FE Peddler or FE Advisor?
- Thread starter usakr
- Start date
- 17,069
I don't understand the question. I assume an FE agent stole a deal from you?
- Thread starter
- #3
No,no one stole a deal from me. Just wondering about the different approaches to selling F.E. Do you go in there with a script and ask for the sale or do you have to do some type of fact finding to determine which route to go?
- 19,619
I don't use a script, every situation is going to be different. Sometimes they want you to get to the point right when you get through the door, and want nothing to do with a 10 minute warm up. I had a guy tell me right as I was sitting down, "I know why you're here, I think I'm paying too much for my current policy, what is your best rate?" In that situation obviously we didn't go into the whole presentation of why they need insurance, etc.
I always just play it by ear depending on the situation. I try to be as natural and confident as possible. I don't use any sort of flip charts or display materials other than the carriers brochure. Usually just having a conversation and sometimes illustrating a few things on a notepad works best for me.
My IMO gave me a flipchart to use for my presentations, but after trying to use it once, I ditched it. Structured presentations just don't go well for me unless the client is absolutely quiet during the whole thing, which never happens. Usually after talking for long enough, they are ready to commit to the sale.
I always just play it by ear depending on the situation. I try to be as natural and confident as possible. I don't use any sort of flip charts or display materials other than the carriers brochure. Usually just having a conversation and sometimes illustrating a few things on a notepad works best for me.
My IMO gave me a flipchart to use for my presentations, but after trying to use it once, I ditched it. Structured presentations just don't go well for me unless the client is absolutely quiet during the whole thing, which never happens. Usually after talking for long enough, they are ready to commit to the sale.
- 19,619
If that's working for you keep it up. That way doesn't work for me. Even the "lay downs" get a full presentation from me.
I want them to know why the company I'm reccomending is the best deal for them. I explain to them the difference between term, UL and whole life. I want them to know why I won't use a company that's not A rated.
My experience has been that, if all they want is price, they will replace that policy on price. They won't care or if it's term or UL
and that's why it costs less. I educate my clients on what's out there and why I offer what I offer. They then lead themselves to a decision. I am a stickler for details. I have had people try and stop the process to go ahead and buy. I won't let them.
If they don't want to know what and why they are buying something I really don't want them as clients.
I believe you are with Securus. Talk to Tim W about it and I gurantee you he will say exactly what I just posted here.
I should re-phrase that a little bit... What I was referring to was the "warm up" portion of the presentation. Sometimes people just don't want to talk about their family, career, etc.
However, once I have indtroduced a product, then yeah, I am going to try to do everything I can to highlight the benefits of that carrier/product.
I think that if I get too caught up in following a "scripted" warm up, then it just doesn't seem natural to me. But yeah, how I explain the product is usually the same at every presentation.
However, once I have indtroduced a product, then yeah, I am going to try to do everything I can to highlight the benefits of that carrier/product.
I think that if I get too caught up in following a "scripted" warm up, then it just doesn't seem natural to me. But yeah, how I explain the product is usually the same at every presentation.
- Thread starter
- #8
What about trying to find out what insurance they currently have? It seems to me that a lot of sales can be made by knowing what type of insurance they currently have.
Peddling advisor. That's funny.
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I guess that's my question. When he said he thought he was paying too much did you just quote him a rate to see if you could beat it or do you ask to see the policy?
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Peddling advisor. That's funny.
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I guess that's my question. When he said he thought he was paying too much did you just quote him a rate to see if you could beat it or do you ask to see the policy?
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Last edited:
- 17,069
If you really fact find and advise them, you have to have the inflation talk with them. If they can only afford a small amount of coverge this serves to upset them.
More about it on this old thread Inflation Marketing for FE
More about it on this old thread Inflation Marketing for FE
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