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June 30, 2012 at 08:00 PM
In response to “Increase sales by saying no”
You’re right on target. Many salespeople spend too much time on unqualified leads. The good news is that when we receive a referral introduction to our ideal client, we fill our sales pipeline with only qualified leads. We save time and work with great clients.
Joanne Black
I agree with this wholeheartedly. Just two weeks ago I had to drive to another town about 40 miles away to see an elderly lady of 83. I did this because I knew the family and she was the mother and mother-in-law of my clients.
Our appointment was set for Monday at 3:30 p.m. I sent a reminder note and called the day of meeting and left a voice mail with a request to return the call. I did not hear from them so I assumed they forgot. I got a call later that night from the son. He said he was held up at work. I asked if he had a cellphone to let me know of this. He said he did not want one.
So I asked if we could move the appointment to Wednesday at the same time. He agreed.
I met with the mother and she had a whole host of health problems. So I needed to call the home office to get guidance. But I could not get the right person. So I had to complete the interview and applications the next day. I was so glad to get out of the home. Why? The daughter brought in three small, very noisy, uncontrollable children. The next day I called agent support only to find out the lady is not insurable. So I passed her name along to another agent who likes this kind of business. Myself? I am regrouping and increasing my efforts on my high-value prospects and clients.
Wayne Cunningham, CLU
In response to “Aviva: What to expect when you’re expecting…”
