Playing around with the script

Just got finished with my hour and a half of calls and after spending the morning following up with previous leads I decided to screw with script. I followed up with around 12 leads I recently generated and set up a solid in-person meeting for Thursday.

Everyone else was "....all looks great - we'll get back in touch with you." Now I really don't mind that but it's just both of our time that's wasted.

Right now I'm tracking 1 out of 8 leads closing from the leads I generate. I, like everyone else, don't really like being told "no" but my biggest pet peeve is following up with people who don't want to be followed up with.

If I'm pitching someone who says no, that's it. It's over - 15 seconds of their time that I wasted and they forget I ever called 5 minutes later.

Don't get me wrong - I'm not looking for every lead to be a deal but I changed my script to be more direct thereby wasting a lot less time with people. I used to call and talk sending new plans and rates. Today I tried:

".........from Maryland Health Plans. I'm calling to see if I can offer my services. I run a local agency and help people who would like to either lower their health insurance rate or improve their plan. What I do is shop all the main carriers and show you the most affordable options..."

So as you can see, this is not a "send you rates" script - this is a "would you like my services" script. I did this for 90 minutes and obviously far more "no's" but the "yes's" are as solid as they get.

Now instead of talking about sending plans and rates I'm talking about what I have to offer in the way of services:

• Searching all the carriers to find the most affordable comprehensive plans
• Take care of the application process
• Provide all ongoing support for any issue - no more calling 800 numbers

Although it was far more no's I really enjoyed talking to the 2 leads about what I have to offer instead of just sending plans and rates.

These are my stats today with this new script - 91 minutes and I actually got 2 leads - don't know why it's only logging 1. As you can see, I was blowing through calls - 249 in 90 minutes. It's because I wasn't wasting time I normally wasted on the "just send me information" people.




I also already got two call-backs but both hit my VM since I actually took a break for lunch. I called back one and just hit their machine but the other one left their cell and email address and wanted the info.

What I think this is gonna be is the exact same amount of time on the phone, same amount of deals, far less follow up.