Question: I want to improve my closing rate for both face-to-face and Internet appointments. Plus, I would like to increase my one-call closes. Help is desperately needed.
Answer: Yes, this month’s question is from me. In the 14 years I have been writing this column, I have always used questions from agents who have contacted me. Now it’s my turn.
To answer my questions, I turned to Mary Ann DeKing, an agent with ACSIA Long Term Care. She is one of the most successful agents I have ever met.
Not only does she have incredible sales numbers — in 2012 she submitted 359 applications, with sales totaling $669,241 and an 85 percent placement rate — but, even better, she is willing to share how she does it.
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Mary Ann uses a webinar for most of her appointments. Her strategy is to start closing from the time she starts the conversation, by really focusing on what people are saying and trying to meet their needs. Most of her appointments are one-call closes.