Final Expense Selling Machine.Where Are The Referrals

[rgrace]

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.

That is almost as bad as what my manager trained me to do. We give a free accidental death policy, when we finish the app he asks for 5 emergency contacts. Man, they will list those emergency contacts fast. I do not feel it is ethical so I do not do it.

 

[anyloan2]

I was able to get on the LH site today. You qualified for the Cabo trip with $159,317 production. Congratulations. That's pretty good. It's not what you claimed, but, good nonetheless.

I actually wrote over 210k but they showed me down for 159k for the trip. If you add up my production for each month you can see where I finished my first 9 months.

 

[Tom Highway]

Where has theinsuranceman been lately? This looks like something he'd be all over.

 

[theinsuranceman]

Where has theinsuranceman been lately? This looks like something he'd be all over.

I'm right here brother. Why would I be all over this? Agents giving their views and sharing facts.

 

[Tom Highway]

I'm right here brother. Why would I be all over this? Agents giving their views and sharing facts.

Cause you're the Lincoln Heritage guru around here.

 

[theinsuranceman]

I'm really the FE tele-sales guru. Mr. Hales has also stated what I've stated in the past....to be successful in the FE arena you need access to 20-40 FRESH EXCLUSIUVE leads per week, every week. Not many uplines can provide that for their agents.

I'm going to get Jdeasy mad again..but...if anyone wants access to this many FE leads EVERY week (whether they sale face 2 face or would like to do tele-sales) they should contact me 252-292-3350..Greg. (but only if you can commit to coming to Raleigh,NC or Thomasville,Ga. for 4 solid days of training so you can learn how sell FE successfully)

 

[jerry176]

Greg, 20 to 40 leads per week, that sounds about right, and expensive. Are you able to contact all your leads in a week, or do you have some that carry over to sell at another time?
And all the while, you keep ordering new leads each week?

Gerry

 

[theinsuranceman]

Greg, 20 to 40 leads per week, that sounds about right, and expensive. Are you able to contact all your leads in a week, or do you have some that carry over to sell at another time?
And all the while, you keep ordering new leads each week?

Gerry

In 11 yrs. of selling FE I've never been able to contact all of that week's leads during that week. Some people out of town, in a hospital, etc. Always have carryovers to sell the next week , etc.

If I want to keep my pipeline full I will order leads about 6-7 out of every 8 weeks. Leads are expensive, but you have to spend $$ to make $$.

 

[jerry176]

Thanks, I figured that much. It is no different than any other type of sales, except activity is driven mostly by purchasing leads.
If you don't get leads in FE you will not be in business too long.

 

[theinsuranceman]

Thanks, I figured that much. It is no different than any other type of sales, except activity is driven mostly by purchasing leads.
If you don't get leads in FE you will not be in business too long.

That's pretty much true. I know someone who wrote approx. 100K one year cold calling only, no leads purchased. It was one of my brothers.