Critique My Manager's Technique!

[Crabcake Johnny]

The DOI does not have resources to investigate "bad" agents. With over 20,000 agents just in MD there's simply no way.

The DOI operates on complaints and very few people complain and even less know the DOI even exists.

Even when a complaint is filed it's "he said she said" with almost no actual evidence. This is how companies like Mega can stay in business for over 20 years.

 

[SportsNut]

Sounds to me that if this guy could pull out a Ron Popeil rotisserie at the end just to leave with few bucks he would:

"So, no to the MA, LTC or supp? Well...watch what I pull out of my bag and I guarantee this is something you'll like. Tell me, how long does it take for you to thaw a chicken?"

I tought the guy sounded much more like a "Pocket Fisherman" myself...

For the youngsters that have no idea what the PF is:

Popeil Pocket Fisherman

 

[bobson]

The DOI does not have resources to investigate "bad" agents. With over 20,000 agents just in MD there's simply no way.

The DOI operates on complaints and very few people complain and even less know the DOI even exists.

Even when a complaint is filed it's "he said she said" with almost no actual evidence. This is how companies like Mega can stay in business for over 20 years.

I wonder if your state is the exception or if my state is. Bad agents are hammered on hard in my state. Do I think some agents get away with stuff because people don't complain? Certainly. But real complaints get dealt with swiftly in my opinion.

 

[Frank Stastny]

I would also say Bankers Life would be a good guess.

Your manager is stuck in the 1950's. It sounds like he uses deception and high pressure tactics to try to intimidate the prospect into making a purchase. That may have worked well several decades ago but today's prospect is much wiser and better educated about insurance.

I agree with TRK3031962, get as much distance between you and him as possible. He will drag you down and get you in a world of hurt if you try to emulate his selling technique.

I will be happy to share my thoughts regarding your managers method as well as how I market Med Supps if you would like to give me a call.

 

[tryan326]

Why not be friendly even if they don't buy now. And if they're ready to buy later on down the road maybe they'll call. Or what if they have a friend or fam mem that could use the product.

Even if these seniors want to buy in the future...they wont be doing it thru this guy is my guess and for him to say he would never come back....THATS THE BIGGEST CROCK! If there's commission to be made I bet he'll show up!

 

[jaugusta]

You know, even if they do not buy, be nice and leave the card. The best house I ever came in to was one where a sale was not made. A agent who left a while back went in to a house on a medsupp lead, did not make the sale, left no card.
They remembered the company and called and I was the one who answered the phone, so I went, and I sold 8 policies in that house.
Be nice, leave a card. Call in check in.
The guys in my office think I am nits but every Friday I call each of my clients just to say hi and see how they are. They say I am wasting my time, but I also get at least 3 referrals a week.

 

[somarco]

every Friday I call each of my clients just to say hi and see how they are.

First, that seems a bit excessive.

"Oh look dear. It's the insurance guy calling again."

That's almost stalking.

Might want to dial it back a bit, even if you are getting referrals from it. Tri-cities isn't that populous. Eventually the word will get out.

Just as important, it makes it seem like you don't have many clients . . . which may be true.

If I called all my clients each week I would not have time for anything else.

Nothing wrong with staying in touch but this sounds a bit overboard.

 

[jaugusta]

First, that seems a bit excessive.



Just as important, it makes it seem like you don't have many clients . . . which may be true.

If I called all my clients each week I would not have time for anything else.

Nothing wrong with staying in touch but this sounds a bit overboard.

It may be a bit more then needed, but more then once I have got a call from them if I did not call. You have to think, most of my clients are much older people, so they love to talk anyway.
I am just trying to show them that I care. They all seem really happy about it and I got more Christmas cards then expected from them.
I am trying to take an approach that others don't, so they know that I really am trying to take care of them, be there for them, not jsut trying to make a buck off of them.
As I get more clients, I will scale it back some, but right now it works out great.

 

[SportsNut]

First, that seems a bit excessive.

"Oh look dear. It's the insurance guy calling again."

That's almost stalking.

Might want to dial it back a bit, even if you are getting referrals from it. Tri-cities isn't that populous. Eventually the word will get out.

Just as important, it makes it seem like you don't have many clients . . . which may be true.

If I called all my clients each week I would not have time for anything else.

Nothing wrong with staying in touch but this sounds a bit overboard.

Might be a method to that madness... surely those client(s) will tire of the calls, and they may assist in getting you more clients just to cut down on the pesky calls...

OR... they will get a new agent... Unfortunately, this is the likely outcome, so you need to stop calling (stalking is illegal in most parts, even in TN, I think). Funny stuff.

 

[jaugusta]

Ok, point taken. Just trying to think outside of the box. But no matter what, I have gotten at least 15 referals. I never ask them for referals when I call, they call me with them.
But if you guys think it's stalking to call a client a couple times a month to say hi, then maybe I need to back off.