Final Expense Telesales Tips - The Final Episode

[NSRH]

Marginalized?

Come on bro.

Nobody is marginalized.

The rest of your post was spot on though.

Respect your opinion, but I'd have to disagree.

The classic FE client is marginalized in most cases.

And I don't say that in a negative spirit either. I've been to trailers where plywood was used to cover holes in the floor, and cockroaches walked around like they paid rent.

I marginalized them after that! It's human nature.

 

[WinoBlues]

Disagree.

Different life experiences change the lenses we see the world through.

IMohsoHO

Edit: @suranceman "Nobody is marginalized."

 

[NSRH]

Final Expense Telesales Tip:

The sales process begins at the inception of the lead. Don't fall for the adage that a lead "is just an excuse to call someone" or that "all leads are the same".

It's simply not true. Only marketers talk this way, producers know better.

Whatever verbiage is used in the marketing piece will set expectations with the client.

Leads to stay away from:
1. Direct Mail that offers gift cards for a returned response
2. Digital Marketing that incentive a response by giving away free credits to a game or an entry into a sweepstakes
3. TV leads that are shared with other vendors where calling in gives them information on a free phone or help with utilities
4. Cold calling

These are the most expensive leads.

They are light on the wallet, but heavy on your time.

Invest in yourself, and find a vendor that is delivering motivated people who at minimum want a "free quote".

Can't afford leads? You're almost out of business in my opinion.

 

[theinsuranceman]

Final Expense Telesales Tip:

The sales process begins at the inception of the lead. Don't fall for the adage that a lead "is just an excuse to call someone" or that "all leads are the same".

It's simply not true. Only marketers talk this way, producers know better.

Whatever verbiage is used in the marketing piece will set expectations with the client.

Leads to stay away from:
1. Direct Mail that offers gift cards for a returned response
2. Digital Marketing that incentive a response by giving away free credits to a game or an entry into a sweepstakes
3. TV leads that are shared with other vendors where calling in gives them information on a free phone or help with utilities
4. Cold calling

These are the most expensive leads.

They are light on the wallet, but heavy on your time.

Invest in yourself, and find a vendor that is delivering motivated people who at minimum want a "free quote".

Can't afford leads? You're almost out of business in my opinion.

Agents that can't afford plenty of fresh exclusive leads are like McDonald franchises that can't afford hamburger buns. Or a carpenter that can't afford a hammer and nails.

You need to be able to afford the "tools of your trade".

 

[WinoBlues]

Agents that can't afford plenty of fresh exclusive leads are like McDonald franchises that can't afford hamburger buns. Or a carpenter that can't afford a hammer and nails.

You need to be able to afford the "tools of your trade".

And time.

You have to invest time to build something that will feed you. Whether that time is learning to develop your own own leads or building relationships. It take more than just writing an app, long-term.

 

[Crazytiger]

Final Expense Telesales Tip:

The sales process begins at the inception of the lead. Don't fall for the adage that a lead "is just an excuse to call someone" or that "all leads are the same".

It's simply not true. Only marketers talk this way, producers know better.

Whatever verbiage is used in the marketing piece will set expectations with the client.

Leads to stay away from:
1. Direct Mail that offers gift cards for a returned response
2. Digital Marketing that incentive a response by giving away free credits to a game or an entry into a sweepstakes
3. TV leads that are shared with other vendors where calling in gives them information on a free phone or help with utilities
4. Cold calling

These are the most expensive leads.

They are light on the wallet, but heavy on your time.

Invest in yourself, and find a vendor that is delivering motivated people who at minimum want a "free quote".

Can't afford leads? You're almost out of business in my opinion.

@NSRH

What are your thoughts on presenting yourself as a "broker who shops 30 different cos to get the absolute best rate" as compared to

just simply explaining that you help people like them to get protection for their loved families and after getting their monthly amount, presenting them with their option

You only sell one product which you said is all you need

 

[goillini52]

@NSRH

What are your thoughts on presenting yourself as a "broker who shops 30 different cos to get the absolute best rate" as compared to

just simply explaining that you help people like them to get protection for their loved families and after getting their monthly amount, presenting them with their option

You only sell one product which you said is all you need

He doesn't care.

 

[WinoBlues]

@NSRH

What are your thoughts on presenting yourself as a "broker who shops 30 different cos to get the absolute best rate" as compared to

just simply explaining that you help people like them to get protection for their loved families and after getting their monthly amount, presenting them with their option

You only sell one product which you said is all you need

And he sells the chit out of it. It works for him. Also State Farm, Primerica, Lincoln Heritage, AAA, and so on.

Not my way, but a way.

I do things that are not supposed to work. But they work for me.

Unicorns exist, You just have to believe.

 

[NSRH]

@NSRH

What are your thoughts on presenting yourself as a "broker who shops 30 different cos to get the absolute best rate" as compared to

just simply explaining that you help people like them to get protection for their loved families and after getting their monthly amount, presenting them with their option

You only sell one product which you said is all you need

Not the way I would do, but it's certainly a way.

The moment you start shuffling paperwork, and fumbling through quotes, you've lost the sale.

Also, I choose to work with companies that make my life easier, not harder. If there was another colony that gave me what I got with AmAm I'd promote them.

But when it comes to telesales... only one carrier gets it.

 

[Baseball7]

When you realize Northstar is a well oiled machine that pumps out final expense you understand why it works well focused around one carrier.