2019 Telesales Revolution

[Rearden]

Expanding on the thought, what all agents should focus on is matching their inherent strengths with the final expense sales opportunity that best matches their personality, character, and goals.

Part of that process is figuring out which sales process leads to superior results, as it relates to the agent's strengths.

For some, it will be telesales. For others, it will be face-to-face final expense sales.

 

[somarco]

Telesales isn't for everyone. I have worked F2F and via the phone. Comfortable with both but hate to spend all day in the car and drive an hour to a no-show.

As long as I have electricity and internet I am good to go. Could be 90 outside or 20. Rain, snow, day or night. Doesn't bother me because I am working from home.

 

[WinoBlues]

@Jeff, and the rest of you

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[NSRH]

These myths that have swirled around concerning telesales have been spread by 1.) F2F IMO's that dont want to disrupt their business model and 2.) Failed telesales agents/IMO's

I think in 2019 we will see a number of larger IMOs try to make a telesales push and even open up some call centers. It will be interesting to watch what happens. Telesales is a total different animal than the traditional F2F operation.

 

[KRobby]

Telesales isn't for everyone. I have worked F2F and via the phone. Comfortable with both but hate to spend all day in the car and drive an hour to a no-show.

As long as I have electricity and internet I am good to go. Could be 90 outside of 20. Rain, snow, day or night. Doesn't bother me because I am working from home.

So are you finding that FE is good product to lead with, given your business model? Or is this more of a random informative post regarding telesales?

 

[DayTimer]

For those who have sold FE both F2F and by phone, how does your presentations to close ratio compare between the two approaches?

 

[somarco]

So are you finding that FE is good product to lead with, given your business model? Or is this more of a random informative post regarding telesales?

I am always random, and sometimes rambling.

I don't write FE but have sold life insurance, medical stop loss, group health, individual health (U65) and Medigap by phone.

FE is just another product. Don't see any reason why it cannot be sold by phone.

I have never been big on cross-selling but do find it more challenging by phone. My sales process is more consultative which generally does not lend itself (in my mind) to stacking multiple lines of coverage.

I am a consultant and adviser, not a policy peddler.

Addressing @DayTimer indirectly, my F2F sales were initially a higher closing ratio than by phone but I can get more accomplished in less time over the phone.

My "system" mostly weeds out the tire kickers so I don't waste much time. The (healthy) folks I do talk with end up buying probably 80% of the time. Retention is high, close to 100%.

If you are not qualifying your leads before driving to see them you probably won't be successful with telesales.

Telesales is really a misnomer in my opinion. You really aren't selling, you are constantly qualifying the person on the other end of the phone. If you are really good at your trade you will either have a valid prospect in 5 minutes or less or you will flush them and move on to the next.

My initial conversation with a QUALIFIED prospect can be anywhere from 20 - 30 minutes. I rarely close on the first call, probably average 2 or 3 phone conversations and multiple emails. Start to finish about 3 weeks to the sale. Some will close on the first call or a few days later. Some won't close for 6 months or longer.

But I never leave my home, the clients stay on the books and many refer others to me.

 

[WinoBlues]

One other thing to consider. In my experience, I don't believe the people I tend to write on the phone are the typical cat pee, single wide people FE guys talk about. All mine have checking or saving accounts we draft from. So, the lead source probably makes a difference.

If FE Telesales were a real option and not just Marketer Speak that is.

 

[somarco]

In my experience, I don't believe the people I tend to write on the phone are the typical cat pee, single wide people FE guys talk about. All mine have checking or saving accounts we draft from. So, the lead source probably makes a difference.

You are probably right.

I don't do DM, TM, door knocking, etc for Medigap clients. They find me on the web or through referrals.

Almost all have a computer, phone that has not been disconnected, a voice mailbox that has been set up and a bank account. While some are on tight budgets no one tells me they can't afford a Medigap plan.

So I am always puzzled at agents that say their clients can't afford a Medigap plan but they have no problem buying a $0 premium MA plan plus dental insurance, cancer insurance, life insurance, hospital indemnity and whatever else they have in their peddlers bag.

 

[DayTimer]

I am a consultant and adviser, not a policy peddler.

See, that's the difference between me and you ...