The Phone

Something that every agent has to realize is that this business starts and ends on the phone.  Whether you are successful or not, will begin on the phone.  Some agents that come to this company are the best salesman in the world but fail because they are not disciplined on the phone.  Understand that the phone makes you money.  If you don’t set enough appointments then you will not see enough people.  If you don’t see enough people then you will not make enough sales, therefore, not making enough money.  And nobody came here to not make money.

3 Appointments a Day One of the most important goals you can have is to set 3 appointments a day. 

REFERRALS are the cheapest and highest commissionable lead source at AIM.  By mastering the art of getting, calling and setting referrals, you will make a larger amount of money than a person who cannot do this practice.

BOPS/REPRINTS stand for Blown On Phone.  These are leads that have already been called and for some reason or another they did not meet with the agent the first time.  Whether the client was out of town, sick or just didn’t want to meet.  However there is nothing that says they are not ready now.  There has been a lot of money made from BOPS.

HOTS are a different story.  These are leads that are received every week.  They were just filled out a few days prior and they cost AIM a lot of money.  Treat these with respect.  You will notice these appointments will set a lot easier.  Make sure that you confirm them well.  We cannot afford poor come through.  

CPR stands for Current Policy Review.  These leads are current policyholders that we meet with again and add on insurance.  These are great clients because they already believe in insurance and have proven they make consistent payments.

THE KEY is to not get distracted on the phone.  You have to realize that from 6-9:00 pm Monday –Thursday and 9:00 am – 12:00 p.m. on Saturday are prime time calling hours.  Don’t be distracted while calling.  Every career has something tough to conquer and in this career it’s not getting distracted on the phone.