Double Your Appointment Setting By Leading with Free Services

People love free. No matter the product, hearing that word will perk someone’s ears. 

And at the very least they’ll want to hear more.

Free is one half, value is the other. Combining the two will entice people to listen to your every word.

Luckily, most insurance carriers now have free services for their policyholders. 

Lead with these.

When I started my insurance journey I was lucky to book five appointments a week. It wasn’t because what I was selling was a bad product but it was specific to people’s needs.

I had to make it a product people wanted. With this carrier, we had a large amount of partners with free services we could provide. I began each conversation with one of these services.

I would start every conversation with my name and the company I’m with then say, “But I don’t want to talk about that”. 

“I want to tell you about this free service we provide.

I started booking on average three appointments a day!

Salespeople are constantly contacting every person you are. You’re rarely the first person these people hear from trying to sell them insurance. 

By offering a free and valuable service upfront, you can help change the disposition of the prospect immediately.

Common free value additions:

1. Medical Bill Saver: My personal favorite. This service contacts medical providers to negotiate the prices of medical bills. These companies usually have a high success rate. On average they will save people hundreds to thousands of dollars. Lead with that statistic.

2. Prescription Savings: Drugs are expensive but there are so many solutions to bring that price down. Speak about that. If your decision-maker has her own prescriptions she takes, show how much money you can save her. 

3. Telemedicine: This has risen in popularity since COVID that most carriers now offer this service. I find this works best with companies who have remote workers since it fits into the demographics of their employees.

4. Mental Health Benefits: There is a rising priority for mental health benefits. So many people suffer from issues that can’t be addressed affordably. Offering services that can cut costs down or make services more accessible can be life-changing for people.

The goal of using these services as part of your pitch is to get an appointment. As a general rule of thumb, you need to build as much value as possible before stating the price. 

They need to understand why it’s worth the dollars spent.

This is also a great reaffirmation for you on how you’re helping the person in front of you. If you're providing as much value as possible to your client you will both walk away from the conversation satisfied.

If you have access to more than one product I would suggest only talking about one in your touch points. If you’re in the appointment let them fly but you don’t want to confuse them before they say yes to a sit-down.

Using these services you can double or triple the value of your product without them spending a dime more.

In conclusion, people love free and valuable products. By showing what you can do for a policyholder before you even speak about insurance, you will program their brain to show more interest in you. And you will stand out more.

Your friendly reminder to provide as much value as possible,

Casey Puckett