Starting the Process of Hand-Dialing Leads
So, in this video, I’m going to be doing some live raw hand dialing. I’m going to share with you how to sell life insurance, and ultimately, I’m going to give you guys the real back end of what it looks like to dial leads closely. Then, ultimately, I’m going to be calling really old two- to three-month-old age leads, and I’m gonna share with you how to get them on the phone, how to master the intro, and see if we can close someone here.
The Importance of Dialing Old Leads
I’m going to go down to a 150-stack of old leads, and I’m just going to give you guys the real, no-edited truth of what it looks like dialing to sell life insurance. I think a lot of people fancy it up, but I’m going to share with you my journey of calling through leads, hand-dialing them, getting on the phone, and then getting them in the clothes here.
Diving into the Lead Pipeline
I want to go into and also just kind of share with you an update of life as we go through here. I’m pulling up all the old leads here that I have in our pipeline, and I’m just going to share with you guys what it looks like to call old leads. How all leads are good leads and, ultimately, how you can turn any name or number into a sale if you just pick up the phone and call them.
The Dialing Process: Hitting the Leads
Let’s go into our shared lead pipeline, and let’s see all the old leads that we’ve got here. We are just going to rock them all, and I’m going to share with you guys the pickups, how it sounds, and all that fun stuff. So we’re gonna pick up and start dialing here.
Using Voicemail Scripts for First Contact
When you’re calling these older leads, you gotta be a little different. You gotta hit them with some “leave a message” scripts. At the tone, I like to leave the best voicemail. “Hey Miss Deborah, it’s Peter. I’m calling about April; please call me back, 443…” I don’t want to give out my number since we’re trying to keep this unedited, but I do have a 443 number.
Handling Objections and Building Rapport
We typically use a CRM, but all you need is some leads, name, number, and some type of interest with outbound dials. With older leads, it’s going to take a lot more calls for sure, more effort, more work, but it will pay off eventually. You just got to do the numbers.
Making the Call: Handling Conversations and Objections
On a call, you need to be persistent. I called Miss Judy and left her a voicemail. Then I went for a triple dial attempt. “Hey, Miss Judy! I was just calling you! You sent this in, huh?” The goal is to remind them that they filled something out. They did some action for us to be calling them.
Navigating the Sales Process
Once you’ve got them on the phone, it’s all about building rapport and finding their pain points. “Are you just looking to cover those burial expenses?” The goal is to discover their motivation and figure out what’s keeping them from moving forward.
Objection Handling and Overcoming Barriers
It’s all about asking the right questions, especially when you get down to the money aspect. “Are your daughters going to be responsible for the burial expenses? How will they pay for it?” It’s all about painting the picture of what could happen if they don’t have a plan in place.
Understanding the Need for Life Insurance
“Having life insurance would help them avoid the financial burden, wouldn’t it? Is there anything else that’s on your mind?” Once you’ve helped them understand the importance of having insurance, you can move on to closing the deal.
Explaining the Options: Presenting Solutions
At this point, I explain the coverage options available. “So, Miss Jeanette, I’ve found the best option for you. We’ve got a $10,000, $15,000, and $20,000 option.” This helps to narrow down their choices, especially when you focus on the options that are most appropriate for them.
Handling Final Objections and Closing the Sale
The biggest challenge comes when it’s time to get them qualified. Sometimes, it’s about negotiating. “Do you think the $10,000 for $53 a month is too much?” It’s all about finding the balance between their needs and what they can afford.
Conclusion: The Importance of Persistence
At the end of the day, it’s all about persistence. You just keep dialing. The next steps are to continue repeating the process—call, call through the list. It’s all about outbound dialing. Ten people may not pick up, but if one person does, and you handle that call right, that’s where the magic happens.
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