Final Expense IMO's for a Beginner

[NAF1138]

I think it's awesome how FEX has 2 agents that are unicorns. JD gets 10 leads weekly and does 250K and Jose gets 20 and does 350K. Seriously guys FEX has 2 unicorns in there agency they must have something going on.

I get 25 a week and wrote 280 last year, and 120 so far this year. Jeff Hall did the same. Jake Garrison did the same but with fewer leads.

It's not a unicorn ability.

Also, you are misrepresenting what JD does and what Jose did. Jose only wrote 309.

One of the "a-ha" moments I had in this business is when I realized that you don't have to be a John Dugger to successfully sell final expense.

All that is necessary is hard work and some chutzpah. And a little talent, too.

How do I mean?

Think of it this way.

There are always outliers everywhere doing an enormous amount of production in an "impossible" manner, in markets that "everyone knows" suck.

The best thing you can do is stop concerning yourself with what their numbers are.

And, while it's important to absorb those top producers' wisdom and skill, it's more important to figure out what YOUR numbers are, and design a program to scale up to your income goal.

For example. All you need is a 20% to 25% lead-to-closed-deal conversion ratio on your final expense leads to scale up.

Most likely, going from 20 leads to 40 leads a week, you'll double your income, as virtually nothing will change about your approach, your presentation, and closing abilities, except that you'll do double the work.

Now, this takes some guts. You'll have to accept a higher lead investment. But so what? If you have the skill at 20 leads weekly, why wouldn't you have the skill working 40 leads a week?

You're literally doing NOTHING different... just more.

I find this approach of scaling activity via a higher lead investment is more realistic than trying to achieve the coveted .300-plus batting average Dugger and others have.

Might as well focus on the things that you have more direct control over, right?

I fully agree with this. I will also add that I find agents often focus on the wrong things when listening to someone like JD talk, and ask the wrong questions

I often tell other agents at FEX and on Facebook that the only thing they should worry about is how many complete presentations they give in a week. This is a lesson I learned at Combined. At the end of the day that is really the only thing you have control over. Figure out how many presentations you need to hit your goal (for me it's 12) and then figure out how many leads/appointments/doors you need to process through to give that many presentations (for me that's about 15 appointments which I need 25 leads to set). Once you know that, follow your process and stick with it. Results follow. If you don't have a process yet, find someone who has a successful process you can copy.

But the right number of leads is the number that gets you to give the right number of presentations. If that's 5 or 50, it doesn't matter. The only thing that matters is that you give the presentations.

 

[theinsuranceman]

I get 25 a week and wrote 280 last year, and 120 so far this year. Jeff Hall did the same. Jake Garrison did the same but with fewer leads.

It's not a unicorn ability.

Also, you are misrepresenting what JD does and what Jose did. Jose only wrote 309.


I fully agree with this. I will also add that I find agents often focus on the wrong things when listening to someone like JD talk, and ask the wrong questions

I often tell other agents at FEX and on Facebook that the only thing they should worry about is how many complete presentations they give in a week. This is a lesson I learned at Combined. At the end of the day that is really the only thing you have control over. Figure out how many presentations you need to hit your goal (for me it's 12) and then figure out how many leads/appointments/doors you need to process through to give that many presentations (for me that's about 15 appointments which I need 25 leads to set). Once you know that, follow your process and stick with it. Results follow. If you don't have a process yet, find someone who has a successful process you can copy.

But the right number of leads is the number that gets you to give the right number of presentations. If that's 5 or 50, it doesn't matter. The only thing that matters is that you give the presentations.

Well said.

 

[chasejordan1]

In my experience when an entire outfit does exceptionally better and above average than the general there is something going on, because in this business most things are equal.

Usually it is some kind of churning or replacing old clients to a cheaper company. For example moving RNA clients to KSKJ. But what do I know I am a ghost. But when you come on the forum to recruit and are using your above exceptional numbers to do it you better plan on getting questions. Saying "come out and I will train you" is a great line when the reality of it is zero agents will actually take you up on it although it makes it seem very legit.

