Door Knocking Final Expense Leads - YouTube

did you know that most final expense sales  come from door knocking the prospect's house  

with a direct mail lead card in hand matter of  fact guys if you're new at final expense sales  

and you're not door knocking all your leads  for the first couple of months you probably  

already have one foot out the door and  are thinking about doing something else  

the truth is our industry is a boots on the ground  business and it is absolutely my opinion yeah i've  

got a lot of those that unless you're working at  least 30 direct mail leads each week you really  

have no business calling them anyway i mean 15  to 20 final expense direct mail leads each week  

it's just not enough leads to keep you busy full  time it's not real quick in this video i'm going  

to show you the correct way to approach each  house you know for the door knock the technique  

of proper door knocking what to say when you're  at the door and how to deal with objections you  

know people that try to get rid of you or even if  they just won't open the door and guys before we  

get started if you stick around all the way to the  end of this video i'm going to show you how to get  

a copy of the objections superfile this thing has  scripts that you can use to overcome objections  

while door knocking your leads calling to set  appointments and even how to deal with objections  

while you're trying to close the sale so let's  roll the introduction and get this video happening  

Doug Massi here and if you're in the need of final  expense sales training i highly recommend watching  

the playlist called fe training 101. it's linked  right here so you can always come back to this  

part of the video later and this is what i'm  going to ask you to give us a big ol thumbs up  

and subscribe you know so that you're notified  each time we put out a new final expense sales  

training video let's talk about the correct way  to approach each house and i'm gonna make a few  

suggestions about that first wear your company id  badge around your neck and if you don't have one  

just make one with a word document it's really  not that hard a professional looking id tends to  

help you look a lot more official and it might  even help to keep people from messing with you  

especially if you're outdoor knocking in  potentially dangerous parts of town second only  

approach the front door with your leads in hand  something to write your notes down on and maybe  

a pen i like to have the medical questions page  with me too i keep a bunch of them in the back  

and third yes i do tend to give a little wave when  i get out of the car and i also will like wave at  

the peephole a couple of times you know while i'm  standing there at the door knocking i like to do  

the old ta ta tat door knock okay let's get into  what to say when they actually come to the door  

if for some reason they start asking you questions  from the window or the other side of the door  

i softly say it's doug i'm here with your  benefits i'll even point to the lead card  

the key is not to raise your voice and comply with  them get them to open the door take a couple steps  

back and say hi sandra my office sent me here to  go over the benefit information with you this is  

the card you sent in i'll then say something like  then i say it'll just take a few minutes to go  

over this with you and i start motioning towards  them as if they're inviting me in most of the time  

they will actually move to the side and open the  door for you to come in and this actually works  

with a printout of the final expense facebook  lead and even a printout of a telemarketed lead  

if you want to door knock with those when using  the telemarket lead to door knock i'll point  

to the printout of the telemarket lead and say  something like remember you spoke with tom selleck  

on thursday night he told you that i'd be getting  back to you man you are a tough cookie to get a  

hold of now this is important before i get into  the correct way to deal with any objection that  

they might actually throw your way you need to  understand something do i have your attention  

when i lived in the miami area people were just  kind of nasty i mean getting them to open the door  

was a chore in itself once marianna and i started  traveling around the state really around the  

country we realized that the rural areas towns  and small cities were a lot easier to sell in  

people that live in the big cities and major  metros are just a lot harder to sell to than  

the people in those rural areas it's this big  city mentality my point is if you're having a  

hard time even getting in the door assuming  that you're competent it could actually be  

that the area you're working is just a hard place  to sell in thankfully not all cities are like this  

for instance selling in tampa florida is a lot  easier than selling in fort lauderdale florida  

and they're both major metros well sort of so  guess what yeah part of your learning curve may  

actually be learning to find the easier places  to sell in for the agents that are on our direct  

mail leads program i do have a way of helping  them to find these better areas so that way my  

agents can avoid the more difficult places it's  all about the data baby this kind of specific  

data targeting can only be done with direct mail  leads not the final expense telemarket leads and  

no you can't do it with the facebook leads either  just one more reason that the final expense direct  

mail lead is still the king of leads if you're  working direct mail leads paying around 35  

each for each of those and your upline manager  isn't helping you to target specific areas  

that are more conducive for better final  expense production then you might not be  

with the best insurance agency my guys are  targeting the best markets with the easier  

places to sail and they're getting all kinds  of low-hanging fruit here's a couple more tips  

one never let the prospect get rid of you  with the premise of setting an appointment or  

calling them later at the front door the knee jerk  reaction is always to get rid of the sales agent  

push your way in now it doesn't matter what excuse  they have we're getting ready to leave we got  

company my wife's not feeling good now's just  a bad time can you come back later whatever the  

excuse let them know that you just drove a long  way to get here jerry you are impossible to get on  

the phone brother i'll tell you what i'll give you  the short version so that i can tell my boss that  

at least i did my job and that way i don't have to  drive back and forth i'll make it short and sweet  

where can we sit down real quick see how i kind  of started walking towards them as i pushed my  

way in and if they still don't let you in just  use the technique that is in that overcoming  

objection zip file that i mentioned earlier now  like i said i'm going to show you how to get  

those very important scripts in a minute and the  last tip i'm going to give you never never never  

mention the word life insurance at the front door  just don't do it bro look nobody really wants  

to talk to a life insurance agent big freaking  surprise there right just be as vague as possible  

let them know you have the state regulated benefit  information that they requested and once you're in  

the house making your presentation take your time  even though you're giving them the short version  

and don't even mention the words life insurance  until you're well i do it when i'm explaining the  

difference between whole life insurance and  term life insurance literally i mean that's  

literally the only time that i mention the word  life insurance never on the phone when setting  

appointments never at the door while talking my  way inside for a copy of that objections superfile  

that i mentioned earlier just email me at doug  ufesonline.com and guys if you'd like information  

on being one of our contracted agents which does  give you higher commissions and access to the best  

direct mail leads program in the industry just  shoot me an email at that same address remember  

when you put the needs of your clients first  everything else will usually fall right into  

place now get out there and do something  good for someone today happy hunting