Ah... that makes more sense. Probably should look into that then.
Chargebacks, Health Insurance & Other FE Tidbits!
- Thread starter TDFnCali
- Start date
-
- Tags
- health insurance
Ah... that makes more sense. Probably should look into that then.
- 19,647
I agree with this. I hate to use the "think about it" close. I did use it quite a bit 3 and 4 years ago and got many not takens. I hardly ever use it now. If I find myself using it now it's because I screwed up somewhere in the fact finding or in my presentation. I can't even remember the last time I had to resort to it.
I'm sure it was when I was having a bad week and just did it to get something on paper.
Ok a few things Id like to ask the Pro's around here & some gen comments.
1) Is there anyway to get discounted/group health insurance for life insurance reps? I need some, but too pricey as an individual.
2) Have u guys ever used an approaching DOB to get the client to act NOW??? Im sure every agent has, but sometimes they ask the difference & I tell them the price for like 3-4yrs older (to make it sound like they need to do it now, when its only $1 or $2 difference)....that wrong? Whats the downside, if any?
3) I got my 1st Chargeback this week...I thought I was going to be the only agent on earth with a 100% persistency ratio, I'm really bummed!!Luckily it was only a $22/mo policy!
4) For newbies (not Newby), when they wanna "think about it", these few lines have closed me quite a few policies "Sir/maam what I propose is,we do the policy now, make sure it gets approved, get the policy in ya hands & make sure its EVERYTHING I said it is & review it, while not having to pay anything right now for 30days. And if its not what u want, or what I said it would be,....cancel it before u even pay for it." I usually add a few lines about how they have put it off up to this point already based on what they said in the warm up. But that "close" has been very good to me!
5) Whos a good cheap reliable company to get an 800# with....I want to use it primarily when I leave "door delivery" notices when I go door knocking & on my biz cards?
Thanks in advance!
TDF,
This post caught my eye because I used to do this very close for every sale. A very successful agent and my mentor at the time gave me the advice of not making the "free look period" line part of my close. You let them know if they ask, or you use it as your power close if you're having trouble getting. A almost last resort. His reason is you don't give someone that's already a buyer a reason to cancel.
So, I don't mention "free look" unless I am having trouble closing. I want them to be serious about buying the policy.
- Thread starter
- #14
- 3,165
lsalmans said:
It's not a close I have to use a lot, but it's worked for me so far when needed...It's not like I just say it every time!
For JD & Josh and maybe other "pros", I've never heard of every sale just being a lay down no matter what you're selling and I've been in sales since 1999.
But if your clients never say "I want to think about it" or something to that effect, then more power to you.... Guess I'm not that good yet!
TDF
Sent via my Sprint Phone using Insurance Forums App
lol im not either. I have only been in life insurance about 4 years. I was making the mistake of throwing that line in all the time. When a person actually agreed to buy a policy from me I would get so giddy that I wanted them to feel even more comfortable so I would throw the free look period line in there. I think my managers point at the time was also just to... shut up and take the app.
But youre right... thats a good response to that objection.
- 11,997
I think you're completely missing the point.
I have had objections and I'm sure JD gets them too, but I'm going to be so bold as to say that we both deal with them during our presentation. If you get to the end of your presentation and you still have to close them, you missed something (or maybe quite a few) during your pitch.
Three objections:
-I don't need it
-I don't want it
-I can't afford it
"I want to think about it" is a smokescreen and they're not telling you the truth. You missed at least one of the above.
During your presentation, lock them down. Invite the objections before you get to the end and work them out while you're pitching. You just made handling the objection at least ten times harder (if not an hundred times harder) by letting it hang out with you the whole time. If you say "which one of these plans makes the most sense for you?" and they say anything but a, b or c, that's something you should have taken care of already. If you keep hearing "I don't need it", make sure you hit on that and start using trial closes like "you know you need to do something, right?" The list goes on and it's an art to refine your pitch and read people on these things, but that's how I always handle my sales pitches.
What say you JD?
