm not going to fight to get in front of these no-shows jerks.
These are great tactical tricks to help you learn how to sell burial insurance to people who don't answer the door. And all the tactics work surprisingly well. For more tricks and tips on how to sell burial insurance, set appointments, sell in the home when it comes to final expense, check out all my videos at www.FEAgentMentor.com.