INSURING AND SECURING THE SENIOR MARKET
Ten Steps to the Sale
INSURING AND SECURING THE SENIOR MARKET
Ten Steps to the Sale 1. 2. 3. 4.
Be Organized- Do you have all necessary materials? Cordial Greeting- were you friendly and cordial? Build Rapport- Did you spend ample time warming up? Control the Sales Setting- Try and always sit at the kitchen table. Sit couple NEXT to each other. 5. Present Free Gift- (final wishes guide/ rx card) (Ask for glass of water) 6. Fact Finding- 1. If they died tomorrow, who would handle their affairs? 2.Do they have a checking or savings account? 3.Current amount of insurance? 4. Medical conditions? 7. Expose the Need Presentation- Clear, Concise, & Emotional. 8. Handle Objections 9. Close with tri-quote sheet 10. Congratulate the client on their wise decision.
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How To Run Leads
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RUNNING LEADS 3 TYPES OF PEOPLE • INTERESTED- They want what you are selling. • CURIOUS- They have SOME interested in what you are selling & can be persuaded. • NO BUYERS- They send in everything & buy NOTHING. RUN THE NUMBERS • 40 leads per week - 30 actual contacts - 18-20 appointments - 13-15 presentations. • 6-9 sales- if avg. advanced commission is $225 = $1,350 - $2,025 per week
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UNDERSTANDING YOUR LEADS • Look at the printed name • Look at the written name • Look at the handwriting, see if it looks like the husband’s or wife’s. • See how the names are written. If his name is Charles but he wrote Charlie, call him Charlie.
INSURING AND SECURING THE SENIOR MARKET
HELPFUL SUGGESTIONS • No “one leggers.” - Make sure both parties are there during presentation. • Call your leads at different times of the day. People work different times of the day. • DO NOT GET FRUSTRATED- remember you are only looking for 6-9 to say yes. It is all a numbers game. You have to get through 31-34 people saying no to find your yeses. INSURING AND SECURING THE SENIOR MARKET
The Door Approach
INSURING AND SECURING THE SENIOR MARKET
The Door Approach •
Smile and wave at the house as you exit the car
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Have a walk with purpose
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Knock and step back
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Hold screen door propped open
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“I was wondering if you could help me. I am looking for Mr./Mrs. _______. Mr./Mrs. _______, I was just down the street meeting with a client and realized I had this card that you had mailed back requesting information. I have the information. Do you mind if I come in for just a few minutes and get this to you?”
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WHAT TO DO WHEN… • They hang up on you- Call right back. (a telemarketer usually cannot call right back, they have a predictive dialer). – Say: (Their name), you may have thought I am a telemarketer, I’m not. I’m calling you back regarding the information you requested.
INSURING AND SECURING THE SENIOR MARKET
Senior Key Words & Phrases
INSURING AND SECURING THE SENIOR MARKET
SENIOR KEY WORDS & PHRASES • • • • • •
QUALIFY- (Everyone wants to qualify) ELIGIBLE- (Everyone wants to be eligible) ENTITLED TO- (Seniors want everything they are entitled to) REGULATED PROGRAM- (Adds respectability) SPECIAL SENIORS PROGRAM- (Adds exclusivity) INFORMATION YOU REQUESTED- ( Makes them realize you are not “soliciting” them…they requested it!)
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Example 1): Mr/Mrs. Smith this is a regulated program and I first need to see if you qualify for this special seniors program.
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Example 2): Mr/Mrs. Smith, this is a regulated program, it will only take a few minutes to get the information you requested to see not only what you are eligible for, but entitled to.
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Appointment Setting
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DO’S & DON’TS OF APPOINTMENT SETTING • NEVER quote product or pricing over the phone. ( You want to sell the appointment first , sell the product in the home) • Commit the script to memory and add your personality to it. • Speak SLOWLY, they are seniors, you don’t want to make them feel uncomfortable • SMILE A smile or a frown can both be heard through the phone. • Know how to handle objections. An objection nothing more than a question. Just answer the question, then back for the appointment. • Practice, Practice, Practice. “Perfect practice makes perfect. Not just practice.”
