Been having problems setting appointments with new prospects? Is it the same old thing, they are not interested? I have a complete foolproof way to increase the percentage of appointments from referrals, direct mail card replies and internet leads. If you use this simple method you will see an increase in your appointments, I guarantee it.
First a little bit of psychology, have you ever been introduced to someone and they offer their hand as a hand shake? Of course you have, it is how we maneuver as adults and it is the normal method of greeting someone.
Have you ever been able to NOT shake a person's hand? Try it next time and you will see it is nearly impossible. You simply cannot avoid shaking hands!
Now use that same psychology to making appointments. When you call the prospect and pitch the idea of an appointment change the method in which you offer yourself. Instead of saying that you want to discuss with them the reply card you received or the response to an internet reply say this instead.
"Mrs. Jones, this is Bill Broich. I see you sent in a card requesting information about long term care insurance."
Her reply will either be positive or negative and it should not matter to you. Also if her reply is to mail it, it will not matter either because you will say this.
"Mrs. Jones, I know you would like me to mail the information but I just wanted to come by and show you the type of work I do and to shake your hand."
Whatever the answer or the objection by your new prospect always end the conversation with..."I just want to come by and shake your hand!" You will be amazed at how many prospects cannot refuse that request. Try it and see for yourself.
Bill Broich is thirty year annuity salesman who helps agents generate annuity leads and sales. To discover more visit his website: Annuity Lead Prospecting Methods.
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