Selling Will Writing Over The Phone

First of all, how much junk do you receive in your own mailbox, and what's the easiest way of getting a telemarketer off the phone when they've been asked to receive something?

DO YOU MIND IF I ASK YOU A FEW QUESTIONS TO SEE IF THIS A FIT FOR YOU OR NOT OKAY THANKS:

What protection do they have in place at the moment?
Why did they buy that protection/insurance? Tell me more.
What's going to happen to their assests if they don't have a will in place?
What will that mean for their family? Could you give me an example?
How is the family going to manage, and how much is it going to cost them in terms of dollars and the emotional investment while grieving?
What would happen to your investments if someone close were to suddenly pass away?
How do you feel about that?

Make them experience the negative emotions first and they will have the 'Desire' to move back into their bubble of security and control.

If they go to the home of the buyer do they also notarize the will once it's created? Or is the buyer responsible for that?

Wills are scary and can be very depressing for some people but they are a need. Explain to the buyers the will laws within their state as well as the county. State facts about how often wills are disregarded. And of course ask questions that display the importance of a good legal will.

There are what appears to be 3 major holes
in your process...

1 Not enough understanding what the prospects wants
on the first call

2 Sending written material makes them go cold

3 On second call it's hard to recover because you didn't get the first call right.

If you get the first call right, you wouldn't need to send anything in the post
if you got the first call right because you would of found out what the prospect desired most and you would of recommended some options to get the most desired outcome.

Best,
Doctor E. Vile

You didn't define 'target demographic' or said what the brochure said.

I once coached an attorney who sold wills, estate planning.

Among other things, I said: don't sell wills, sell 'take control.'

She got significantly better results...


And match the pitch to them... different pitch for gay couples (that was a few years ago, gays couldn't marry); different pitch for business owners than for teachers, etc.

So, what do you know about them before you call them?

First recommendation is buy lunch for the top closer, become friends, site beside him, listen, listen listen... steal his notebook... you get the picture.

Now a very rough possible approach to get the imagination going:

"Hey Steve, it's Aeren from ABC company. Listen, just calling to apologize for the delay. We had promised to get someone out to you after sending the brochure but we have been swamped. To keep these delays from happening in the future we are now calling ahead to make sure we are on the same page. If you had to choose what would be your number one reason for doing this? Is it to financially protect loved ones? More about keeping the stress and possible conflicts at a minimum or more about your own piece of mind?"

Something like this makes a meeting a foregone conclusion and lets THEM raise there hand about concerns and reasons why. They now pitch themselves, At this point you do NOT need to have any answers. You just say ok perfect, this really helps and set the appointment.

Not trying to be cute, but if you are not a lawyer, how can you answer any questions?

Do you know what Wills cover and do not cover? Wills do not cover everything.

Do you know how your state laws may override any provision in a Will? A person may want one thing, but state law may not allow it.

AarenE, I assume that whoever you are working for is a lawyer or has at least hired a lawyer to talk with people and prepare the Wills. If not, you may be guilty of practicing law without a license.

I believe that the best thing to do is to find out what a person's main concern is, and then set up a time for the lawyer to talk to him/her.

Apparently the laws for lawyer marketing are different in the US than they are in the UK.

I bet they could improve their brochure with a good call to action so
they get more incoming calls. I did appointment setting for a company
where I called people who filled out and sent in a little form. That was still
difficult - a lot of people forgot they sent the form in and/or did not like getting a call.

That's good question.This is something that has affected every person who has made an outbound call at some point in their career – and it affects some people every day! If you’re the sort of person that has to make a large number of outbound calls in which you’re saying the same or similar things on each call, this is probably affecting you right now!

jimbo13 and DABK, you both miss the point. The point is not does he work for a lawyer.

The point is that unless the OP is a lawyer, how can he answer any questions?

For example, the OP calls someone and the person asks "I am in such and such situation, do I need a Will?" How can the OP really answer the question unless he is a lawyer. Law is not simple. It is complex. Lawyers go to law school for 3 years and then have to pass an exam in order to practice law. There is local law, state law, federal law, law made by legislatures, law made by courts, law made by government agencies, rules for evidence, rules for court procedures, etc. The list is almost endless. And facts make a difference. What is correct in one case may not be correct in another case.

