2019 Telesales Revolution

[somarco]

You can continue to critique what i do

No critique. Guess you are overly sensitive. Just trying to understand your process since your summary is a bit obtuse.

Clients go online to buy life insurance for convenience

But if they are buying online why do they need or want an agent?

 

[Rob Lion]

No critique. Guess you are overly sensitive. Just trying to understand your process since your summary is a bit obtuse.



But if they are buying online why do they need or want an agent?

I don't have a clue i'm not an agent.

 

[somarco]

I don't have a clue i'm not an agent.

We already have someone like that posting here. Maybe you two should form a club.

 

[Rob Lion]

We already have someone like that posting here. Maybe you two should form a club.

If you were to ask why someone would want or need to work with a broker i could answer that for you.

 

[KRobby]

Damn being a quote engine got me over 20k in AP last month so i guess i'll just keep doing what i'm doing.

That's fine, but doesn't really clarify the process you're using. So your mission is to ask questions to the long lineup of buyers to filter them into buying the right product? Is that basically the setup?

 

[Rob Lion]

That's fine, but doesn't really clarify the process you're using. So your mission is to ask questions to the long lineup of buyers to filter them into buying the right product? Is that basically the setup?

You don't prequalify your clients before spending time on them? Why do they need life insurance? can they even qualify for the amount they need? can they afford what they need?. It is your job to figure this out.

 

[KRobby]

You don't prequalify your clients before spending time on them? Why do they need life insurance? can they even qualify for the amount they need? can they afford what they need?. It is your job to figure this out.

Of course. I'm asking about the step before that. Since you don't lead with a particular product, market, or pitch, via call or mail piece, how do you find these people that are readily willing and excited to provide thorough answers to these questions other letting them know you're an insurance broker?

 

[Abrasax]

The successful telesales recordings I've heard tended to require more brow-beating and rebutting than F2F sales. Not sure how common this is but it's one of the main reservations I've had. I use more of a consultative approach and I don't think I'd be successful if it required coercion. Anyone who has done both that would like to share their experience?

 

[Rob Lion]

Of course. I'm asking about the step before that. Since you don't lead with a particular product, market, or pitch, via call or mail piece, how do you find these people that are readily willing and excited to provide thorough answers to these questions other letting them know you're an insurance broker?

Join a telesales imo and find out.

 

[JRoot]

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.

Low persistency in final expense WAS a natural thing because no one has ever focused on training the independent channel on telesales. I'll agree that there are telesales agents with lower persistency but they were never properly trained.

There's no secret -you just need to sell correctly. I bet anyone with low persistency quotes within 10 minutes and doesn't build the amount of trust needed to properly sell FE over the phone.