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Here's what top industry leaders have to say!
"...a comprehensive in-depth analysis of the teleprospecting process that
provides a valuable resource for both insurance agent and the teleprospector...Davis
knows her subject and she knows how to write. The book's
straight-from-the-shoulder style attracts and keeps the reader's interest from
start to finish."
IMMS (P&C)
"An insurance agent or trainer's education on the subject of cold
calling for in person sales appointments is incomplete without a copy of
Telephone Prospecting."
LIMRA (L&H)
INCLUDES:
 Specific
techniques developed by the author over 25 years which frequently more than doubled prior
results
What's new
in P&C and L&H cold calling, and and how the two groups are beginning to
work together
Regional
differences: what does and doesn't work, where and why
Success tips from
professionals throughout the country
How to target
a teleprospecting campaign: how to determine which markets are most receptive, and which
are likely to waste your time
Tools to create
your own complete campaign, from initial concept through post-sale follow-up
Criteria to help
you decide whether to do it yourself, hire your own callers, or use a service bureau
How to hire, train
and compensate quality independent callers
Some of the
freshest, best tools you'll ever find anywhere for dealing with call burnout and
resistance
A new look
at objections: what are they really saying?
Ten telemarketing
(not teleprospecting) tips
...and much more!
Hanging In Through the Hang Ups!
Focus: Personal Growth. You are not
the sum total of how many cold-call appointments you made this morning! In fact, your
humanity--which is what makes you vulnerable to the hammering rejection intrinsic to this
process--can be turned into your greatest strength! This is the starting point on dealing
with call resistance and burnout from the inside out, but it's also important to
master certain behavioral externals, to carry you through until you do "get
it"--inside. However, it's also important to master certain external
"tricks of the trade" in your presentation, because they definitely will enhance
your success rate, which of course helps you to feel considerably more confident in
each succeeding call.
This material is based largely on the last two chapters
of the book. According to FORUM (LUAC, Canada): "Chapters 12 to 14 (the last 3) are
the most interesting....they deal with...the psychological motivation of dealing with the
hang ups!" And, according to Price Gaines, former L&H editor, THE NATIONAL
UNDERWRITER, "The last two chapters alone are worth a two-year lecture tour."
While the supply lasts (it is limited!), copies of the book.
Hiring and Managing Independent Callers
Focus: Honing Managerial Skills to Maximize Results. Almost
all industry information on the subject of cold calling comes from service bureaus or
other large-scale operations, in which interchangeable callers read prepared scripts, and this
is virtually worthless if you are hiring only one or a few independent, intelligent
callers to come into your office. In fact, trying to apply large-scale criteria to
independent callers in your office can be harmful; for example, a good independent will
make substantially fewer calls per hour than a caller in a large operation, because
a good independent will spend more time connecting with the right person, get further with
more calls, and will take more time writing up details to help you when you arrive for the
appointment. Learn where to find good callers, how to train them and what to expect, but keep
control of your process. Most outside callers who come into your office are operating
under "plan B", until plan A on what they really want to do materializes. Their
turnover rate is notoriously high! How much data collection is enough, and how much is
overkill, simply detracting from time better spent calling? What data do you need?
How much qualifying is it possible for a non-agent to do, without killing the appointment?
Decision Makers only? Well--sometimes. And how should you pay an
independent? Per appointment can get you lots and lots of terrible appointments, from
callers who could get you only good appointments--but that's not what you're paying
for! And if one caller calls for more than one salesperson, how do you divide the
appointments? Pros and cons of service bureaus will be included, along with many
other comparably important and often confusing issues, which frequently are not thought
through until the whole operation falls apart.
THE INSURANCE AGENT'S GUIDE TO TELEPHONE PROSPECTING
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