Despite most lawyers claim that everyone needs a Will (those lawyers just want to get your money), not everyone needs a Will.

Also, some laws do, in fact, override what a person says in his/her Will. And not everything is covered by a Will.

The best thing for the OP to do is to find out a person's concerns and then set up a time for the lawyer to meet with them.

Apologies for jumping in here.

But I know a fair bit about UK wills.


And one big secret is not to call it a "will" instead say "estate planning" (it's less intrusive and tends not to kick in unwanted thoughts, feelings and comments).

In the UK there are three big emotional triggers.

The first one is - "Have I made all the necessary arrangements for my demise" (can I pop off knowing that everything is organised to minimise the worry and stress for everyone)

Next is "I need to make sure my money and wordly goods go to the people I want them to go to and not to the people I don't"

(it's often the case, even more so when they are asked - that people want specific amounts of money and items to go to particular relations and friends. And they don't want "that bleeping so and so grabbing my gold watch, I want that to go to ____").

The last and most important and many are completely unaware and how critical this is - protect the family home.

If the property is "unprotected" a sale could be "forced" in order to pay for future care home costs for the surviving beloved one.

I won't go into all the legalise in how this can be prevented.

But if all the affairs are put in the right order the house can be "safe"


You can imagine how relieved people are when they know this can be done.

A good telephone script can diplomatically indicate why it MUST be done (with the dire and dismal consequences if it isn't).

And the initial brochure should also highlight just how vital it is.


You may well find people start calling rather than having to be called (be good if you take these call so you can emphasise all the details and set up "red hot, raring to go" appointments and not lose any commissions).

Or start booking the appointments very quickly - again so you get your commission.


Steve

Estate planning details and "protecting" property is not really "common knowledge" in the UK.

Those that are aware - are much more likely to already have a will.

7 out of 10 people in the UK don't.

I didn't suggest "walking on eggshells", and it would make no sense being "afraid or unconfident" - as you said there is absolutely no need to be.

My point was.

The "prospect" is getting a cold or maybe a warm call from somebody they don't know.

Who is talking about very personal details and vividly pointing out what could be a catastrophic financial loss.

So, I said be "diplomatic" because it's really not good to be seen rightly or wrongly as a stranger trying a hard sell scaremongering pitch.

Your suggestion - "tactful" would also be a good tactic.


Steve

Two more tips on the noble art of marketing will writing/getting appointments.

The prospect is in their 20's, 30's or 40's and death is not their foremost thought ("we're living much longer - so for goodness sake no great need to worry about keeling over just yet")

You agree and point out the most likeliest cause of death would be an accident. They are stacks of figures and possibilities that can add credibility to this ("dammit, that could happen, better get my affairs organised")


Another major objection to writing a will is -

"Not necessary, because it all automatically goes to my spouse which is my dying wish, anyway they would kill me if it didn't"

You agree, and then say -"when you both look back over your lives, is their anyone who was very "special" and you would like to thank them (with a gift, or a bit of money) when it's time to say the big good bye?"

The key words to use are "special" and "thank" because it stirs up the emotions. And it really can have a visceral effect (yes I know just reading this has brought people into your thoughts).

And usually the prospects have a "list" of people who meant a great deal to them (who wouldn't normally be beneficiaries).

And voila - suddenly and surprisingly urgently they want them included in their last will and testament.

Which was something they never thought they needed.

But now they really do want it expertly prepared and completed.

Because life wouldn't have quite the same satisfaction, gratitude and fulfilment without one.


Steve

I think you are going to have a rather good week (make that months, even years) starting on Monday! ***

If not, I'll take a break from writing epic masterpieces - and you can take over.

I'll do a quick rewrite of the will writing/estate planning brochure - putting in all the logical and real emotional benefits - and send it out.

And have great fun phoning the prospects and getting the appointments.

Better still just wait for them to call - then book them in.


Steve


*** There is of course a caveat or for will writers a codicil - selling is and alway will be a numbers game.

But if you enjoy making the calls, have a perfect presentation (keep improving it) and of course an outstanding product - the odds of consistently high success go dramatically in your favour.