A Question About Selling

[nwinsuranceguy]

I work for an all lines agency but am not licensed so basically I appointment set. The problem I am running into is the owners of the company I work for want more under writing done on the appointments I set, which from a sales perspective makes things hard. below is the new process they want me to follow, I would love your opinion or feedback

1. Call customer (either cold or warm it doesn't matter) gather basic information or as much asthey are willing to tell me and set the appointment

2. Take information to owner to discuss see if the answers they gave raise any red flags

3. Call back and either confirm the appointment the day before or based on the meeting with the owner call back sooner and ask more questions.


Basically they don't want to waste time going out on appointments with people "we can't help" I say there is risk on any appointment you go on and calling them twice before even meeting to get that much information is not smart and might upset the customer "why are you asking me so many questions if we just set an appointment to talk about this."

Thanks!

 

[briko3]

The only way I would put up with that if you were calling me is if I didn't think I could qualify for insurance...haha.

 

[Josh]

I think you're working for people who don't understand the business. They want you to basically sell it before they get there? At that point, why don't you get licensed and keep the commission since you're doing 90% of the work?
Maybe I've been making a mistake for over 5 years, but if someone is interested in meeting with me to discuss insurance on a favorable basis then I think it's more than worth the time to talk to them. Maybe I can't help them then, but I can help them later. Maybe they can give me referrals? Both have happened and frequently enough where any time spent with people "I couldn't help" has been a solid investment in those people helping me find new clients. Just some thoughts.