Clues to Lincoln Heritage Success?

[rousemark]

Or leading people to believe the policy plus FCGS is a preneed plan.



That's true. But some companies have more guilty agents than others. And some companies are complicit. Remember the scandal involving a group of MetLife agents (back in the '90's) selling life insurance as a qualified TSA to healthcare workers?

'In an interview, Harry P. Kamen, Met Life's chairman and chief executive, described how the company had ignored warning signs of unethical practices that he said began in its Tampa, Fla., office and spread elsewhere.

"You could say the company is a little too trusting," he said, referring to incidents in which auditors told executives to stop certain practices and assumed that the orders were carried out. In one instance, he said, auditors at the company's home office uncovered practices in Tampa that were counter to Met Life policy. Although the problems were reported to the appropriate executives, no action was taken.'

Met Life Drops Execs Amid Probes : Insurance: While states investigate possible ethics violations, firm sets up a multimillion-dollar restitution effort for policyholders.

That is often the case... The company officials issues decrees as to how things are done and then are so confident that no one would ever ignore their authority, they assume it is taken care of and do not follow up.

 

[Life Hawk]

Attacking the lack of good sales practices on the part of some misses the entire point of the thread.. People should be asking is there anything in The Four Keys to Selling Services that I should incorporate or improve upon in my practice. I simply used LH as example of a company that trains their agents to use those four keys and that is one reason they are successful. Could have used any number of companies but they are the ones that people are always wondering about.

I am looking for things that will improve upon what I am doing and slamming other people, companies, etc. has never put a time in my pocket nor has it uplifted me in anyway.

There are some independent top producers on the forum that got their start at LH. And, almost all of them, even if they are super critical of the way the sales force is organized, they all say they were well trained and many still use what they learned at LH today.

Not beyond learning from LH. Appreciated the 2 vids you posted... but I also wrote for LH (non-captive)... left a bad taste.

Very unimpressed with one of their directors or what ever they called him.

 

[rousemark]

No doubt all companies have desperate agents that do some shady things but they seem to have an abundance of them.

I am sure some have mangers that train them in that manner. Kind of like back in the debit days when Independent Life came out with a GI plan. It was ROP for two years. One of their District managers stood up and told his group, "Now we can legally do what we have always done". In other words, they had been clean sheeting with the idea that if the person lived two years they were have full coverage. If they died in the first two years, the family would get the money back. However, there was even a chance that they would get full benefit if the company did not catch the deception.

I am sure a lot of agents justify clean sheeting in that manner. I even know of agents that explained what they were doing to the client The result was a client got an ROP with no "interest" for less premium than an ROP with some "interest "payment.. . The agent got his commission.. The company got the shaft as they were taking on risk that was not included when the premium requirements were calculated.

Many of those agents thought they were really doing a good thing and helping their clients. The human brain is amazing as it can always come up with some way to justify our actions.

 

[shonceman]

Attacking the lack of good sales practices on the part of some misses the entire point of the thread.. People should be asking is there anything in The Four Keys to Selling Services that I should incorporate or improve upon in my practice. I simply used LH as example of a company that trains their agents to use those four keys and that is one reason they are successful. Could have used any number of companies but they are the ones that people are always wondering about.

I am looking for things that will improve upon what I am doing and slamming other people, companies, etc. has never put a time in my pocket nor has it uplifted me in anyway.

There are some independent top producers on the forum that got their start at LH. And, almost all of them, even if they are super critical of the way the sales force is organized, they all say they were well trained and many still use what they learned at LH today.

You're right. My bad. I actually took notes from the first video. Thanks for sharing them.

 

[shonceman]

I am sure some have mangers that train them in that manner. Kind of like back in the debit days when Independent Life came out with a GI plan. It was ROP for two years. One of their District managers stood up and told his group, "Now we can legally do what we have always done". In other words, they had been clean sheeting with the idea that if the person lived two years they were have full coverage. If they died in the first two years, the family would get the money back. However, there was even a chance that they would get full benefit if the company did not catch the deception.

I am sure a lot of agents justify clean sheeting in that manner. I even know of agents that explained what they were doing to the client The result was a client got an ROP with no "interest" for less premium than an ROP with some "interest "payment.. . The agent got his commission.. The company got the shaft as they were taking on risk that was not included when the premium requirements were calculated.

Many of those agents thought they were really doing a good thing and helping their clients. The human brain is amazing as it can always come up with some way to justify our actions.

I've had prospects tell me that the clean-sheeting agent fully explained the 2 year contestability to them. When they tell me that, I say, "If the agent is willing to lie to his company, what makes you think he won't lie to you?"

 

[jerryrut]

WTH is able to convince themselves that bad coffee, bad food, bad anything is great regardless if it costs $1000 or is free???? She works with a different clientele than I do.

 

[Life Hawk]

WTH is able to convince themselves that bad coffee, bad food, bad anything is great regardless if it costs $1000 or is free???? She works with a different clientele than I do.

You need to carry your Keurig machine with you and brush up on your violin playing... where your long pants with a black bow tie and speak with an English accent...

Bring the class with you... sell yourself... the company is just a place to send money to... you are what they are buying.

 

[Life Hawk]

The human brain is amazing as it can always come up with some way to justify our actions.

Ain't that the truth.

 

[KRobby]

I know you're just using LH as an example, but Todd brings up a good point. They might sell the most premium, but if we're after how effective their methods are, we'll need to also know how many agents it took to reach x number by comparison.
An extreme example: If I have two ways to market a product and have 100 agents try method A and 2 agents try method B, I'd bet method A sells more, but of course didn't clarify a better method.
Still interesting though. Matt M, the Christian Yelich of FE, in his 4th sentence of his presentation says he's able "to find you the lowest prices on the market." Quite a contrast.

 

[jerryrut]

I've religiously studied sales methods for years and very little of it applies to FE beyond the basics. Most of the trainers teach from the standpoint of their own biz which is selling sales training.