2019 Telesales Revolution

[goillini52]

Well, he's contracted with them

Todd....say it isn't so!!!

 

[theinsuranceman]

Jeff, no, I didn't say the opposite.

Listen, I'm not saying you aren't great at what you do and I'm not saying your whole organization doesn't have a great persistency. All I am simply saying is that selling by phone (FE) naturally decreases persistency. I don't care if it is by one percent, it is lower. You can not go by just your organization. You have to look at it industry wide. You may have found "the secret" that your organization uses, but for the most part, the rest of the industry hasn't.

By the way, how long have you been focusing on FE by phone. I know you used to do a ton of term insurance by phone. I was thinking you have only been doing it since you left Pinney. I do understand I can be completely wrong about that.

Somarco: Once again, I'm talking about FE ONLY. That is something you don't do, so I don't understand how you would know.

You asked what I've done in the last 12 months. Not that much, but I didn't realize that all of this has changed dramatically in the last 12 months. If it has, I'll retract everything I've said. But it hasn't, has it?

Todd..please...stop it! You're strutting around up here on a topic that you know nothing about! The only experience you have is what you've heard.

The Powell's were the first group to start selling FE by phone circa 2004. I myself started FE tele-sales in 2005 and have sold a boatload of FE via tele-sales. There is no one on this forum with the FE tele-sales experience I bring to the table.

Persistency is strongly influenced by how the agent sells the product and how they salt the business down with their warm down. Lots of agents, after they have made the sale, are in a hurry to get off the phone (or leave the house if face 2 face) because they are afraid Ms. Jones will change her mind in the next 60 sec. This lack of a warm down invites charge-backs, not the phone.

It was just 2 years ago I was debating JD, Newby, and countless others about FE tele-sales. They were all saying it was a failed business model. Yet now we have other carriers dipping their toe in the water for FE tele-sales. If FE tele-sales was a failed business model then Sr Life would have stopped it long ago.

These carriers that are just dipping their toe in the water will pull out of tele-sales in the near future. Anytime you do something half-assed you'll get half-assed results. Look at some of your favorite carriers who are are slowly exiting the FE arena. They were doing things half-assed.

I know you have a lot of experience about insurance, but your comments show you are clueless about FE tele-sales.

If anyone wants to join my team selling FE over the phone (or face 2 face) please contact me.

 

[Todd King]

Todd, for fun, call AmAm and ask them what they are experiencing as their placement and persistency in the field, then ask what those numbers are for their largest telesales group.

If you don't mind, report back your results.

When you and Jeff want to talk about the entire industry instead of just your own telesales operations, then I'll play this game. Until then, we're just on a different page. We've known for a long time that real call centers do better than the average independent agent. That's not my argument and never was.

 

[Todd King]

Todd..please...stop it! You're strutting around up here on a topic that you know nothing about! The only experience you have is what you've heard.

The Powell's were the first group to start selling FE by phone circa 2004. I myself started FE tele-sales in 2005 and have sold a boatload of FE via tele-sales. There is no one on this forum with the FE tele-sales experience I bring to the table.

Persistency is strongly influenced by how the agent sells the product and how they salt the business down with their warm down. Lots of agents, after they have made the sale, are in a hurry to get off the phone (or leave the house if face 2 face) because they are afraid Ms. Jones will change her mind in the next 60 sec. This lack of a warm down invites charge-backs, not the phone.

It was just 2 years ago I was debating JD, Newby, and countless others about FE tele-sales. They were all saying it was a failed business model. Yet now we have other carriers dipping their toe in the water for FE tele-sales. If FE tele-sales was a failed business model then Sr Life would have stopped it long ago.

These carriers that are just dipping their toe in the water will pull out of tele-sales in the near future. Anytime you do something half-assed you'll get half-assed results. Look at some of your favorite carriers who are are slowly exiting the FE arena. They were doing things half-assed.

I know you have a lot of experience about insurance, but your comments show you are clueless about FE tele-sales.

If anyone wants to join my team selling FE over the phone (or face 2 face) please contact me.

I'm so glad you came to put in your 2 cents. Please read my comment to Ramiz and Jeff above. Applies to you as well.

Until the 3 of you want to talk about the entire FE industry concerning tele-sales, I won't comment anymore as this is just a round about game.

