Avoiding Replacement on Price. What's the Threshold?

[somarco]

I also like the way Newby drops the premium a bit and increases the benefit. It is a benefit sale not a price sale.

Absolutely!

"Oh, Oh, I almost forgot. ....." (In my best Colombo voice)

LOVE the Columbo close!

 

[DayTimer]

The term that get's me everytime is "deals".

How many deals did you get?

That's car salesman talk.

It is also used to describe a customer, not a client.

When I was in the car business, a common topic of conversation among us carsalesman (and occasionally with car buyers as well) was whose fault was it that the car business was viewed as negatively as it was. We'd always admit that it was, in the end, likely that dealer behavior started the whole mess. But "customers" are also squarely to blame.

The real problem, in my view, is that neither dealers, car salesman, nor "customers" ever viewed the customer as a potential long-term client, at least not on a consistent basis ("lip-service," yes, but real commitment to the mindset? No).

This mentality spills into other transnational areas as well - for example, the folks I wrote about above withholding information from me that I had asked for because somehow I would have used that information to keep them from getting "a better deal."

That being said, I got a couple of deals today bringing me very close to my weekly goal. Tomorrow should put me over the top unless I get a repeat of yesterday. I literally am just one or two deals away from my $4K minimum.

 

[somarco]

I got a couple of deals today bringing me very close to my weekly goal. Tomorrow should put me over the top unless I get a repeat of yesterday. I literally am just one or two deals away from my $4K minimum.

You must be referring to customers, right?

 

[DayTimer]

That being said, I got a couple of deals today bringing me very close to my weekly goal. Tomorrow should put me over the top unless I get a repeat of yesterday. I literally am just one or two deals away from my $4K minimum.

You must be referring to customers, right?

I thought I had found a customer to get my last deal but I think I screwed up. I wrote grandma a whole life final expense policy, wrote two children's whole life policies on the grand babies, and I have an appointment Monday to meet with her son and daughter who are coming down from NYC to visit mom and pick up said grandbabies.

See what I mean? I think I accidentally made a client.

BTW, my weekly goal? Done!

 

[somarco]

I think I accidentally made a client.

BTW, my weekly goal? Done!

 

[mudhound]

I use the % rule. If i can save over 10% it's a replacement. Otherwise, a few dollars is not worth the effort. Now, if they are having any issues i've done it for a dime.

 

[Rob Lion]

*

I noticed you use customer and not client. May be just semantics or working FE leads. However, if being replaced on price on any kind of a regular basis is a problem. You are not their agent. You were just the last salesman they let in. Same is true of Term life which is a price driven product many times.

Worst is when they are picky on price, and end up being rated after them telling you how healthly they are.

 

[LostDollar]

When I was in the car business, a common topic of conversation among us carsalesman (and occasionally with car buyers as well) was whose fault was it that the car business was viewed as negatively as it was. We'd always admit that it was, in the end, likely that dealer behavior started the whole mess. But "customers" are also squarely to blame.

The real problem, in my view, is that neither dealers, car salesman, nor "customers" ever viewed the customer as a potential long-term client, at least not on a consistent basis ("lip-service," yes, but real commitment to the mindset? No).

This mentality spills into other transnational areas as well - for example, the folks I wrote about above withholding information from me that I had asked for because somehow I would have used that information to keep them from getting "a better deal."

That being said, I got a couple of deals today bringing me very close to my weekly goal. Tomorrow should put me over the top unless I get a repeat of yesterday. I literally am just one or two deals away from my $4K minimum.

No idea about today's world, but back in the old days I think the manufacturer got involved too. I am not completely clear on the details but I think one of the "priveleges" of being a dealer was that you got to purchase what the factory wanted you to buy, not necessarily what you would have liked to buy. That started the financial pressures that went on down the line.

 

[WinoBlues]

Worst is when they are picky on price, and end up being rated after them telling you how healthly they are.

Yup. If I feel there is any chance or that I may quote them a range. I always explain MIB, script checks, MVRs and so on, in case they were going to forget a med or DUI.

But it still happens. I used to sweat it, not so much now. I didn't break it. They have a problem my job is to try to find a fix. They should thank me.

 

[Abrasax]

No idea about today's world, but back in the old days I think the manufacturer got involved too. I am not completely clear on the details but I think one of the "priveleges" of being a dealer was that you got to purchase what the factory wanted you to buy, not necessarily what you would have liked to buy. That started the financial pressures that went on down the line.

Having spent some time at a car dealership, I can tell you that the entire sales process, smoke and mirrors and all, is designed 100% by the manufacturers. Local dealers may find creative ways to add to it with sales gimmicks, but the triple layer of confusion surrounding the price of a car is deliberate. Half the time, our books showed a loss on new cars, but this is because there are so many back end dealer rebates that sneak profit in after it looks like they barely made any money.