Concentrate on Prospects with Money

[COInsguy]

Then you can write an article about delivering value and not slinging product. Still a rather basic concept, and still one that most people either don't grasp or won't follow.

I'm all for saving money, but keep it in perspective. If someone is beating me up to save $5 a month, I don't want them as a client. One of two things is going on and neither one is a person I want to deal with. Either that $5 is a big deal to them financially, and a lapse is soon coming, or the person is just delighting in running me around and will never do business with me.

Agreed, would rather not deal with that guy either. But I know plenty of 6 figure incomes that go paycheck to paycheck and/or are going to argue over every penny.

 

[VolAgent]

Agreed, would rather not deal with that guy either. But I know plenty of 6 figure incomes that go paycheck to paycheck and/or are going to argue over every penny.

I believe the author's advice would be to move on from that guy quickly. He may have income, but he doesn't have money. As someone has pointed out to me, there is a world of difference between a business owner making $50,000 a year and a wage earner making $100,000. The first will gladly write you a $10,000 or $20,000 dollar check if you show him why, the second will struggle with a $100 a month bank draft. Product sling them or solution solve, same difference. The only difference is how you sleep at night when you think about what you did for your client.

 

[COInsguy]

I believe the author's advice would be to move on from that guy quickly. He may have income, but he doesn't have money. As someone has pointed out to me, there is a world of difference between a business owner making $50,000 a year and a wage earner making $100,000. The first will gladly write you a $10,000 or $20,000 dollar check if you show him why, the second will struggle with a $100 a month bank draft. Product sling them or solution solve, same difference. The only difference is how you sleep at night when you think about what you did for your client.

You should write our discourse to whatever magazine this article came from. Would have done a better job conveying some useful information!

Product "slinging" to me, however, does not mean you adequately served a purpose for your client. So I would not be sleeping well at night. I do see a difference between the two. Sure it may be better than nothing but was it the best you could do when slinging product? I'm the first guy to say I have my go to carriers and will hang a lot of paper with few carriers. But when I need to go outside them and take a huge slice on commission for a particular need I'll do it everyday.

edit: Unless It's Aetna, they are never a solution....ever...again

 

[VolAgent]

You should write our discourse to whatever magazine this article came from. Would have done a better job conveying some useful information!

Product "slinging" to me, however, does not mean you adequately served a purpose for your client. So I would not be sleeping well at night. I do see a difference between the two. Sure it may be better than nothing but was it the best you could do when slinging product? I'm the first guy to say I have my go to carriers and will hang a lot of paper with few carriers. But when I need to go outside them and take a huge slice on commission for a particular need I'll do it everyday.

edit: Unless It's Aetna, they are never a solution....ever...again

That was my point. My bank account is happy in either case with the business owner, but I sleep better if I believe I did a good job of solving the point versus slinging some product.

There is nothing with a little product slinging at times. That wage earner probably just needs some term slung his way, while the business owner probably has multiple problems to solve and you'll earn his undying devotion for doing so.

Yes, I am over simplifying, but I hope you get my point. If someone needs a simple solution, do it. Don't over complicate the issue, waste time and potentially confuse the client, thus blowing any sale.

 

[COInsguy]

That was my point. My bank account is happy in either case with the business owner, but I sleep better if I believe I did a good job of solving the point versus slinging some product.

There is nothing with a little product slinging at times. That wage earner probably just needs some term slung his way, while the business owner probably has multiple problems to solve and you'll earn his undying devotion for doing so.

Yes, I am over simplifying, but I hope you get my point. If someone needs a simple solution, do it. Don't over complicate the issue, waste time and potentially confuse the client, thus blowing any sale.

Misunderstood you a bit. I agree with you, guess I needed it oversimplified!

 

[VolAgent]

Misunderstood you a bit. I agree with you, guess I needed it oversimplified!

Exactly why I said to go easy on the author. Sometimes we really are children who need it told to us in the most basic of terms. I know I am as guilty of it as anyone.

A good plan, violently executed now, is better than a perfect plan next week.

Being complex because you want to be clever or to impress someone usually doesn't. There is nothing worse than seeing a prospect's eyes glaze over, you might as well leave the room right then.

 

[Franz Kafka]

Nahh....that article actually will change my whole insurance career! That article had to sit on the back shelf for a while.

I thought his honesty was brutually refreshing.

For someone who writes $750K a year, I would expect him to say something like "serve the needs, solve the problems, and don't think about the commission then the referrals will flow etc". Instead he tells the truth "What I am primarily interested in is a first annual premium in cash" as if that's nothing to be embarrassed about. Obviously not all of us are going to write $150k premium cases but if we did we would have look for those who could pay that kind of premium. I know ~ obvious.

 

[YouGotMyMoney]

I agree.

Would you want yourself as client? Prob not......many small business owners have money problems as do many agents.

health......family leads only currently insured.....i dont deviate I dont care, single person unless ur 40 and want a 1k deductible and are used to rich grp plans and want the same deal....do not call me