This weeks tip comes from the Heartland's Kelly Malan. Kelly continues to be a top performer and extremely well balanced month in and month out. Currently Kelly is leading the Heartland with a 67% hold rate and a 24% present rate. He was kind enough to offer us a tip that he believes has helped lead to his success on the phones. Here is what he had to say:
"If I could share any tip, it would be to try and spend at least a minute or two asking clients about things they are currently involved in, if they have thought about getting things in writing, etc. They usually tell you about anything ranging from working in the garden, to something more serious like a recent death in their family. I try to share any of my own experiences that relate, and I when it's prudent I use humor as often as possible to help them relax. I want them to know I care about what's happening in their lives and I'm not just some guy trying to get an appt. No matter what I talk about with them, I try to circle back around to why I'm calling as soon as I can, and I tell them how important and helpful this can be. I also try and say that it's cost and obligation free in the beginning and at the end of the conversation. Overall, more time spent talking leads to a higher hold rate; as well as a better quality appointment, and it makes the day more enjoyable too!"
Thank you Kelly for being willing to share your tip. Can't wait to see where your hold rate will be this month!
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