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RUNNING APPOINTMENTS • Do Not Call to Confirm Appointments: If you call them to confirm, it just gives the client the ability to cancel the appointment or come up with an excuse to why they cannot see you.
INSURING AND SECURING THE SENIOR MARKET
APPOINTMENT SCRIPT • Hello, may I speak to _____? Hi, this is (your name) with Blackstone Insurance Group. I am giving you a courtesy call to let you know that I received the card that you mailed back a few weeks ago. The card was informing you that the Government Death Benefit was only $255, and only if you qualified. I am actually calling to verify all the information you had written down here is correct. You still reside at _____, is that correct? You had written your age as ____ and your spouses (if applicable) age as ____, is that correct? Great…What I would like to do is get that information that you requested out to you. I was just wondering, would ___ or ___ be better to catch you (or you and your spouse) for 25 – 30 minutes tomorrow? Wonderful, I will make sure that I get that information out to you tomorrow at ___. Thanks, have a good day!! • *WAIT FOR THE HANG UP* INSURING AND SECURING THE SENIOR MARKET
WHAT TO DO WHEN… • They stand you up for the appointmentTWO things: 1. Call and leave a message stating that you were there for the appointment and you understand something very important must have came up and you will call back to reschedule that appointment. (call back that night). 2. Make sure you have ALL OF YOUR LEADS WITH YOU, there are probably people in the area you can call and see if you can see them right then.
INSURING AND SECURING THE SENIOR MARKET
WHAT TO DO WHEN… • They hang up on you- Call right back. (a telemarketer usually cannot call right back, they have a predictive dialer). – Say: (Their name), you may have thought I am a telemarketer, I’m not. I’m calling you back regarding the information you requested.
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Appointment Objections •
I’m not interested.
“I can appreciate that… A lot of my current clients had the same initial reaction. I am licensed and trained on multiple plans here in the state of ________. Because of this, I was able to show the plan with the best benefits for them. I would like to extend the same courtesy to you. Would _____ or _____ be better to catch you for 20 to 30 minutes tomorrow?” “I can appreciate that… You just mailed in a card showing some concern or interest. Why don’t you let me come out and address your concerns on a one on one basis? I am trained, licensed and informed to show you multiple plans available in (State). So I am there for your interest. The information is free and there is no obligation. Would _____ or _____ be better to catch you for 20 to 30 minutes tomorrow?”
INSURING AND SECURING THE SENIOR MARKET
Appointment Objections • (I, We, He or She) has already taken care of it. "I can appreciate that… When discussing something as important as the SECURITY OF YOUR FAMILY, don’t you owe it to yourself to know all the options and what you might be entitled to? I am trained, licensed and informed to explain multiple plans available in (State). So I am there for your interest. The information is free and there is no obligation. Would _____ or _____ be better to catch you for 20 to 30 minutes tomorrow?” • I have a doctor’s appointment tomorrow. Ask, “What time is the appointment?” If they say 10 am, you say “Great then 4 pm should work, I’ll see you then.”
INSURING AND SECURING THE SENIOR MARKET
Appointment Objections • We are working with someone already. “I can appreciate that… When dealing with something as serious as your family’s security, don’t you think you should explore more than one option? I am trained, licensed and informed to explain many different plans in (State). So I am there for your interest. Would _____ or _____ be better to catch you for 20 to 30 minutes tomorrow?” • I am still thinking about it. “I can appreciate that… I am glad you are taking this decision so seriously. I know when I am thinking about something as important as my family’s security, I want to have all the facts I can to make an informed decision. I am trained, licensed and informed to explain many different plans available in the (State). So I am there for your interest. Would _____ or _____ be better to catch you for 20 to 30 minutes tomorrow?”
