"Canned" Presentation or Not

[rousemark]

There has long been a debate on whether an agent should use a "canned" presentation or not. It seems mot of the big life producers used them in one form or another. On this page is a short review of C.P. Rogge, "The World's Largest Life Insurance Producer" in 1929.... Notice the comment, "Rogge canned his rehearsed sales speech and started using “eye-appeal cards” featuring concise details from special policies."

87 years in life insurance history | ThinkAdvisor

Sure would like to read a copy or the-article he wrote for Life Insurance Selling.

 

[rousemark]

Don't know if this link will work but in the 1920s, NY State Insurance Department listed gents incomes... Rogge made the equivalent of $308,000 in 1920.. 9 years before he set the record.

Annual Report of the Superintendent of the Insurance Department, State of New York

 

[goillini52]

There has long been a debate on whether an agent should use a "canned" presentation or not. It seems mot of the big life producers used them in one form or another. On this page is a short review of C.P. Rogge, "The World's Largest Life Insurance Producer" in 1929.... Notice the comment, "Rogge canned his rehearsed sales speech and started using “eye-appeal cards” featuring concise details from special policies."

87 years in life insurance history | ThinkAdvisor

Sure would like to read a copy or the-article he wrote for Life Insurance Selling.

I used a "canned presentation" when I 1st started. I think a "canned presentation" is good for a new agent, as it gives them a step by step stuctured presentation to use until they don't need it anymore.

 

[Todd King]

I used a "canned presentation" when I 1st started. I think a "canned presentation" is good for a new agent, as it gives them a step by step stuctured presentation to use until they don't need it anymore.

Whether it's intended to be canned or not, I think we all end up saying about the same thing on each appointment, but be ready to pivot if you have to.

 

[RichMcK]

I'm with Todd, "we end up saying about the same thing on each appointment". I've used the same or similar wording, for years. One thing I was taught, when someone breaks in say, "I'll get to that in a minute." Well, unless they put a gun or knife, then it's time to run...

 

[rousemark]

Whether it's intended to be canned or not, I think we all end up saying about the same thing on each appointment, but be ready to pivot if you have to.

I like to use visuals, brochures, etc. I would really like to see the cards he was using in the 20s.

 

[adjusterjack]

I was taught that it might sound canned to me but the prospect is hearing it for the first time.

 

[DHK]

It's only "canned" if you are simply regurgitating words without any meaning or thought behind it.

Wayne Cotton calls scripts "communication language". It's a way to communicate concepts in an easy to understand way. This post/video is very much worth the time to review.

https://www.linkedin.com/pulse/you-still-making-up-go-wayne-cotton-clu/

 

[goillini52]

I'm with Todd, "we end up saying about the same thing on each appointment". I've used the same or similar wording, for years. One thing I was taught, when someone breaks in say, "I'll get to that in a minute." Well, unless they put a gun or knife, then it's time to run...

When you're 1st starting and they interrupt you and you lose your place and have to start over from the beginning.

 

[DHK]

When you're 1st starting and they interrupt you and you lose your place and have to start over from the beginning.

You laugh, but you'd be surprised. Years ago when I co-sponsored a dinner for a particular medical association, my presentation was to follow the pharmaceutical rep's presentation.

Well that guy was a moron. He couldn't figure out power-point, so when he advanced his slides, it would end up starting over from the beginning! Half the room left before I and the senior agent got the chance to speak. Never did that crap again.