Q. I dread making phone calls. Some mornings I want to do anything except dial that phone to set appointments. How can I overcome that feeling?
You must build into your schedule time to set appointments because that’s how sales are generated. A lot of people have phone reluctance. This is where you know what you need to do, but you have a block that prevents you from picking up the phone and making calls.
Michael Dornfeld, a former regional sales director for a large LTC brokerage and now a New Jersey agent, explains that it comes down to fear of rejection. But they are not rejecting you. People are programmed to get you off the phone quickly so they are not taken advantage of. Once you understand and accept this, it will make it easier for you to persevere. Here is Michael’s simple rule for the telephone: Some will respond, some won’t. But so what? Someone else is waiting for your call.
According to him, you need to believe that you’re probably the only person who will ever have the chance to talk to them about this difficult subject. You have the answers to their problem. Have the attitude that they are very lucky to have you helping them with their issues (needing LTCI). Once your beliefs are in check and you are in congruence with the sales process, the dials are much easier to make.