Final Expense Selling Machine.Where Are The Referrals

[anyloan2]

I Have Been Selling Final Expense For Almost 9 Months And Have Had A Great And Rewarding Time Doing It. (i've Written Over 210,000 In Personal Production, 36k Which Was In My First Month In The Biz, And Have 16 Agents Under Me Currently Writing 70k Plus.) But I Would Like To Know What Is The Best Script For Getting Referrals?

I Typically Pull Out A Sheet And Have Them Starting Writing Down Names And Numbers When I'm Finishing Up The App. I Also Do The Triangle Where I Door Knock The Neighbors. I Would Like To Break Our Company Record Of 44k In One Month From A Single Agent And Know That This Is The Key And That I Am Capable.


Please Let Me Know What Has Worked The Best For You!

 

[Guest]

Re: Final Expense Selling Machine...where Are The Referals

I use the qualifiying rule. This is MY rule, NOT an insurance company's rule. I tell them they do have to qualify as to their character and I need the names, phone #'s and addresses of 3 references that I will be contacting for a reference. This is also a close. Use a typed sheet with your letterhead and spaces typed in for the information. Put it in front of them with a pen and then shutup. First one speaks loses. Have them fill it out. They start trying to decide who to put down as references instead of giving objections. Tell them they need to call these references in advance to expect me. Then set your appointments. Tell them why you need to speak with them personally about your new client. I have a short list of questions I have already typed out on letterhead. I ask the references to please fill out the questions about the applicant. and place that in front of the reference. This gets them used to signing. 99 percent of the time the references will give you a good recommendation. After you get a recommendation talk to them about their needs. Make it a soft inquiry. The bottom line is I don't want to do business with someone that can't or won't give me a reference. It's either because they don;t really want the product and will cancel as soon as I leave or they have something to hide. Either way they won't be a long term client. It's my version of Markingriffin's Living Will refferal method.

 

[somarco]

Re: Final Expense Selling Machine...where Are The Referals

I tell them they do have to qualify as to their character and I need the names, phone #'s and addresses of 3 references that I will be contacting for a reference.

So, you feel comfortable with deception?

 

[Russ]

Re: Final Expense Selling Machine...where Are The Referals

So, you feel comfortable with deception?

Exactly.

Uh....I don't think I would or could do that....if I were the "potential client" and an agent was asking me for that......bye-bye agent....bye-bye sell.

3 references to buy a FE plan? "Qualify as to their character"?

Why not just write the business and then....drum-roll.....ask them for referrals?

 

[Mark]

Re: Final Expense Selling Machine...where Are The Referals

I use the qualifiying rule. This is MY rule, NOT an insurance company's rule. I tell them they do have to qualify as to their character and I need the names, phone #'s and addresses of 3 references that I will be contacting for a reference .

Hmm, I don't think this is legal. If your client calls the insurance dept and tells them that you made them qualify for the policy by the character , what would they do to you?

I think there are better, safer ways of getting referrals. If you sell yourself and not the insurance, you will get the referrals.

You can always ask them, did you do a good job helping them today and would they recommend you to a friend or family member.

If my boss calls you after I leave and ask you what kind of a job I did helping you today, what will you tell him? Let them client tell you what a great job you done and then ask for referrals.

There are tons of ways to reward the client with gifts without rebating.

Something simple to also do, is leave the client with 10 of your business cards and ask them to recommend you to some friends.

I become friends with all my clients and they don't mind helping me out. Sometimes, then ask me to call a friend or family members, without me having to bring it up.

Anytime someone gives me a referral and the person ends up buying something from me, I always go back to the person with a gift. I do not tell them I'm going to do this, and it is a nice surprise. They will end up giving you more referrals and they will help you.

 

[tryan326]

Re: Final Expense Selling Machine...where Are The Referals

Yeah that does feel kinda shady. Plus I could only imagine how uncomfortable the client may feel...probably not a good idea if you want to build a long term relationship. If anyone should be providing references as to their character it should be you as the agent.

Sometimes asking them for the info of those they've listed as benef leads to good referrals.

 

[retread]

Re: Final Expense Selling Machine...where Are The Referals

I Have Been Selling Final Expense For Almost 9 Months And Have Had A Great And Rewarding Time Doing It. (i've Written Over 210,000 In Personal Production, 36k Which Was In My First Month In The Biz, And Have 16 Agents Under Me Currently Writing 70k Plus.) But I Would Like To Know What Is The Best Script For Getting Referrals?

I Typically Pull Out A Sheet And Have Them Starting Writing Down Names And Numbers When I'm Finishing Up The App. I Also Do The Triangle Where I Door Knock The Neighbors. I Would Like To Break Our Company Record Of 44k In One Month From A Single Agent And Know That This Is The Key And That I Am Capable.


Please Let Me Know What Has Worked The Best For You!

If my memory serves me correctly, I saw another member that capitalized every word. I noticed that you have just signed up... could it be that you were on this forum under another name in the past?

 

[Stratos]

Re: Final Expense Selling Machine...where Are The Referals

I Have Been Selling Final Expense For Almost 9 Months And Have Had A Great And Rewarding Time Doing It. (i've Written Over 210,000 In Personal Production, 36k Which Was In My First Month In The Biz, And Have 16 Agents Under Me Currently Writing 70k Plus.) But I Would Like To Know What Is The Best Script For Getting Referrals?

I Typically Pull Out A Sheet And Have Them Starting Writing Down Names And Numbers When I'm Finishing Up The App. I Also Do The Triangle Where I Door Knock The Neighbors. I Would Like To Break Our Company Record Of 44k In One Month From A Single Agent And Know That This Is The Key And That I Am Capable.


Please Let Me Know What Has Worked The Best For You!

I call BS on this guy.

 

[straightshooter]

Re: Final Expense Selling Machine...where Are The Referals

Referrals are not hard to get - if you simply help people and ASK...folks are glad to help you if you treat them the same way that you want to be treated.

Deception is illegal, not necessary and tarnishes the business for those of us who conduct business as professionals.

Do the right thing!

 

[anyloan2]

Re: Final Expense Selling Machine...where Are The Referals

I Have Nothing To Gain By Over Stating My Production. I Wouldn't Switch To Another Carrier For Any Reason. I Love Where I'm At And Have A Company Record To Smash. The Girl That Wrote 44k In One Month Started Back In April When I Did. I Have Written More Total Ytd Biz But Haven't Written More Than 35,996 In A Single Month.

How Many Referrals Do You Typically Get Per Client?
I Always Give Them And Referral Sheet And Us The Shut Up Method Currently. I Typically Get A Few Here And There But Nothing That Is Consistent Or At The Level It Should Be.


Also What Is The Best Opening Line That You Use To Set Referral Appointment?


I Am Successful Because You Can Always Learn Something New!!!


I Came From Mortgage Biz, Owned My Own Company Making Over 500k My Best Yr And Made A Lot Of Bad Real Estate Investments That Made Me Take A Change In Scenery From The Stress. Also I Knew My Agency Owner As A Client And Saw The Checks!! Making A Lot More Than I Was In My Peak.