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I'll take my spankings I'm sure - but here goes.
As to my happy trails within this Forum it's not to bold for me to say that I adapt ever so quickly to what IS working from what isn't . . .
My leads for Life were decreasing in not only quantity but over the last few months in quality.
The sales process became harder and the closing started to be like pulling teeth. I also noticed a HUGE shift in my persisitency - dropped to under 70%.
I like to work smart not hard. That being said -
I've come to the conclusion that insurance isn't sold - it is bought.
Now here's my take on this - and it applies to my recent experiences selling Health Insurance to small businesses.
Since insurance is regulated by law to be marketed at the same price for all agents on a specific plan - then "price" really isn't the factor in closing the deal - the factor is YOU . . .
I'm more of an "advocate" to my clients now versus being an agent. However - since the price is somewhat "fixed" - I started advocating for my client to pick whatever plan they thought they wanted and best suited their present needs. If they wanted co-pay plans, well I quoted them co-pay plans.
If they wanted to assume some of the risk and expense, and take a higher deductible plan for inpatient AND have outpatient expenses covered with a smaller, but separate deductible - then I quoted them a Catastrophic plan that has an outpatient rider.
To me it doesn't matter so long as the client is happy, has adequate coverage, keeps their premium savings in THEIR pocket instead of the carriers and again is HAPPY . . .
I'm not "selling" anymore - I'm advocating . . .
Afterall - Joe Blow Agent can't sell a Co-Pay Select in South Carolina any cheaper than I can. But - can Joe Blow sell themselves any better than I can is the question ? ? ?
Another realization is the ease of cross selling Life to a Health client versus selling Health to a Life client.
I must admit I was wrong about Health - but I was wrong in my mindset of believing I had to "sell" the plan - versus selling "myself".
The key seems to be finding the clients "pain".
Find the pain and show them a way to alleviate it and have them buy into "YOU" instead of buying insurance and if successful at that - the plan would close itself . . .
I've decided to use my Call Center to market Health to small businesses and the self employed. Once onboard it will be natural to present to them Life, Disability, Dental, Accident, etc .
Special thanks to Rob Liano for helping me realize that if you can discover a person's pain AND provide relief for that pain - then everybody wins . . .
Tom
As to my happy trails within this Forum it's not to bold for me to say that I adapt ever so quickly to what IS working from what isn't . . .
My leads for Life were decreasing in not only quantity but over the last few months in quality.
The sales process became harder and the closing started to be like pulling teeth. I also noticed a HUGE shift in my persisitency - dropped to under 70%.
I like to work smart not hard. That being said -
I've come to the conclusion that insurance isn't sold - it is bought.
Now here's my take on this - and it applies to my recent experiences selling Health Insurance to small businesses.
Since insurance is regulated by law to be marketed at the same price for all agents on a specific plan - then "price" really isn't the factor in closing the deal - the factor is YOU . . .
I'm more of an "advocate" to my clients now versus being an agent. However - since the price is somewhat "fixed" - I started advocating for my client to pick whatever plan they thought they wanted and best suited their present needs. If they wanted co-pay plans, well I quoted them co-pay plans.
If they wanted to assume some of the risk and expense, and take a higher deductible plan for inpatient AND have outpatient expenses covered with a smaller, but separate deductible - then I quoted them a Catastrophic plan that has an outpatient rider.
To me it doesn't matter so long as the client is happy, has adequate coverage, keeps their premium savings in THEIR pocket instead of the carriers and again is HAPPY . . .
I'm not "selling" anymore - I'm advocating . . .
Afterall - Joe Blow Agent can't sell a Co-Pay Select in South Carolina any cheaper than I can. But - can Joe Blow sell themselves any better than I can is the question ? ? ?
Another realization is the ease of cross selling Life to a Health client versus selling Health to a Life client.
I must admit I was wrong about Health - but I was wrong in my mindset of believing I had to "sell" the plan - versus selling "myself".
The key seems to be finding the clients "pain".
Find the pain and show them a way to alleviate it and have them buy into "YOU" instead of buying insurance and if successful at that - the plan would close itself . . .
I've decided to use my Call Center to market Health to small businesses and the self employed. Once onboard it will be natural to present to them Life, Disability, Dental, Accident, etc .
Special thanks to Rob Liano for helping me realize that if you can discover a person's pain AND provide relief for that pain - then everybody wins . . .
Tom
