2019 Telesales Revolution

[KRobby]

Don't limit yourself by focusing specifically on FE,

Lead with Life insurance in general. You'll find moments to write FE,IUL,GUL, Term, etc.

Ok, but the thread premise is on the fe telesales revolution. So naturally I thought it'd be appropriate to ask if such results were from leading with fe.
Also, I don't think leading "in general" is very effective to gain interest when prospecting rather than targeting a specific product and market. It reminds me of the brokers that would lead with "a review" or something silly, they'd get blown away by those that would lead with a specific product to gain interest and a chance to ask the pivotal questions.

 

[theinsuranceman]

I have never been one of the naysayers when it comes to selling FE by phone. The right person can do it, but not all agents can.

However, there is one fact that I've always preached. You have to sell more simply because more are going to drop off the books. It's a natural thing that the persistency is lower for phone sales...and yes, it's a fact that has been a problem in the industry that can't be denied.

So, unless you have come up with the secret answer to this problem that the industry has been looking for, it is not a myth.

Todd I've been doing FE tele-sales since 2005 and I disagree with your statement about the persistency. Persistency is mostly influenced by what the agent does during the 10 min after the sale irregardless if face 2 face or tele-sales. Tell us, how many FE tele-sales applications have you closed to come up with these comments.

 

[theinsuranceman]

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.

Well said.

 

[theinsuranceman]

I agree with your thought. I turn away a lot of agents that are looking for an "easy" way to sell. The reality is telesales is difficult to grasp but can def be done. Just need to go in with the right expectation.

Send those agents my way! By the way, how much experience do you have with FE tele-sales? I've been doing it since 2005 and will gladly teach agents how to be successful with tele-sales.

 

[theinsuranceman]

100%.

All the myths being spread by f2f uplines are being busted.

Myth: You can't sell FE over the phone.

Completely proven wrong by so many agents and agencies in 2018. I personally know an independent agent that wrote over $700k in FE premium on his own - all over the phone with high persistency. I work with many others writing $20k+ monthly from their home offices.

Myth: Persistency is terrible. If you sell correctly, it's no worse than f2f FE sales.

There's too many successful FE telesales agents created in the independent channel in 2018 to continue spreading these myths. Which I believe will allow more agents to gravitate to telesales.

In 2018 we all saw Facebook generated leads become popular in the f2f FE channel and seen as a viable way to grow an agents business. The fact that online marketing is now being embraced by the f2f world that's been primarily direct mail leads me to believe telesales will be embraced in 2019.

If you're still a skeptic and want to connect with other telesales agents and learn some best practices, join these 2 Facebook Groups with a bunch of successful FE telesales agents/agencies willing to help.

Digital Life Insurance Agents [Telesales, Tech & Online Marketing]

Final Expense Telesales Revolution

Well said. Let Todd know....lol. (Just messing Todd)

 

[Rob Lion]

Ok, but the thread premise is on the fe telesales revolution. So naturally I thought it'd be appropriate to ask if such results were from leading with fe.
Also, I don't think leading "in general" is very effective to gain interest when prospecting rather than targeting a specific product and market. It reminds me of the brokers that would lead with "a review" or something silly, they'd get blown away by those that would lead with a specific product to gain interest and a chance to ask the pivotal questions.

What i mean't by leading is what you "niche" in. I'm there to point them in the direction of what product they are needing, if you are a one trick pony over the phone and sell someone a FE policy when they really wanted a term i'm going to put you out of business.

 

[KRobby]

What i mean't by leading is what you "niche" in. I'm there to point them in the direction of what product they are needing, if you are a one trick pony over the phone and sell someone a FE policy when they really wanted a term i'm going to put you out of business.

What you lead with to gain interest certainly isn't what you always sell. I'll try to put it another way, on the phone what is your first couple sentences, and are they cold prospects or a form of lead?

 

[Rob Lion]

What you lead with to gain interest certainly isn't what you always sell. I'll try to put it another way, on the phone what is your first couple sentences, and are they cold prospects or a form of lead?

"what i mean't by leading is what you "niche" I don't lead with any specific product i am a life insurance broker. I don't mention any specific product i ask questions and come up with a solution.

 

[somarco]

The right person can do it, but not all agents can.

Truth

 

[somarco]

I don't lead with any specific product i am a life insurance broker. I don't mention any specific product

Sounds to me like you ARE mentioning a specific product. Life insurance.

My market is different but compare my "lead" vs yours.

"You are looking for information about Medicare. How it works, how much it costs, what should you consider. How can I help?"