Final Expense Telesales Tips

[goillini52]

It shouldn't..The person that puts their trust in you to buy a $300 AP plan is entitled to be treated the same as the one who buys a $2000 AP plan.. And, if an agent is not willing to treat them that way, they should refuse to write the $300 case and refer them to another agent.

In this example, I'm relating price to value.

 

[NSRH]

I would think @goillini52 probably meant value moreso than price. Most of us Indy F2F agents have had a lot of experience replacing policies because we can show the client better value than what they have. That might mean a higher death benefit, or immediate coverage, or even the same death benefit for significantly less.

So little of my stuff gets replaced that we don't even notice it.

A TV client is not a DM client.

 

[goillini52]

I've never heard an agency owner who does more production than me tell me price matters.

I only take business advice from those who are more successful than me.

In the case you're talking about, I'm relating price to value. For the same price, he was able to give your former policyholder more value(face amount).

 

[tribetime32]

Most people that talk about selling on price are usually very weak. I would never want to sell something because it's a "lower rate" or "cheaper". All you're doing is setting the client up to constantly figure out how to lower their bill.

There's always something "cheaper." If you're selling final expense you don't have the cheapest product no matter how much you think you do.

My persistency went up when I moved away from selling on price because I stopped selling myself short as an agent.

This topic can lend itself to so many other sales conversations. Solid sales presentation, capturing all the premium, using riders, reduced paid up etc etc etc. All I know is that whenever I critique a new agent's presentation I wage war on the word "cheap."

Some may not agree with this assessment, but I can speak from personal and agency experience. The agents that want the "cheapest" product aren't top producers. In fact they usually are brokers that have other jobs that pay their bills.

 

[NSRH]

In the case you're talking about, I'm relating price to value. For the same price, he was able to give your former policyholder more value(face amount).

Still doesn't change my stance.

 

[goillini52]

I heard of that, I may even have mentioned it once or twice. But that was before my time.

Remind me again what that was all about?

I just did.

 

[NSRH]

Most people that talk about selling on price are usually very weak. I would never want to sell something because it's a "lower rate" or "cheaper". All you're doing is setting the client up to constantly figure out how to lower their bill.

There's always something "cheaper." If you're selling final expense you don't have the cheapest product no matter how much you think you do.

My persistency went up when I moved away from selling on price because I stopped selling myself short as an agent.

This topic can lend itself to so many other sales conversations. Solid sales presentation, capturing all the premium, using riders, reduced paid up etc etc etc. All I know is that whenever I critique a new agent's presentation I wage war on the word "cheap."

Some may not agree with this assessment, but I can speak from personal and agency experience. The agents that want the "cheapest" product aren't top producers. In fact they usually are brokers that have other jobs that pay their bills.

100% accurate.

The definition of a broker is a mediocre agent who's broker than the average.

You'll never hear a producer who does 300k+ talk about price, you'll never hear an agency that does 10mil+ talk about price.

Again, I only take business advice from those who are better than me.

 

[DayTimer]

Still doesn't change my stance.

@NAF1138 and @jdeasy each produced close to $300K last year maybe a bit more, and both did so using a couple of companies that typically have the lowest rates. I'd say that value matters a great deal. And the better sales people will rely very heavily on providing value.

 

[goillini52]

Still doesn't change my stance.

That's fine. We each have the right to do business in our own way.

 

[DayTimer]

The definition of a broker is a mediocre agent who's broker than the average.

You'll never hear a producer who does 300k+ talk about price, you'll never hear an agency that does 10mil+ talk about price.

I already posted when I saw this.

I don't know how much FEX does, but for their size they produce at a high level.