 

[OttoGraf]

It's also somewhat dependent on what area an agent is running and the demographic. I've run into counties where literally no one answers the phone. You could call morning, noon and evening; weekdays/weekends; same area code, different area code and a private number and ain't no one picking up.

At that point you better have been trained on an amazingly efficient door knocking system because thems the apples for the week or next few weeks :/

 

[chasejordan1]

It's also somewhat dependent on what area an agent is running and the demographic. I've run into counties where literally no one answers the phone. You could call morning, noon and evening; weekdays/weekends; same area code, different area code and a private number and ain't no one picking up.

At that point you better have been trained on an amazingly efficient door knocking system because thems the apples for the week or next few weeks :/

Otto quick questions, I see in your profile 400K a year FE, can you share how many leads you would get per week to write that much. (please for the love of god don't say 12 )

 

[NAF1138]

It's also somewhat dependent on what area an agent is running and the demographic. I've run into counties where literally no one answers the phone. You could call morning, noon and evening; weekdays/weekends; same area code, different area code and a private number and ain't no one picking up.

At that point you better have been trained on an amazingly efficient door knocking system because thems the apples for the week or next few weeks :/

This is very true. I abandon areas that I don't like quickly and when I do it's ususally because they have a culture of not answering phones. But I am in a fortunate position to be able to do that because of where I work, and it's much harder for a brand new agent to do the same. Having good training on all aspects of the business is important, knowing how to door knock is part of that.

Also, some people seem to prefer to door knock. I can't understand them, but they do. If someone reading this is one of those types you should probably find an IMO that has a good DK system, and honestly FEX is not that IMO. Jose might be? I have no clue how much he door knocks, I only know he was trained on the system Travis teaches which is designed to minimize door knocking. Again, Jose is a buddy but we don't talk shop much and, up until a couple days ago, I was under the impression that this was a totally separate concern from anything FEX was doing.

 

[OttoGraf]

Lol no I've never claimed to be the best at any of this. I'm usually at about 40 leads per week (ish). I need all the help I can get!!!

But at the end of the day I never understand the bravado around the whole "I can write more than you on less leads".

I think like Ben @bboman23 said once, if you made $7,000 in four days of working this week who cares that you had to drive hours or sit in a run down trailer or spend hundreds on leads...you just made $7,000!!!

Otto quick questions, I see in your profile 400K a year FE, can you share how many leads you would get per week to write that much. (please for the love of god don't say 12 )

 

[chasejordan1]

Lol no I've never claimed to be the best at any of this. I'm usually at about 40 leads per week (ish). I need all the help I can get!!!

But at the end of the day I never understand the bravado around the whole "I can write more than you on less leads".

I think like Ben @bboman23 said once, if you made $7,000 in four days of working this week who cares that you had to drive hours or sit in a run down trailer or spend hundreds on leads...you just made $7,000!!!

cool thanks.

 

[Rirwin]

In my experience when an entire outfit does exceptionally better and above average than the general there is something going on, because in this business most things are equal.

Usually it is some kind of churning or replacing old clients to a cheaper company. For example moving RNA clients to KSKJ. But what do I know I am a ghost. But when you come on the forum to recruit and are using your above exceptional numbers to do it you better plan on getting questions. Saying "come out and I will train you" is a great line when the reality of it is zero agents will actually take you up on it although it makes it seem very legit.

Of course these agents are churning business. There is no doubt about that. And they validate it by finding a way that it's better for the customer.

2nd point is fex used the forum as a recruiting tool. Besides JD, they've have not had any of their agents on the forum (at least for as long as I can remember). Now they are just popping out of no where. Their are either lies about production or sent here to silently recruit, like they did with JD. Or maybe it's scott with multiple screen names or Travis' wife posting from prison lol

 

[chasejordan1]

Of course these agents are churning business. There is no doubt about that. And they validate it by finding a way that it's better for the customer.

2nd point is fex used the forum as a recruiting tool. Besides JD, they've have not had any of their agents on the forum (at least for as long as I can remember). Now they are just popping out of no where. Their are either lies about production or sent here to silently recruit, like they did with JD. Or maybe it's scott with multiple screen names or Travis' wife posting from prison lol

Funny FEX cronies leave and then some agents show up out of nowhere.