For the record...you 3 are 100% correct...until you talk about what I'm talking about.

 

[Newby]

Todd..please...stop it! You're strutting around up here on a topic that you know nothing about! The only experience you have is what you've heard.

The Powell's were the first group to start selling FE by phone circa 2004. I myself started FE tele-sales in 2005 and have sold a boatload of FE via tele-sales. There is no one on this forum with the FE tele-sales experience I bring to the table.

Persistency is strongly influenced by how the agent sells the product and how they salt the business down with their warm down. Lots of agents, after they have made the sale, are in a hurry to get off the phone (or leave the house if face 2 face) because they are afraid Ms. Jones will change her mind in the next 60 sec. This lack of a warm down invites charge-backs, not the phone.

It was just 2 years ago I was debating JD, Newby, and countless others about FE tele-sales. They were all saying it was a failed business model. Yet now we have other carriers dipping their toe in the water for FE tele-sales. If FE tele-sales was a failed business model then Sr Life would have stopped it long ago.

These carriers that are just dipping their toe in the water will pull out of tele-sales in the near future. Anytime you do something half-assed you'll get half-assed results. Look at some of your favorite carriers who are are slowly exiting the FE arena. They were doing things half-assed.

I know you have a lot of experience about insurance, but your comments show you are clueless about FE tele-sales.

If anyone wants to join my team selling FE over the phone (or face 2 face) please contact me.

Don't include me in your argruement on phone sales. I've argued with you about the validity of the "price guarantees" on caskets, etc. Or selling ONE company to everyone. And probably a million other things. But I've sold enough by phone to know it can be done. I get a million calls a year for agents wanting to sell by phone. I have always referred them to Jeff Root. I tell them he is the best place for the selling agent to be for phone sales just like we are the best place for the selling agent on face to face sales. No one is the best of the best at everything.

 

[NSRH]

When you and Jeff want to talk about the entire industry instead of just your own telesales operations, then I'll play this game. Until then, we're just on a different page. We've known for a long time that real call centers do better than the average independent agent. That's not my argument and never was.

I cant speak for the industry, but I can speak for my organization.

I'll just add this: the turn over rate in the F2F Final Expense sales industry is astronomical. The agents that actually make it 12 months or even 36 months (full time with not other job) are the minority. When you take the ENTIRE F2F industry I think you'd be surprised to see just how low the quality of business is. At least one carrier tells me their F2F placement is in the low 70's.

I'd be out of business with that number and providing free leads.

 

[Todd King]

I cant speak for the industry, but I can speak for my organization.

I'll just add this: the turn over rate in the F2F Final Expense sales industry is astronomical. The agents that actually make it 12 months or even 36 months (full time with not other job) are the minority. When you take the ENTIRE F2F industry I think you'd be surprised to see just how low the quality of business is. At least one carrier tells me their F2F placement is in the low 70's.

I'd be out of business with that number and providing free leads.

Now you are getting to what I'm talking about. You can't just look at a good call center like you and Jeff have and say that it represents the whole industry when it does not.

Look, you won't find anywhere on here where I agreed that FE can't be sold by phone. I've done a ton of it myself as well as Med Supps, so I know that it can be done. I also know that not just everyone can do it. Heck, I've got agents that shouldn't even be on the phone setting a f2f appointment (that's how bad they are).

 

[theinsuranceman]

When you and Jeff want to talk about the entire industry instead of just your own telesales operations, then I'll play this game. Until then, we're just on a different page. We've known for a long time that captive call centers do better than the average independent agent. That's not my argument and never was.

Did you mistype? You appear to be saying captive do better than independent?

 

[Todd King]

Did you mistype? You appear to be saying captive do better than independent?

Good God! If you read that into what I wrote, you must look for justification for what you do in most everything you and everyone else says.

I'm sure you know exactly what I was saying, but if you really can't figure it out I will come back on here and rephrase it so that there won't be any mistake in what I'm saying.

 

[theinsuranceman]

Good God! If you read that into what I wrote, you must look for justification for what you do in most everything you and everyone else says.

I'm sure you know exactly what I was saying, but if you really can't figure it out I will come back on here and rephrase it so that there won't be any mistake in what I'm saying.

I can only go by what you write because I just can't read your mind.