When calling health insurance leads, “He who asks the most questions wins.” When calling you must maintain control over the conversation to be able to set an appointment. The only way to do this is actually let the health insurance prospect do most of the talking themselves. Remember that most people are on the defensive and are resistant to being “sold” on somethig. The best way to overcome this is to present the attitude that you are there to help them with their health insurance needs. To do this ask open ended questions only.(can’t be answered yes, no, or I don’t know. This will keep them talking about themselves and allow you to find out most of the information you need without them asking too many product specific questions themselves. I am not against telling a health insurance prospect about a product, but you must realize that they are looking for a reason to say no, and you will find out that this comes harder for people if you are meeting with them face to face.
“Don’t waste to much time talking to answering machines, they usually don’t talk back.” There are many opinions on this part of calling health insurance leads. Although I have gotten a few sales from leaving answers, they are not worth investing too much time. If you do leave answers keep it short and simple, like “hello, this is ____, please give me a call when you get a chance at #, bye. Any longer than that and your answer is erased before they even listen to the whole thing.
Now the other thing you need to do is develop a working call script so you can set good health insurance appointments.
Thanks for visiting my Insurance Leads blog.
Cheers,
Mac