How to Make Appointments For Final Expense Life Insurance
September 28th, 2010 | 
Author: 
Setting appointments for final expense agents is the first impression that a lead gets on the experience of meeting the agent. People, especially seniors, in today’s society are not receiving much genuinely friendly conversation and interaction with others. From the moment they pick up the phone, the friendlier the appointment setter the better they feel about letting someone come into their home. The kind tone in your voice while you speak will set you up for success at scheduling an appointment and the more comfortable an individual will be to invite a stranger to come in their home.
Script:
Is _____ there? This is April. I have the green card that you filled out asking for information on the Senior Security Death programs. On the card you wrote that your birth date is _____ Is that correct?
Great!
Is your address __________?
Ok.
Are you/you all working, retired, or receiving disability?
(I use this to know if they are able to do day or night appointments. And when the spouse will be there with them)
We have a representative that will stop by to see what you qualify for. This takes about 5-10 minutes and he/she will leave some information for you to take a look at. If you have any questions of course please feel free to give us a call. Is tomorrow at ___ or ___ good for you?
If they say just mail it. I then inform them that there are several programs available to them and they want to see which they will qualify for and the representative will leave them the appropriate information and just repeat that it will only take about 5-10 minutes of their time.
If they say they are not available tomorrow then I suggest an alternate day and times. If that doesn’t work then I ask them when is a good time next week or depending on how the conversation is going and their interest just be silent putting them on the spot until they offer a time.
Finally, ask if they have a pen and paper handy. Say “The representative is a nice woman/man by the name of _____. And he/she will be there at ____ on _____
We look forward to seeing you and have a nice evening.
Some helpful hints that I have found are:
Don’t answer the phone as if you already know them. This confuses people and then they just feel tricked by you and feel like you are just trying to get something out of them.
Be humble- Start a conversation with, “I am sorry that I have not gotten back with you sooner.” This helps them to feel they have the upper hand and are more in control.
Remind them that the appointment will only take 10-15 minutes of their time and we are only there to see what they qualify for and give them some information to take a look at. This will help them to not feel pressured.
Many people might already have life insurance and think that final expense is the same thing. Don’t get into it too much in detail but try to word it in a way that they think it’s more than just a life insurance plan.
It is just your job to set the appointment if they ask what the rates would be just let them know you only schedule appointments and the representative can tell them which programs they will qualify for and get them all the information. I always just divert away from mentioning they are going to have pay anything so they don’t feel like they are going need to be on guard because a sales man is coming over.
Use words like:
Program instead of Plan- people might not want to feel they are going to be pressured if that is the idea they have in their head.
Qualify or Benefits- people like to know what they are going to get out of something
Representative- Always say we have a representative that will stop by to see what you qualify for. Even though you may only be scheduling for one person this gives an impression that your company is well established.
You will need:
o An excel sheet with columns for Name, Address, City, Zip, and Notes- put all leads in the excel sheet and make notes each time you call a lead and the outcome of the call.
o An excel document with the schedule- Post this on Google docs or some internet source so the appointment setter and agent can view changes as they are happening. This is important as the agent may reschedule someone for the next day while out at appointments and the appointment setter needs to know that as they are making appointments
You will be successful if your intention is kind and caring; people sense that over the phone. Smile to the people as you are talking even on the phone it is contagious and people will smile back. A positive attitude will get you many, many appointments.
Posted in Final Expense Life Insurance | 
Tags: Insurance, Life Insurance, Nice Woman, Night Appointments, Pen And Paper, Scheduling, Seniors, Stranger