Appointment Setting Skills
Tips and Techniques for using the telephone -103

Insurance agents, this is your help website.
Each topic page on our website is a mini training experience.

Click on your topic of interest using the nav bar on left side of page


Getting into the right attitude and mindset
to make phone calls
.

your phone calling sessions and your appointment setting skills are really the substance to your insurance career and is only one part of your complete insurance marketing strategy. But it probably is the most important part.

This is where you convert those referrals and cold names you collected and turn them into selling interviews.   

Phone calling for Insurance appointments

You should follow the same phone calling format each and every time you plan on making phone calls. As time goes on, you will refine what you say and how you say it and eventually you will develop your own success formula. So lets go look at the process through a magnifying glass.
 
We all know that making that first phone call is the biggest problem with every phone calling session.

Lets first talk about a idea that can help get you fired up and provide you with a positive attitude, so that you can get into the proper phone calling mindset. This one idea below can help you with making as many phone calls in one session as possible.
                     


Getting in the mood to make phone calls.

Remember this

Making one extra appointment every week can result in 52 more appointments per year. Now figure out how much more income that would make for you.

This idea worked wonders for me and my new agents, and eventually became a habit for all of our agents. It really is a simple idea. and is something I use to do to that would get me fired up prior to calling my first time contacts or cold names. Using this idea will help you with your attitude adjustment. it also helped me get into the mood and the proper mindset.

The first people I would call were a few of the people that told me to call back at a later date.  Since I talked to them already, it was an easy comfortable call to make and an ice breaker to get me working on the phone.  By doing this it let me transition comfortably into making more phone calls. 

Next I would also call the people that I had appointments set up with the following week. “Mr. prospect, just a courtesy call to remind you about our appointment next week”. I will be sending you a reminder card in the next few days”. I then mailed the reminder card about 3 days before the upcoming appointment day. (This process becomes part of the “double booking appointments” topic I will be publishing.)

Since I already talked to them and they knew me, it was a good icebreaker for me, it got me going, and then I would easily move into my referred lead names. By now, I already had several appointments set and I am fired up.

Now I moved into calling my cold call list of names. By the time I got to those cold call names, I was fired up and ready go. My enthusiasm was on the high side, my attitude is very positive. and the prospect could feel the excitement in my voice and this helped increase my appointment setting ratio.

As I grew in the business, and woked my way up the prospecting ladder, I usually was booking appointments 2 to 3 weeks in advance. (we will discuss this in one of our next "phone calling for appointment articles")

During the years that I worked with training new insurance agents and developing them, the toughest and hardest part of developing appointment setting skill with new agents was always getting them to establish a system, and develop good phone calling habits.

Hopefully these appointment setting skills we discussed will help you make more phone calls and set more insurance selling appointments.

Have a great day

Ted


Our next article will discuss - Setting up your work station for making phone calls effectively and efficiently - Appointment setting and phone calling - 104


appointment setting skills-103

New! Comments

Have your say about what you just read! Leave me a comment in the box below.
Monthly Newsletter Free
Please add me to your
e-mail list so I can receive all new updates on selling and recruiting. See all back issues
Insurance Forum
Ask questions
Get answers

How can we help you?


Total Hits On Our Website

Follow Us 

Follow us on Facebook
Check out our Linkedin site
View our You Tube Videos
Follow us on Twiiter


Our most popular Self Help e-books
Exclusive to our readers
Prospecting problems. Get your Prospect or Die E-Book today
Problems with closing a sale. Get your Mastering the Art of Closing a Sale E-Book today
How to use Opportunity Meetings to Maximize your Recruiting.
Introduction to Agency Building. An e-book for entry level managers
Agency Builders
Looking for proven and tested concepts. View our Agency Building Manual.

More free resources and helpful selling tools
Free Selling and Recruiting Ideas located in our Video Library .
Six Free Recruiting Tips. Click here
Selling requires strict discipline. Click here for five (5) free behavior management coaching videos from Bob Davies.
This is the Q.R. code for this website. Use your smart phone to scan.

Today's Top Picks for Our Readers:
Recommended by Recommended by NetLine