A Question for You

[Expat]

"Making it" in this business is mostly luck.

Of course the harder and smarter you work, the luckier you will get.

 

[GreenSky]

Complete dumb luck, since 1976.

Rick

 

[xrac]

Mark,

I think you are being too generous. I would say, based just in my experience, that closer to 80% don't make it beyone 12 months let alone 18.

My "secret" is that I had a real job before selling insurance and when I started, I treated selling insurance as though it is a "real job".

I went into it with the intent to build a career not just to make money. I was making money at the job I left to sell insurance. A lot more money than I made the first two years I was selling insurance.

I have never been concerned about "making money". If I do what is necessary and then go above and beyond that, the money will follow. And it has, in spades.

I not only learned to "sell", I taught myself to "give good phone" and learned how to prospect. Anyone can sell insurance, the successful agents are the ones who know how to prospect.

In my experience the biggest group that fails the most often are those agents who are not well organized and want someone else to do their prospecting and set their appointments.

Frank, what did you do before insurance?

 

[arnguy]

I think Frank was a used car salesman (hee, hee).

 

[GreenSky]

Frank, what did you do before insurance?

He told me he spent his time researching what kind of candy little girls liked.

Rick

 

[Frank Stastny]

Frank, what did you do before insurance?

I was vp of governmental affairs and lobbied in Jefferson City and Washington DC. Had the "ride of my life". Loved every minute of it. When I flew places I traveled in private corp aircraft. Even got to sorta kinda fly a helicopter once.

My "job" during the summer was playing in fund raising golf tournaments and giving talks to business groups about the legislative process and how they could have an impact on legislation.

 

[Franz Kafka]

50% of new insurance agents do not make it 18 months in the business. Most of you are the 50% that did make it.

What made you different from the 50% that didn't make it? Can you share with us some of what you have learned in the business or how you made it?

What do you think the 50% of agents that didn't make it did wrong?

I think one has to be either quick with their wits or quick with their feet. If you're quick with only one of em you could survive. If you're quick with both you will be a mega producer. If you're quick with neither you look for a government job.

 

[jaugusta]

Mark,

I think you are being too generous. I would say, based just in my experience, that closer to 80% don't make it beyone 12 months let alone 18.

My "secret" is that I had a real job before selling insurance and when I started, I treated selling insurance as though it is a "real job".

I went into it with the intent to build a career not just to make money. I was making money at the job I left to sell insurance. A lot more money than I made the first two years I was selling insurance.

I have never been concerned about "making money". If I do what is necessary and then go above and beyond that, the money will follow. And it has, in spades.

I not only learned to "sell", I taught myself to "give good phone" and learned how to prospect. Anyone can sell insurance, the successful agents are the ones who know how to prospect.

In my experience the biggest group that fails the most often are those agents who are not well organized and want someone else to do their prospecting and set their appointments.

So can I ask, what is you secret to prospecting?

 

[Frank Stastny]

So can I ask, what is you secret to prospecting?

I will be glad to tell you and I won't even have to shoot you after I tell you.

It really is better discussed over the phone. It is not only what I say but the timing with which it is said. That is hard to explain here.

Give me a call. Early mornings or in the evenings are the best times to catch me when I have time to talk. I'm in Missouri, CST. Seven am is not too early to call.

Keep in mind that I currently only sell Med Supps now so my prospecting is geared to Med Supp sales.

 

[jaugusta]

I will be glad to tell you and I won't even have to shoot you after I tell you.

It really is better discussed over the phone. It is not only what I say but the timing with which it is said. That is hard to explain here.

Give me a call. Early mornings or in the evenings are the best times to catch me when I have time to talk. I'm in Missouri, CST. Seven am is not too early to call.

Keep in mind that I currently only sell Med Supps now so my prospecting is geared to Med Supp sales.

Thank you very much, I'll take you up on that.