INSURING AND SECURING THE SENIOR MARKET
Appointment Objections • Can you send it in the mail? “There are so many different plans and variables that go into ensuring you have the proper plan. It would not be fair to you if I were to send you generic literature that may not be able to answer your questions. I am there as a benefit to you. Would _____ or _____ be better to catch you for 20 to 30 minutes tomorrow?” “You receive offers all the time in the mail. They don’t actually pay a death benefit for 2 to 3 years. The 20-30 minutes with me can save you that 2 to 3 years. Would _____ or _____ be better to catch you for 20 to 30 minutes tomorrow?”
INSURING AND SECURING THE SENIOR MARKET
In-Home Presentation Objections/Rebuttals
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OBJECTIONS/REBUTTALS JUST SHOPPING/WANT TO COMPARE “We are the largest final expense agency in the country. We have done the shopping for you.” “I will never tell you to stop shopping, I am just saying you qualify today, wouldn’t it be wise to be covered while you shop?” INSURING AND SECURING THE SENIOR MARKET
OBJECTIONS/REBUTTALS • NEED TO TALK TO SOMEONE “I can appreciate that it is important to let (name/your children) know what’s going on. However if you’re calling them to ask if it’s ok or if you should do it, I’ll tell you what they’re going to say. They’ll say (name/Mom/dad) don’t worry about it (I/we) will take care of it. They’ll say this not because they can take care of it, but because they love you and don’t want you to think about you dying. You and I both know that. That’s why you sent in the card, to take care of it for them. So why don’t we get this started today?” INSURING AND SECURING THE SENIOR MARKET
OBJECTIONS/REBUTTALS CAN’T AFFORD IT/ON FIXED INCOME “We all know death is a huge financial burden, and what we are deciding here today is whether you want to accept that burden or leave it to your loved ones (or specific name), and I know you don’t want to leave it to them, that’s why you sent in the card. You sent it in so that you could take care of this yourself. So why don’t we do that today?” “I wish I had a simple solution for you, but I don’t. Death is a financial burden and someone has to sacrifice. Either you or your loved ones (or specific person). Is it easier for you to sacrifice and pay this monthly premium, or have your loved ones (or specific person) pay for this all at once? I think we know the answer to that, it’s why you sent in the card, so why don’t we get this started today?” INSURING AND SECURING THE SENIOR MARKET
OBJECTIONS/REBUTTALS IN HOME• I WANT TO THINK IT OVER “WHICH ONE do you want to think about?”- (if they say the lowest you may have over shot their affordability or not spent enough time on exposing the need. If they say the high end you may have under shot and not showed enough to make them feel satisfied with the amount of protection.) “I can appreciate that and that’s almost always the wise thing to do, but aren’t there just two things to ever think about? Do I need it and can I afford it? We’ve established that you need it, so the real question is WHICH ONE fits your budget.” “I can appreciate that. This is a decision we would all like to put off and unfortunately by putting it off there are only three things that can happen. 1. You could die without coverage. 2. Your health could change and you would no longer be eligible for coverage. 3. Your age could change and that would make the price go up. Now (Name), when you die you do not want your loved ones sitting around this kitchen table trying to figure out how to deal with this, so why don’t we take the extra time right now and figure out which plan works best for you. INSURING AND SECURING THE SENIOR MARKET
Term vs Whole Life TERM • It’s “rented” for a term of your life • At the end of “term” the costs either go UP or the benefits GO AWAY
WHOLE Do you want to RENT or OWN your families security?
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You own policy Premiums never go up Benefits never go down
Secure
INSURING AND SECURING THE SENIOR MARKET
Quote Sheet • Mr. or Mrs. Jones, you know your needs and affordability better than I do. Which one of these three plans best fits your needs and affordability on a monthly basis?
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• Activity builds success, inactivity builds failure. What are you building? “The greatest discovery by any generation is that a human being can alter their life by altering their attitude” William James
INSURING AND SECURING THE SENIOR MARKET