BHC's Producer Insights
"Do Successful Producers Set Appointments?"

For Immediate Release
Houston, Texas

Do you hate “calling prospects”? Does the frequent rejection destroy your motivation and put your confidence in a tailspin? If you answered “yes” to either question, chances are you find ways to put off calling prospects. Actually, calling prospects is not a good use of your time. You should concentrate on sales by unchaining yourself from the phone. So why don’t you? Do you think a professional appointment setter is unaffordable? Untrue! In fact, outsourcing prospect calling is cost-effective because more appointments will be set and more sales made. Let’s look further.

When did your medical doctor, dentist or optometrist last call you about an appointment? Never! Most professionals don’t call even when you request. Professionals do not call prospects directly: the function is delegated to others. What’s more, delegating not only frees up time to concentrate on what makes you more money but it promotes your professional image. Delegating the “calling function” sets expectations and implicitly tells prospects that you are extremely busy and must carefully allocate your time. In other words, meeting with you is time well spent and benefits gained. In sales lingo “you take it away”. You’re an important person that can help them, but you’ll not beg for business or chase them. This may sound illogical, but it works. Making yourself scarce in a professional way will boost sales.

The professional appointment setter’s only job is to make calls. They are totally focused on making 30 calls an hour and setting 1.5 appointments. They keep careful records of calls, altering the follow up times until they connect and catalog the information learned. In other words, they are both relentless and organized. They overcome objections by saying, “I don’t know”, “that’s a good question, I’ll ask and get back to you” or “Mr. Pro will address that point”. Most professional appointment setters genuinely like what they do, are great listeners and can set appointments when others cannot. They become masters at overcoming objections. You, on the other hand, can’t hide behind “I don’t know” and are generally not as well organized – plus you hate making calls. Furthermore, appointment setters will work for a fraction of the money you can make selling. You have a comparative advantage in sales and this is where your focus must be. Here are the three major reasons for using appointment setters:

1. Your productivity will increase – more appointments means more sales
2. Studies show that separating appointment setting and sales works best
3. You’ll never succeed at something you hate doing

If you give BHC business you earn marketing credits that will pay for your marketing expenses – including a professional appointment setter. What’s more, BHC also provides qualified leads FREE to all active producers who submit business. These qualified leads are then contacted by your appointment setter to schedule a time to meet with you. Yes, the service has a cost but (a) it is cheap at only $599 a month and (b) you can pay with part of the BHC marketing dollars received with every sale. Our latest program focuses on your previous clients and probes for add-one and cross-product sales, with your appointment setter doing the follow up. How much annuity or life premium is needed to cover $599 a month? It is time to boost your professional image and your productivity by unchaining yourself from the phone by working with an appointment setter. Help from BHC is a call away – we look forward to partnering you with an appointment setter.