door to door prospecting

by noel riley
(mobile al.)


hi ted,
im a new agent and would like to ask you a question.how do you feel about breaking the ice at the door? do you prefer the scenario of small talk at the door to warm the customer up or do you believe its better just to introduce yourself immediately and
tell them im an insurance agent and risk getting the door shut in my face. my nature is to be honest upfront, but is that a bad thing and evoke a negative reaction.
thanks for your advice.
noel riley

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Gustavo on what to offer client of 63 years old.
by: Ted Wolk

Gustavo;

Without knowing anything about the clients financial situation, it is hard to answer your question. Does he have an IRA or a 401k? Does he have any money saved.

If he only has S.S. then I have to assume he never saved any money. However if the 2 of them will be living off both their social security checks and one of them dies, then the survivor will only end up with 1/2 their total income.

So that you can visit with them about this problem you should view my article on this, https://www.an-insurance-agents-career.com/insurancesalestips.html

It may result in a sale. Maybe a $50,000 term insurance policy.

Hope this will help.

Ted Wolk, author and website mentor.

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A 63 YRS CLIENT
by: Gustavo

Hi Ted, it's been a nice surprise to find your site. I'm learning a lot with it. It,s amazing!!
I want to ask you for a client of 63 yrs., with only SS retirement. What else will fit for him and wife?
Thanks for helping always

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KNOCK.....KNOCK....KNOCK
by: Anonymous

It is this SIMPLE...KNOCK ON DOORS AND SET UP YOUR LEADS. These are THE BEST leads. Sure,some people will NOT set up an appointment with you after you knock on their door. But here are some cold facts; 99 out of 100 pieces of mail for appointments are thrown away, the majority of TV and Radio ads are ignored, and door hangers are right up there with direct mail pieces. Some people will respond to one form of advertisement while others will not. If you ran 10 leads that you got by knocking on someone's door versus 10 leads from the Internet or Newspaper ad, the door knocking leads will make you rich while the Newspaper ads will first, put you in the red for advertising costs and second, be inferior leads. Nobody wants to KNOCK ON DOORS... So here is the secret to success...." Do what others DON'T, to achieve what others WON'T"......

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No return calls
by: Ted Wolk

Milan;

Unfortunately, that is part of the business that we need to understand. Just think about the times people send you a mailer or call you. How many times do you make a return contact.

The key is trying to uncover a reason that they need your service. Just because you think they need it, does not mean they want to do something. Read that prospecting article I sent. It explains the difference between a name and a prospect.

When I first started out, I had to make 13 contacts to get one interview and because I was still early in my career, I could only close 1 out of three people. So, I had to call 39 people to make one sale. But as you get better with experience and learn to use referred leads, as in my case, I eventually was able to call three referrals, get one apt, and make 1 sale.

It gets better, but practice and mistakes are what is called experience. You can't buy it in a bottle. You can only earn it day by day.

Good Luck and keep in touch.

Ted


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Re: Linkedin
by: Anonymous

Ted, Thak you very much. This helps a lot. I do this now. I send them e-mail piece, and then contacting them, saying i want to meet them and share new ideas about... etc...

I was wondering what concept do you use? What do you say to them, because sometimes no one replies back.


Thank You in Advance,

Milan Mitrevski

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Prospecting and recruiting from linkedin
by: Anonymous

Milan;

Finding prospects in the social media today is the same as using the newspapers and trade journals, when I started out selling. Unfortunately all of us in the business eventually find out there are no shortcuts.

What I mean by that is we still need to go through a personalazation process of contacting people. That means preparing a mailing piece, sending it out and then personally calling them. With so much media stuff today, people just click and go when they see something on Linkedin, twitter, facebook, etc.

My suggestion is to use these social media programs to locate prospects that fit your target market, then convert their names to your prospect list and then use your marketing concept to personally call those people. There are no shortcuts to getting in front of people.

You may want to read my website article on the prospecting ladder. Here is that link. You will need to copy and paste it in your browser. https://www.an-insurance-agents-career.com/insurancesaleslead.html

As far as recruiting, no matter how good your company or product is, you are example number one when trying to recruit people. They want to see a successful person in front of them, so you must lead from the front if you plan on recruiting.

Again, use Linkedin and other media for names to contact, then use your own personalazation approach to contact them.

You should experiment with different ideas on Linkedin. maybe send them a message saying you will be contacting them to share an opportunity or a product. Make sure you do a marketing concept for 90 days, and if it don't work try another idea or concept, but do it for at least 90 days to get a real feel. I use to do this different mailing pieces to specific target markets. Took me several years to find the right concept.

Hope this helps..

Have a great day..

Ted

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Linkedin
by: Anonymous

Greetings Ted. How Are you?

Milan from Macedonia here.
I have some issues, hope you can help.
I found out that social networks, like Linkedin are good places to find new prospects.

But, I don't have any approach ready. Like, what would you say? Would you write in a message in inbox, and if yes what would you write?

Also, I found out that Linkedin is a good place for recruiting. Can you give me some advice on how to recruit from Linkedin, when I see that some of the people there are unemployed?


