When setting appointments with
leads, you must keep in mind that you are going to get objections. The lead is an introduction to a new potential client who has responded for information on what you offer.
No matter what type of lead program you start with, the people who have responded for information will not be waiting for you to call them so that you can stop by their house and pick up a check.
Rather they will be unsure of who you are, what you’re talking about and they will most likely be standoffish. Your job as an advisor is to communicate with them that you are here to help make sure that their money is safe, in order, going to where they want it to when they die, and all without any risk or cost.
No matter what they say, it never hurts to have another opinion to make sure that their current investments mirror what they want for their legacy, or for that matter, it never hurts to look at alternatives that may better help them achieve their goals.
You can help them!
You will get the following objections when you call, as well as others. It’s your job to fully expect to get objections and know how to overcome them or you will never set the appointment.
Memorize these responses or create your own responses to these objections. Internalize them so that when you hear them you can respond. Remember, at this moment, you are only trying to set the appointment!
Keep it in perspective! Your goal for each 5-7 leads is to make one sale. If you do better than that, great. If you fall short, keep going. Never quit! Good Luck!
My name is ___________________ and I am a financial advisor here in (your town). I am calling you today because several weeks ago you responded to a mailer that I sent you offering free financial information on elder law changes.
Do you remember receiving my mailer? (No matter what response keep going)
Unfortunately, it takes the post office a few weeks to return the information
request forms back to me, but I do have your request in my office now. I wanted to call to let you know that I am the local representative responsible for providing you with this information. There is absolutely no cost or obligation for you to receive this information. I just need about 20 minutes of your time to ask you some questions to determine which of our programs you may qualify for. If you qualify, I will be happy to show you how to take advantage of the benefits. The financial review is free. My company pays me to provide this information to you with no obligation.
Would Tuesday morning or Thursday afternoon be more convenient?
“Just mail me something.”
(Client’s name), I would love to mail you a booklet of information. Unfortunately, we have so many different financial programs to choose from, and I don’t know what you will qualify for or what specifically you are looking for. If you will allow me to spend just 20 minutes with you, I will be able to determine what program may best suit you. I will provide you with whatever paperwork is necessary at that time. Keep in mind, your financial review is free and there is no obligation for you to participate in any of our plans. Would Tuesday morning or Thursday afternoon be more convenient?
“I thought you were going to mail me some information.”
I would love to do that, It would make my job much easier, but since there are several topics covered I need to meet with you first so that I can get you the right information. It only takes about 20 minutes to give you the information unless you ask me to stay longer. How does next Tuesday morning look for you, or would Thursday afternoon be better?
“I never mailed in the card.”
You may not remember as it’s been a couple of weeks. Let me ask, are you concerned about the safety of your money? “yes” Apparently that’s the reason you asked for the information. There must have been something of interest to you on the mailer we sent. I’m the person in this area who covers these important benefits that were listed; and I would love to meet with you and make sure to answer any questions you may have. It only takes about 20 minutes to give you the information unless you ask me to stay longer. How does next Tuesday morning look for you, or would Thursday be better?
“I’m just not interested now.”
I can appreciate that. Let me ask you something though. If you were driving down the road and you were approaching a bridge that was about to collapse wouldn’t you like someone to stop you from crossing that bridge? I know it sounds far fetched, but that is what I can help you do for your safe money. It may be that all your bridges are safe, but wouldn’t it be prudent to make sure? When you asked for the information obviously something peaked your interest! It is my job to meet with you and make sure all of your questions are answered correctly. It only takes about 20 minutes to give you the information unless you ask me to stay longer. How does next Tuesday morning look for you, or would Thursday afternoon be better?