Transcription
So here is how to book an insurance appointment without them flaking. Right now, are you tired of everyone saying, "Hey, call me back at six," or "Call me back at three"? And when the appointment comes up on your calendar, you're so excited. Do you feel like you've locked them down? You feel like they're going to show up, and then, bam, no-show. You call them three times, no answer. But you've thought you've done everything that you've needed to do. You've thought that you said everything you've needed to say to get them there.
I want to share with you how I help that. I have over 50, 60 percent of my appointments show up when I tell them, "Hey John, I'm gonna be calling you here at six. You know, John, if I do this, this, and this, will you be there?" And I'm gonna share with you exactly how I changed my frame, how I went from being an insurance agent who was just letting people off the phone when no one was showing up. I was not able to get any of my appointments to be there, and I was frustrated.
So, what I want to share with you first is the frame of the appointment. One of the biggest things that you need to understand is that the reason why they're not showing up is probably you didn't set the tone right. You didn't set the frame right of why they even need to show up. Why would someone show up for something that's going to be painful? Why would someone want to show up for someone who doesn't sound good? Why would someone want to go ahead and show up to an appointment or a date, let's call it, when it's a crappy restaurant that you know you're gonna eat? Probably won't.
So, what is the frame of the appointment? One of the biggest things that I needed to understand is that I am more valuable. My time is more viable than the client's time. So I want you, and I realized that I am never going to sound needy. When you set an appointment, you're never going to be like, "John, what is the best time for you so I can call you back?" "John, what is the best time where I can call you and you are going to take care of this?" "John, what does your calendar look like? Let me get back on your calendar." Completely wrong. When you, when you, when you give power to the client, they're never going to show up.
The person who has the most power is the person who speaks per spoke. Typically speaks less. Or, for example, if you ever dated someone, the person who doesn't text back so fast, or who isn't as needy, is typically the person who's liked more. Because the reason is, the more needy you are, the less power or value that you will portray. And the goal of setting the frame is that you're powerful, that you know how to help people, that your time is very valuable.
Now, you need to communicate this over the phone to the client so they're more likely to show up. Let me explain how you do this and why it's important that you do it this way. "John, I am just super busy now. John, let me ask you this, is this something that's really important to you? Would you actually need my help? Would you actually need my help?" "Yeah, yeah, I would need your help." "Okay, John, well, if we can't knock it out right now, my calendar is super tied up. I can try to squeeze you back on on my calendar, but I only have like a 15 or 20-minute window later at 6:30 or later at 5:30. But I'm just super busy. Would you want to get back on my calendar, John?" "Yeah, yeah, John, yeah." And John's like, "Yeah, let's do that."
"Okay, John, but before we jump into this, let me ask you, is there any concerns that you have from now and until 2:30 when we have our appointment that you want to go over before we get there?" "Oh, well, I don't know if it's the price. I just want to look at it. I want to think about it or talk to my wife." "Okay, John." And then you can objection handle before you get there. The goal is to handle all the objections before you get to the appointment. The appointment is really just to finish off or solve that final problem.
But what I want to share with you, what I just did there, and what you need to do is you need to have the power. You need to, you need to be the person who portrays scarcity. "John, I am so busy. I am so tied up. I only have about one appointment here later this evening. Do you want to get back on my calendar, John?" "Before we have this appointment, and then when you book it, he picks the time. John, before we, you know, pencil this on my calendar, I just want to make sure, is there going to be any reason that you wouldn't be able to make my appointment slot here at 3:30 this evening? If so, just, John, please let me know. I'm just so busy. I get all these requests from all these seniors, and I just don't want to tie up a spot for someone who's not serious on, you know, on serious on getting this taken care of. Would there be any issues of you showing up there at six or 3:30? Would there be any issues, John?" "No." "They really want." "Okay, John, well, I just want you to know, um, you know, you're important to me. I want you to know I'm going to take care of you. But ultimately, I just want to make sure that, you know, when we have this appointment, that we're able to actually solve your problem. Is that going to be any issues for you, John?" "No."
And that's exactly how you book an appointment over the phone and create scarcity, create value, create that you're gonna help them, and get this person to be more likely to show up on the phone compared to how not to book the appointment. Let me just give you the comparison. "John, can I, what, what's a good, 'Hey, call me back, Peter Johnson, say, call me back, Peter.'" "Okay, um, John, okay, when can I call you back? When's a good time?" "I'm gonna look through my calendar here and I'll get you right back on my calendar. Your partner, what's a good time for you?" "Oh, six o'clock." "Cool, cool. I can call you at six, 6:30, um, eight o'clock, whatever is best for you, John. I'll be there." "Oh, six o'clock." "Okay, John, cool. Well, I got you on six. I will talk to you at six, my friend." "All right, sounds good. Bye."
No value, no, no creation of scarcity, no reason for him to show up. And one thing I'm gonna leave you with this little tip. If you're ever giving someone numbers, if you're ever giving, you know, if you're going into, depends on where you are in the sales presentation. So this is a non-generic way to book an appointment. But here's very, very, very important for you. Let's say you get someone some numbers, you give them some quotes, or you know, there's an appointment coming up, and you can feel he's like, "Call me back." On the back, don't give him the quotes, don't give him anything to look forward to. Because if you give him numbers, then he's got to be like, "Okay, he's gonna run some numbers back, and you're any good."
But let's say when you're like about to give some numbers, he said, "Call me back." "Perfect, John. Well, I got some really, really good news. You booked the appointment. Okay, John, when's a good time to get back on my calendar?" "X, Y, and Z." "God, guys, John, really, really, you know, tied up. I'm really busy with, you know, 4:30 or 5:30. Work better for you?" "Okay, 5:30." "Double confirm the appointment. Okay, John, just want to confirm that 5:30 appointment slot. I am super tied up. If you can't make it, is there any reasons you wouldn't be there?" "No." "Okay, John, well, I got some good news for you. I want to give you this little special thing here at 5:30. It looks like you should be eligible for this special package here that is only available for seniors." "Wow, wow, this is looking really good. And 5:30 still works for you, John?" "Okay, good. At 5:30, I'll let you in on kind of what's happened here. This is actually probably going to save you a ton of money. This is looking so awesome. I'll see you at 5:30, John. Gotta go. Take care. Bye."
And then you have left him with a cliffhanger. You have created value. You've created scarcity. You have double confirmed the appointment. You have told him that you, you know, your time is valuable, that you got to run here, and ultimately, you let him, let him with a little treat. "Oh, there might be a reason why I could show up here. This might actually help me, or there's a special thing that actually might put my life in a better position. This meeting might actually benefit me." So now I have actually a reason to show up.
And the reason people are not showing up is because you're not creating enough value in your call. They don't feel like they can trust you. There's no reason why they need to show up. And ultimately, they're, they're not wanting to go on a bad date. And if you can create the frame of creating a positive interaction, or creating a, a situation where it's going to be super valuable for them, and the date is going to be amazing. Let's say you have the hottest guy or girl at the end of that, in that, in that chair, that you're going to the best restaurant, they're gonna drink the best wine, that you're gonna have the best atmosphere, and you're gonna have the best solution to your problem. What are the odds that person shows up? Probably high.
That's how you solve, or that's how you book an appointment without them flaking, selling final expense or life insurance over the phone. Hope this helped. Let's get it. Cheers.