I have had objections and I'm sure JD gets them too, but I'm going to be so bold as to say that we both deal with them during our presentation. If you get to the end of your presentation and you still have to close them, you missed something (or maybe quite a few) during your pitch.
Three objections:
-I don't need it
-I don't want it
-I can't afford it
"I want to think about it" is a smokescreen and they're not telling you the truth. You missed at least one of the above.
During your presentation, lock them down. Invite the objections before you get to the end and work them out while you're pitching. You just made handling the objection at least ten times harder (if not an hundred times harder) by letting it hang out with you the whole time. If you say "which one of these plans makes the most sense for you?" and they say anything but a, b or c, that's something you should have taken care of already. If you keep hearing "I don't need it", make sure you hit on that and start using trial closes like "you know you need to do something, right?" The list goes on and it's an art to refine your pitch and read people on these things, but that's how I always handle my sales pitches.
What say you JD?
You are the life ins advocate, you hold the power, you asks them questions along the way to have them confirm the sale.
If you make them a part close by them confirming the policy you are presenting, you won't have to close, because they have closed themselves.
As far as Chargebacks go, it happens, just have enough is reserves to plan for that as it will take the sting out of it.
Had one broker, wrote 2 apps, w 2 different companies, on the same person, with false bank account #. by the time I caught it, agent nowhere to found, #s changed, 3k later in debit balances, I learned real quick to keep a reserve account to deal w Chargebacks. Makes an MGA think twice of 9 month advances and above street contracts to agents that don't prove themselves working under my heirachy, regardless of production history with other life companies. Good Luck, and I agree a 100% about not adding in the free look period, it's almost deminishing your confidence in the product in which you are trying to sell. But all good feedback, and that's how we grow as agents!
If you make them a part close by them confirming the policy you are presenting, you won't have to close, because they have closed themselves.
As far as Chargebacks go, it happens, just have enough is reserves to plan for that as it will take the sting out of it.
Had one broker, wrote 2 apps, w 2 different companies, on the same person, with false bank account #. by the time I caught it, agent nowhere to found, #s changed, 3k later in debit balances, I learned real quick to keep a reserve account to deal w Chargebacks. Makes an MGA think twice of 9 month advances and above street contracts to agents that don't prove themselves working under my heirachy, regardless of production history with other life companies. Good Luck, and I agree a 100% about not adding in the free look period, it's almost deminishing your confidence in the product in which you are trying to sell. But all good feedback, and that's how we grow as agents!
- 19,647
I get very few "laydowns". I also get very few objections at the end of my presentation. My presetation and warm up is designed to remove all objections.
If I get to the end and still have objections then I know I screwed up somewhere along the way or I shorted the presetation or warm up.
There is only one true objection, money. The others are disguised as something else, but it's s till about the money. For example, if you were giving away a free $10,000 policy they would not have to ask the kids about it.
Many times "no money" is also a false objection. One that worked on the last agent to get rid of him. You have to gain their trust in the warmup in order to really be able to find out about the finances. If they truly have no money, it's over, nothing you can do.
But, the biggest reason I don't get many objections is because I don't make a presetation to uninterested people. I find out why I'm there and why they sent in the card before I do anything. If they can't tell me why I'm there, I give them my card and leave. I do not do a warm up, I do not do a presetation.
- Thread starter
- #19
- 3,165
I think u guys misunderstood my post to mean "This is my closing technique....", its not, far from it. I use it when all else fails basically, but its worked is what Im saying. Im not just pulling this close out of a hat, these are ppl close to buying, but thinking they dont wanna make a decision "that fast" or something to that affect Im sure.
So as u guys say if u get objections by the end u did something wrong, I would agree for the most part, although there are times the person is just being stubborn too. But regardless, at THAT point u have to do something so I 1st address concerns again, re-harsh some points again, etc., etc....but when there are at that point of "Sounds good, but i just wanna think about it" or something like that.....thats when this close has been effective!
Anyways, no one can help me with #1....health insurance? No deals, no groups I can join to get group pricing or anything?
- 19,647
Well, you've got it all figured out. You are dismissive when given advice, so why ask at all?
Similar threads
