Critique My Manager's Technique!

[moonlightandmargaritas]

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

Is this a device to play "pocket pool" with?

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.

One from each client? How long does it take to make the calls?

 

[jaugusta]

Man, you guys are starting to make me feel bad for trying to think outside the box lol.

 

[patch36]

Is this a device to play "pocket pool" with?

Serious pocket pool playing salesmen cut holes in their pockets. Even on a slow day you have something to do. Yourself

 

[Guest]

Man, you guys are starting to make me feel bad for trying to think outside the box lol.

Don't feel bad or even change what you are doing because of some guys opinion on this forum. What you are doing is pretty smart. You already know that seniors are lonely and welcome a phone call or a visit, even weekly. Next time you call your clients ask THEM if you are calling too often. As your book of business grows you will have less and less time to make the calls, but don't lose touch. That is the mistake most agents make, actually, most all salesmen. Keep thinking outside the box, that is what will set you apart from the mediocre agents.

Dan

 

[Guest]

This sales (non) professional manager sucks, he's archaic in his uncaring borderline condescending methods.

Your gut was right! When you said you were almost embarrassed that said it all. Would you want someone like him to take care of your parents or grand parents?

Learn what not to do from him and you'll be better off.

 

[JSD8675]

He is violating CMS when he rings the doorbell without an appt if he is going to discuss MA at all.

What company? Bankers or SS

I don't want to disclose the AGENCY (I believe those are companies?) but it is in Pennsylvania.

I'm just taking a guess here but do you guys works for Bankers Life?

I don't know if it is representative of the whole company but that seems to be how some of their reps operate locally. Very high pressure and doesn't leave business cards so the people don't know who to report.

It sounds like the guy may be doing a good job of discovery of their needs BUT he is a scam artist when it comes to selling and closing from what you wrote here.

I LIKE to get everything done in one appointment but I never insist on it. If the client is smart, once he hears you won't be back would have to think, then I don't want you as my agent. Why wouldn't the client buy from a local agent that would come back anytime they have a problem?

He really says it as, 'we have too many appointments to come back in the area, there's one enrollment period per year, you would have to wait for next year' which has always been the opposite of sales practice for every sales job I've ever done. I'm naive when it comes to insurance, though, plus, he has my job in his hands until he sees how competent I am at the job, so I am not in a position to contest any of his techniques.

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.

SE PA (Philadelphia area) is known for "in-your-faceness," so I can only wonder if difficult circumstances require difficult approaches. (People aren't shy around here.)

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.

I may like to take you up on that offer. That is very generous.

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!

I always would!

This sales (non) professional manager sucks, he's archaic in his uncaring borderline condescending methods.

Your gut was right! When you said you were almost embarrassed that said it all. Would you want someone like him to take care of your parents or grand parents?

Learn what not to do from him and you'll be better off.

In all honesty, I would get defensive if someone was pushing my parents like that, but... the guy is totally nice, and friendly, and explicative until they say no, where he can be a little intimidating and extremely coercive (borderline insulting, but with a smile,) until he gets a "that's my final no," or gets a sale.

Another practice I thought was scary, was that, if the people don't answer the door, he will actually open the door and call them (a big no-no where I come from.)

Thanks for all the input, guys... I appreciate any and all further comments on the subject, as I don't want to start off on the wrong foot.

 

[xrac]

.....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.

Repetitive calls to the same people says that your pipe line is not full enough and is avoidance behaviour to make it look like you are busy. I would think that contacting a client no more than once a month to once per quarter would be appropriate unless we are talking money under management and a ultra high networth.

 

[Frank Stastny]

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.

The biggest mistake I have seen agents make who work the senior market is not staying in touch with their clients. However, I believe you are taking this way above "the next level".

You are setting yourself up for failure and procrastinating by making those calls. You are establishing a pattern that is going to be very hard to break as your book of business grows. If you now have one or two clients who call because you didn't the week before, what is going to happen when you have to stop calling all of them because you no longer have the time? If you become successful at this it is going to happen.

When you have to stop calling as often some are going to feel ignored, jilted and hurt. That's when they get pissed off. A pissed off client is one who is no a fast track to becoming a "former client". Those who now appreciate the calls are going to say to themselves and others when you no longer can call as often, "he use to call all the time, guess he has forgotten about me and no longer cares".

When I "knock on their door" that person is going to become my "new client". I write Med Supp policies for people all the time who's agent has done some little thing that has pissed them off.