The secret to setting more appointments in 2011

By Lew Nason

Insurance Pro Shop


Are you setting appointments with only one out of 10 people you talk to? What if you could set two, three or more appointments out of 10? How would you feel about that? What would it mean to you and your family? Would you like to know how? When would you want to start?

Do you even believe it's possible?

One huge reason why most agents and advisers are struggling today is they are missing a crucial insider secret that would enable them to set a sales appointment with almost everyone they talk to. This is especially true about talking to the people they already know: their clients, friends, family and current prospects. Most agents and advisers will tell everyone they know about a great new sales idea or product, but they have to try to convince these people to set an appointment with them. And they wonder why they rarely get the appointment they're looking for.

What the best producers know is that setting the appointment is actually your first sale. If you want an appointment, then you must sell people on why they should meet with you. And that's about asking questions and having a real conversation with them, helping these people to see and understand the problems they are facing today and in the future. If people don't see they have a problem and how you can help them, is there any reason for them to take time out of their busy schedule to meet with you?

Telling is not selling! Stop telling people why they should meet with you, how great you are, and about your fantastic products and company. If you want to set more appointments with the people you know and meet, then learn to ask questions to get people to talk about what they need and want for their family, business and themselves.

Adviser to Mr. Business Owner: "Have you ever thought, if you weren't here tomorrow, what would happen to your business? Who would run the business? What would happen to your income? How would that affect your family? How do you feel about that? Why is that important to you?" And then have a real conversation with them.

Adviser to friend: "Bob, if I may, I'd like to ask you a few questions about your plans for retirement. Are you putting away as much money as you would like to be towards your retirement? How do you feel about that? When would you like to retire? What would you like to do in retirement? Why is that important to you?" And then have a real conversation with them.

By listening to the people you know, you can discover what's really important to them. Then with a little thought, you can come up with questions that will get them thinking about their situation, so you can have a real conversation with them and get the appointment you want.

"Frank, you've been talking about Alex going to college. If you don't mind me asking, have you started saving for college yet? How is it working so far?"

"Bill, you do a lot of climbing in your business. If you don't mind me asking, if you fell off of a ladder tomorrow and could not work for the next six months, what would happen?"

"Alice, are you and Frank still putting money into your company's 401(k)? With the recent stock market losses, how is it doing for you? How do you feel about that?"

If we could show you how to set appointments with almost everyone you meet and talk to...

Who would benefit the most from that knowledge?

Where would your income be a year from now?

What would it mean to you and your family?

Why is that important to you?

How do you feel about that?

When would you like to begin?