Life insurance appointment setting is setting appointments to cover insurance for the insured person’s life. You can set life insurance appointments by conducting demographic research, identifying prospects, and finding their pain points, even if you’re a remote appointment setter.
Considering buying life insurance can be unpleasant. Picture it like this: you don’t enjoy considering the need for health insurance, as it means you’ll suffer from a medical complication. Applying the same line of thinking, you’re not keen on thinking of the necessity of life insurance because it suggests that either you or someone you care about would have passed away.
No one likes to think about their death or the passing of someone dear to them. As a remote insurance appointment setter, your job is to encourage them to think about it. But it’s a challenging task, as the majority of people tend to be naturally hesitant to discuss life insurance.
You have to think creatively and follow effective strategies when you call prospects for life insurance appointment setting. This blog will teach you nine strategies on how to set life insurance appointments for a remote appointment setter.
1. You Need a Clear Idea About Life Insurance
Before you start calling prospects, you need to have a clear idea about what life insurance is, how it works, and what benefits it offers. You need to be able to explain life insurance in simple and understandable terms and answer any questions or concerns that prospects may have.
Furthermore, you must know the different types of life insurance products, such as term life, whole life, universal life, and variable life. You have to understand the pros and cons of each product and how they suit the different needs and preferences of prospects.
By reading books, articles, blogs, and podcasts on the topic, you can learn more about life insurance. You can also consult with experienced agents and mentors who can guide you and share their insights and tips.
2. Demographics Research
After getting a clear idea of life insurance, you have to do some demographic research on your target market. You need to identify the characteristics and behaviors of your ideal prospects. Find out about their age, gender, location, occupation, income, family status, lifestyle, interests, and pain points.
By knowing this information, you can segment your prospects into different groups and categories. Additionally, you can customize your message and offer to each segment. It will help you figure out the best ways to reach your prospects and increase your response and conversion rate.
You can use various sources and tools to conduct your demographics research. Your company’s CRM system and database play a vital role in researching demographics. Online directories and databases, such as LinkedIn, are also helpful. Moreover, you can look into social media platforms, online forums, communities, surveys, and reviews.
3. Identify Prospects
Once you have done your demographics research, you need to identify the prospects who are most likely to be interested in and qualified for life insurance. You must filter out the prospects who are not a good fit for your service.
Start by identifying their level of awareness and interest in life insurance. Try to find out if they’re searching for information, asking for recommendations, or requesting a quote. Also, life events and triggers, like getting married, having a child, buying a house, starting a business, or retiring, can help in identifying prospects.
Lastly, look at the level of engagement and interaction with your company. Keep a close eye on if they’re visiting your website, following your social media, or subscribing to your newsletter.
4. Find Out Your Prospect Pain Point
After you have identified your prospects, you need to find out their pain point. A pain point is a problem or challenge that your prospect is facing or wants to avoid and that your service can solve or prevent.
You can find out your prospect’s pain point by asking open-ended questions. It can be about their goals, challenges they are facing or worried about, their current situation and future prospects, or the options they have considered or tried.
You can also use probing questions to dig deeper into your prospect’s pain point. Ask them why it is important to them, how it affects their families, and how they are dealing with this problem. These questions will help you understand their pain points.
Suppose a prospect with two children has expressed interest in life insurance but hasn’t taken any steps. You should ask open-ended questions like this, “I understand that life insurance is on your mind. Can you share a bit about your current financial goals and any concerns you may have regarding your family’s future?”
Then, allow the prospect to express his thoughts and concerns. Actively listening to the prospect without interrupting will help you understand his pain point properly.
5. Solution For Pain Point Why They Need Life Insurance
You have to present your product as the solution for their pain point once you have discovered your prospect’s pain point. You must explain why they need life insurance and how it can help them achieve their goals and overcome challenges.
