It is late Wednesday night and I’m writing this post from the house I grew up in, back in Polbeth, West Lothian.
I bought a few leads and a very cheap flight and made my way up to Scotland. I was pretty lucky as I had arranged a day’s training in Glasgow on the Tuesday.
I had bought eight leads and phoned them all. I had figured at £20 each lead plus a £24 return flight that I’d be quids in, provided I converted a couple of them. However two of them never answered after repeated attempts, so I left them messages. Another one would later fail to be contacted. I arranged appointments with four of them on the Wednesday.
I printed off all the paperwork and Tanya dropped me off at Bournemouth airport on Sunday night. A couple of hours later I was being picked up by my Dad at the other end.
I met up with Debbie on the Monday and went through the business. I showed how to process claims and what to tell the customers. It was pretty good and I fairly enjoyed it. She had just joined the company last week and was looking forward to some training tomorrow afternoon.
On Monday night my Dad and I did a bit of father/son bonding, reminiscing and drinking whisky to the wee hours of the morning. It was a pleasant time.
The following afternoon we arrived at a hotel near Glasgow Airport and spent the afternoon in the company of the trainer and ten enthusiastic salesmen (and women). We went through the processing of claims, how to generate leads and he updated us with the latest developments within the industry. It was pretty interesting, especially when I heard that the company had yet to lose a Credit Card compensation claim AND that we could tell our customers this. That did excite me ! I was also told about Monday night’s Panorama which I watched a bit later courtesy of the BBC iplayer and sure enough, it only reinforced what I knew was going on with Credit Card compensation claims. You can have your balance cleared off your credit cards, it is not a question of how but merely a question of when. Tremendous stuff ! What we are doing with this business is quite amazing and is a huge opportunity. I left, sufficiently educated and fired up. I know this is a great business to be in during the Credit Crunch and beyond. Debt is big business.
Wednesday morning was busy. I was inundated with phone calls, all Property related and all problems. I really am beginning to hate everything to do with Property.
One of my new customers called me, she was very open and honest and had a number of reservations about what my new company were able to do. This was an interesting challenge for me. She asked me why we were not FSA regulated, she was also concerned about giving out bank details etc… They were all legitimate questions and I answered them as best I could though I had to get back to her on the FSA question. It worked though and she wanted to see me before I returned home, back to England, tomorrow morning.
So I had four clients lined up. 3pm, 4pm, 5.30 and later. Around 60 miles between them all. It was going to be tight !
The journey out to my first client was slow, we got stuck behind a tractor and we arrived about 20 minutes late. Not a good start. On top of that I had earlier realised that I had informed the lady that one of the 2 products she was claiming was refundable, when in fact, I was mistaken and it was not. I explained my mistake and she was happy for me to proceed with the paperwork. She was a lovely lady and I was pleased to be helping her (and myself). Unfortunately when we left, I realised we had been in there for an hour and a half and should have been with the next client nearly an hour ago. Lesson 1 is give yourself at least one hour with each client and 30 minutes in between.
I called up my second client, apologised and got over there as quick as we could. She too was very pleasant and I processed her paperwork much quicker but failed to check my paperwork and realised I was one form short. I am now going to have to email it to her and get her to sign and return. Lesson number 2 - always double check your paperwork before visiting a client.
Now I had another problem as client number 3 wanted to see me in the presence of her husband and now he was out. I had arranged to visit her anyway, complete her paperwork and leave his. Just as we arrived at her house, I found a message on my phone, she wanted to re-arrange for another time. Lesson number 3 - be prompt, professional and give the customer what they want.
I figured that she was uncomfortable and unsure and felt a little rushed. That was fair enough so I arranged to come back to her at a later date.
My final customer was 60 miles away, back towards home and Debbie dropped me off in the rain, near their house. They made me very welcome and set out to dissect me, the company and the processes. I could see they were not ready at this stage to sign anything so I went through the paperwork and answered all their questions. I left them plenty of information so they could do their due diligence on the company and what I was doing. I think I did a pretty good job, built rapport and left them the paperwork. I believe she will get back to me and I’ll process their claims. The lesson here is don’t expect everyone to sign up there and then, some people need a lot of persuading, others do a lot of due dillgence.
My Dad picked me up at 10pm while I ate my chips. It had been a long day.
I do feel a little disappointed, out of the eight leads, I have only converted two but I shouldn’t be too despondant, after all when I look at what I’ve just achieved….
- Debbie, a new Representative that I’ve introduced and help train.
- Commision of £365 next month.
- Bonus commision of £1000 next year.
- A Christmas bonus of £500 next year.
- Potential further shares.
- Valuable experience and further knowledge and confidence.
On top of all that I have now been given the go ahead to proceed with eight more mortgages and three credit cards from another client as well as being invited to have a consultation with two more clients. I shouldn’t be too unhappy !