Anyone Have Experience Presenting FE in a Group Setting?

[Jake07712]

I'm older than dirt, and I'll tell you some of the things that turn me off: I hat the term 'senior citizen.' ' senior is o.k., 'folks of retirement age', not bad, I use 'people between the age of 55 & 80.' Also, don't talk down to me. Just because I've been around a lot longer than you have, don't talk down to me. I'm not an imbecile. I may be stupid, but I was just as stupid when I was younger, it's nothing new for me. I usually tell my clients t stop me if I'm not making myself clear. "You know folks, I talk about this everyday, and I sometimes forget that the people I talk with are not familiar with some of the terms I use. So if I forget myself, please don't hesitate to stop me."
Unfortunately, most advise written about selling to 'seniors' are written by 'juniors who think that we're all cognitively impaired, hearing impaired, or both,

 

[rbrewer]

You also might want to offer to look over any polices they already have as many people have a term and are not aware until they start getting the price increase, I would work that one into a story.

 

[coloradoseniormarket]

I'm older than dirt, and I'll tell you some of the things that turn me off: I hat the term 'senior citizen.' ' senior is o.k., 'folks of retirement age', not bad, I use 'people between the age of 55 & 80.' Also, don't talk down to me. Just because I've been around a lot longer than you have, don't talk down to me. I'm not an imbecile. I may be stupid, but I was just as stupid when I was younger, it's nothing new for me. I usually tell my clients t stop me if I'm not making myself clear. "You know folks, I talk about this everyday, and I sometimes forget that the people I talk with are not familiar with some of the terms I use. So if I forget myself, please don't hesitate to stop me."
Unfortunately, most advise written about selling to 'seniors' are written by 'juniors who think that we're all cognitively impaired, hearing impaired, or both,

Couldn't have said it better. This age group has seen more and experienced more - especially with economic downturns. Ask about the composition of the group -backgrounds and such. Treat them with respect.

 

[Rearden]

I like referring to them in person as "old people" or "old timers."

 

[WinoBlues]

I like referring to them in person as "old people" or "old timers."

And we like to tell you that finger is stiff like due to arthritis.
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You also might want to offer to look over any polices they already have as many people have a term and are not aware until they start getting the price increase, I would work that one into a story.

I was invited to join the Moose Lodge recently by a client. After the the meeting the whip and I were sitting at a large round table with our sponsors. They introduced us and that I was their Life guy. After the jokes and a couple beers it wound up a freak'n 2 hour insurance seminar. Exempt for my clients my wife was the youngest at age 50. We offered to do some policy reviews but only if they called me. I was not going to be that insurance guy that pesters them to death. We have two families in underwriting from that sit down.

And you are correct. One family had JNL term about to term out the other had Allstate UL/term that was imploding.

I was taught how to work a debit by using policy review. I also learned all the hard closes. I am lazy and do the reviews. The hard closes are just to much work long term. I do not want to have to resell something at delivery.

Only one of these went FE though due to health.
Policy reviews.

 

[moonlightandmargaritas]

I was taught how to work a debit by using policy review.

Like a trip down Memory Lane. When I started as a debit guy with Pru, they taught us to make appointments for reviews by asking, "how did you choose your settlement option?"

 

[WinoBlues]

Like a trip down Memory Lane. When I started as a debit guy with Pru, they taught us to make appointments for reviews by asking, "how did you choose your settlement option?"

John Hancock - That one and "We got some financial information from the Home Office I need for you to review and sign". Also an oldie but goodie is Contingent Beneficiary designation.

 

[moonlightandmargaritas]

Also an oldie but goodie is Contingent Beneficiary designation.

"Why did you select ______ as your dividend option?"

 

[WinoBlues]

"Why did you select ______ as your dividend option?"

Did you know the company now has a vanishing premium option? (this was the 80s)

 

[moonlightandmargaritas]

Did you know the company now has a vanishing premium option? (this was the 80s)

Here's the one that got Pru (and others) in deep doodoo circa 1993:

"Were you aware you could get additional insurance at NO out of pocket cost?"

As long as they had at least a couple of month's worth of accumes to pay the premium (or PUAs to surrender) - it was off to the races!