Once you understand the prospect’s pain point, you need to highlight the benefits of life insurance. Continuing from the previous example, you can do it by saying, “Life insurance can provide financial protection for your family in case of the unexpected. It can help cover mortgage payments, education expenses, and daily living costs, ensuring that your loved ones are taken care of.”
6. Make Personalized Scripts Based on Your Research
After you have presented your solution, you need to make personalized scripts based on your research. A script is a pre-written message that you can use to communicate with your prospect via phone, email, text, or social media.
Here is an example of personalized scripts based on the steps above:
Example: Phone Script
Hi John, this is Alice from ABC Life Insurance. I’m calling to follow up on your inquiry about our life insurance products.
As we discussed, you are looking for a way to protect your family from the financial risks and uncertainties of life. You have a wife and two kids, and you want to make sure they are taken care of in case something happens to you.
I have a great solution for you. Our term life insurance policy can provide you with a high coverage amount at a low premium rate. You can choose the term length and the coverage amount that suits your needs and budget. You can also add riders and benefits to customize your policy.
With our term life insurance policy, you can:
- Provide your family with a lump sum payment that can cover their living expenses, debts, education, and other needs
- Protect your family from the rising costs of inflation and healthcare
- Enjoy peace of mind knowing that your family is financially secure
I’m sure you are interested in learning more about our term life insurance policy. How about we schedule a meeting for next Tuesday at 10 am? I can show you a personalized quote and answer any questions you may have.
Does that sound good to you?
Great, I’m glad you are interested. What is the best number or email to reach you at?
OK, I have booked you in for next Tuesday at 10 am. I will send you a confirmation email with the details. Is there anything else I can do for you?
Thank you for your time and attention. I look forward to speaking with you soon.
7. Find the Best Time Of The Day To Call
The optimal moment for making cold calls is when your potential client is most likely to pick up the phone, engage with your pitch, and be open to scheduling an appointment with you. However, pinpointing the best time to cold call can be influenced by various factors.
It is crucial to take into account the time zone and daily schedule gap between you and your prospect. Consequently, it is important to avoid contacting them too early or too late. As well as during their designated lunch breaks or dinner periods. It’s essential to adapt your timetable and availability accordingly.
Moreover, consider the professional and personal commitments and routines of your potential client. Avoid making calls during their work hours, meetings, or family time. Instead, identify periods when they are likely to be available or at ease, such as before or after their work hours or during breaks.
8. Build Trust With Your Prospects in The Beginning
When you call your prospects, you need to build trust with them in the beginning. For most agents, it takes 3 to 4 leads to set a life insurance appointment. So, you need to make a good first impression and establish your credibility and authority.
You have to show your prospects that you are not a spammer or a scammer but a professional and reliable person who can help them. Try to speak clearly using a friendly and confident tone of voice. Then, briefly introduce yourself and your company.
Building trust with your prospects, in the beginning, will help you break the ice and warm up the conversation. It will reduce prospect resistance and hesitation and increase their attention and cooperation.
9. End With The Question
After you have built trust with your prospects in the beginning, you must end with the question. You need to ask your prospects to take the next step and book an appointment with you. You need to close the deal and secure the commitment.
Always end your calls for appointment setting with the question that proposes an appointment. For example, you can say, “I’d love to share more information with you and explore how life insurance can be tailored to meet your family’s specific needs. Would you be open to scheduling a brief appointment, either in person or over the phone, to discuss this further?”
Life insurance is a vital product that can provide financial security and peace of mind for your prospects and their families. But, many people are unaware of the benefits of life insurance.
As a remote appointment setter, you have to reach out to potential customers, educate them about life insurance, and persuade them to book life insurance pre-set appointments with a qualified agent. It requires a lot of research, preparation, and persuasion skills to convince prospects to schedule an appointment with a life insurance agent.
Following the steps and tips provided in this article, you can set more life insurance appointments and increase your success rate. You can also use various tools and software to automate and optimize your process and performance.