- 1,912
This is true. Except, many agents who want to replace will call the phone number in the policy with the client.
Final Expense Telesales Tips - The Reboot!
- Thread starter shonceman
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- 4,306
That's true. But if we're positioning ourselves as their personal agent, the next guy has a much harder time replacing. It's not that I never get replaced, but it's pretty infrequent.
- 5,973
Which is why offering the client the best value if the best persistency tool the F2F lead working agent has, imo.
And you can't discount that F2F interaction as part of the value. A few years ago I did a ride along with another agent. We were door knocking and the lead had a Liberty Bankers policy. He could have beat the price by $15/month on that case, but he was up against a debit agent; and that prospect wanted no one but her debit guy. She saw value in that relationship greater than the monthly premium.
- 5,973
I saw this after I posted but as was typing that post just above I thought of you.
- 1,912
This is good convo, but our minds are in different places.
Telesales is different than F2F
An Indy agent is different than an agency builder
Telesales is different than F2F
An Indy agent is different than an agency builder
- 26,145
Agents change 'value' more than they change their under-roos.
One year it is because a Fraternal build a play ground once, then it is because they can save them $4.53 on a 3 year old policy, or like recently because it is WL v 10 yr old GUL.
Most of these guys justify bullshit with shallow 'value'.
'Miss Mae, you could probably really use your $153. That insurance company is keeping, right (agent = sincerest look nodding head) I can help you with this policy only $5mo more. That sure is a nice cat, sign here'
Next house 'oh my!, you are paying way to much! Almost $60 ($5mo) a year to much. Let me see if I can help you out.'
Value my ass!
- 5,973
Not really an ass man, to tell you the truth, wino. But I love you just the same.
FWIW, I usually don't replace if I can't save them at least enough for a pizza and a two liter Mountain dew each month. Round here my FE peeps call that "date night."
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What I think I'm trying to get hold of for myself is how to make the transition from a high personal touch, F2F model to a remote model that's not necessarily leads based. I have nothing against selling from leads. I started out that way, and still buy a few here and there when a vendor has a sale going on. But I haven't really been a leads based agent for a number of years.
I have a pretty large book of business that normally keeps me fairly busy. Seems like that's where I should focus my efforts, even though I might not be able see people in person like I'm used to. (I think @WinoBlues has been basically working his book by phone for years now, so I've especially appreciated his contributions to this discussion.)
I'm used to handling a case or two per month by phone because I have clients spread across several states now (I'm licensed in 7). But it's never been a preferred medium for me. If somebody's within driving distance, I'd rather go see them. Since that's off the table for now, I'm trying to retool. I'm soaking up tips and info from everybody, whether it's a huge agency like @NSRH, or somebody like @Rearden (BTW - the interview with @Thad.Sipple was really terrific!) or a solo Indy agent like WinoB. I've gleaned a lot from all you guys over the last few days. Most of the info I've gotten is coming from a leads based model for telesales, but I've still been able to pick up plenty of nuggets that are applicable to my book based model.
I've still got a couple more training vids and podcasts I want to listen to. But I'm feeling optimistic that all the notes I've been taking are beginning to gel into a system that will work for me.
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- 26,145
Just be you with your people. That is what they bought, not the process. They need you. To be you.
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