Filed Under:Your Practice, Sales Marketing

Sell the appointment first

John LandrineOne 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."

Featured Video

Most Recent Videos

Prospects not listening to voice mail? Arrange a phone date

Provided by LIFEHEALTHPRO

Redesigning your phone life is more important than finding the “best words” for a voice mail in today’s culture.

Behind the scenes with Vicki Gunvalson [VIDEO]

Provided by LIFEHEALTHPRO

In this exclusive interview, Vicki Gunvalson shares how she built a $15 million a year annuity business by planning for...

Regulator: Market may need to reinvent LTCI

Provided by LIFEHEALTHPRO

Cioppa says Maine's governor wants to spur the creation of better products.

Dementia: It's more than Alzheimer's

Provided by LIFEHEALTHPRO

An association calls for policymakers to remember lesser-known neurodegenerative conditions.

Related resources

More Resources

Comments

Power your business with up-to-the-minute insurance news, analysis, and best practices from LifeHealthPro Daily eNewsletter – FREE.

Power your business with LifeHealthPro Daily eNewsletter – FREE.

Enter a valid email address.
Close
Nichole Morford

Nichole Morford
Managing Editor

Thank you for subscribing to LifeHealthPro Daily!

Check Out More eNewsletters Now! Close

Advertisement. Closing in 15 seconds.