One of the reasons so many life insurance agents and financial services advisors have trouble setting appointments over the telephone is they do not sell the appointment. To set more appointments by telephone or by another medium, you have to sell the appointment itself. That is, you need to sell the value of the appointment by itself. Sell the appointment just as if it is a distinct and separate product or service.
Too much information
Here is an example:
Potential Client: "Like I said, I am really not in the market for more insurance right now. Money is tight, and the economy is too slow. I don't know what's going to happen."