Best Regards,

Milan Mitrevski

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How did you get appointments with the executives over the phone.?
by: Ted Wolk

Milan;

If you read my articles on concept selling, one of the most powerful words for a salesperson is the word IDEA.

Just about everyone I called I used that phrase.

Mr prospect. My name is Ted Wolk. The reason for my call is to let you know my company has come out with a great IDEA to help (Example: create employee loyalty, and longevity) for you. I only need about 5 minutes of your time to share this concept with and we will know right away whether it is something you might be interested in or not.

Are morning or afternoon appointments better for you?

Then give a choice---Is Tue morning at 9 am or Thur morning at 8 am Better for you.

The word idea does not tie you down to a tunnel vision approach.

Use my search button and type in idea and click on that page to read.

Hope this helps...Ted


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Cold Calling Companies
by: Milan

Ted,

Thank you for your great explanation. It really helps out.
We are just starting this kind of target market, so we appreciate any help that we can get.
As far as the proper product, we do have a great concept that companies's executives find useful.

Some of the companies's executive agree to deduction salary, some agree instead of the monthly bonus the employees get, to invest that bonus in life insurance so that the employees have some kind of protection in god forbid situations and to have good pension fund.

We do have great marketing concepts, and so far we have a good success. The only thing that is missing is a good approach over the phone so we can set an appointment. That is what we want to teach our new agents.

How did you get appointments with the executives over the phone.? What approach did you use?

Thank You,

Best Regards,

Milan

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Cold Calling companies
by: Ted Wolk

Milan;

I guess the first thing i would suggest is to see if your company has a product that would fit the scenario and secondly, ask them if they have a marketing program/presentation and approach for that type of target market.

If they don't, then you will need to create your own marketing presentation and find a specific product to fit that target market.

In my experience, you only have about 3 minutes to get that owners attention and you better have a good opening line. That is a very tough market, however it can also be very beneficial.

Does your company have payment program to take payroll deductions? If not then you really have a tough road to haul.

In today's economy, it is tough to get people to shell out money. However using a payroll deduction program has strong selling benefits as it forces the employee to save before he gets his paycheck, which is a key selling feature, and if the employer kicks in part of the premium,that is even better.

The way I use to sell them, was to present a concept to the owner and indicating that it will not cost him anything and the only thing he needs to do is allow a salary deduction to come out of the employee paycheck. I would also tell him that I will be explaining to the employees, what he has to pay to keep them on, such as unemployment insurance, 1/2 their social security,any other costs paid by employer. The owners really liked that concept, because that was one of the owners biggest beefs, that employees did not know what it costs to keep an employee on..

And then after he would agree, I would then mention that with this concept he can pick and choose who he would want to assist with premium payments. Usually his most loyal people.

I would get his permission to send out a flyer or something like that and then ask if I could run individual interviews in his coffee room or am empty office.

When I sold this concept, our company had a payroll deduction program that did not require the employee to have to make a payment with the application.

Bottom line, this is a specialized market and you need the proper product and proper home office support to really make it fly.

I hope this helps you in some small way.

Let me know how are doing and keep in touch.

Remember, Learn and Earn

Ted






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Best Regards
by: Milan

Best Regards

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Cold Calling Companies
by: Milan

Dear Ted,
Sorry for not being more specific. We are starting a new training next month (October) and we want to include "Cold Calling to companies" as a new approach for prospecting. More specific the CEOs and the Executives of those companies. Our targets are the executives. The will make policies for the employees in order to keep them loyal to the companies and to motivate them.
My question is: Can you give me some approach on how to cold call them. Also if it's not too much trouble to give me some approach on how to cold call the kinder gardens managers in order to get to the parents.


Thank You in Advance,

Milan

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On calling companies.
by: Ted Wolk

Milan;

I am unsure of what it is that you are specifically asking.

Are you asking how to motivate your insurance agents to sell insurance polices to companies?

Or are you asking how to have your insurance agents sell to company employees?

If you can be more specific, I might be able to help you.

Ted Wolk

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Cold calling companies
by: Milan

Hello Ted, This is Milan from Macedonia. Can you give me some advice on cold calling companies. The motive is keeping and motivating the employees using life insurance policies. Thank You. Best Regards

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Door to Door Prospecting
by: Ted Wolk

Hi Noel;

When i first started in the life insurance business, I had just moved to a new state and a new city. I had no prospects. One of my best methods of creating business was picking a different street once a week and just walking down that street and knocking on doors.

When people opened their door, I just introduced my self in a professional manner. I would say something like " Hi, My name is Ted Wolk, I am associated with ABC company and I am just dropping my card off to people in the neighborhood to let them know who I am."

"I specialize in mortgage insurance, retirement plans, final expense plans and we have a number of terrific family plans. If you should be in the market for any type of life insurance or retirement plans, I would appreciate an opportunity to show you what we offer."

At this point, we usually started some chit chat. Many times people are thinking about what I brought up and since I was right there, they invited me in and wanted me to share some ideas with them. It helped me get started.

You may want to check out the "learn to Prospect" Nav bar on the left side of this page under the steps needed to successfully sell insurance.

Keep us updated with your results as our readers would be interested.

Hope this helps..

Good luck and good prospecting

Ted

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