When an agent or appointment setter calls a lead to set an appointment, this is the first impression that your lead gets of meeting the agent. Many people in today's society, especially seniors, crave genuinely friendly conversation and interaction with others.
From the moment your lead picks 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. This friendly approach is the most basic key to success.
Here are some more helpful hints for setting finale expense appointments:
- Don’t answer the phone as if you already know them. This confuses people and makes them feel tricked.
- Be humble. For example, start a conversation with, “I'm 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.
- Also remind them the appointment is only 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 to much in detail and try to word it in a way that they think it's more than just a life insurance plan. Many final expense plans offer more than just life insurance.
- If they want specific details, an appointment setter can explain that they only schedule appointments and the representative can tell them which programs they will qualify for and give
- It's best to divert away from mentioning that the agent is selling something. Otherwise, they'll be on guard.
Here are helpful words to use:
- "Program" instead of "plan". This helps people not to feel pressured.
- "Qualify" and "benefits". People like to know what they are going to get out of something.
- "Representative". Always say we have a representative who 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.