Give Phone Number?

[jdeasy]

I agree with ^^^ 100%. Anytime someone specifically asks for my phone # after I set an appointment with them, I assume they are going to call and cancel. I still write the appointment in my schedule, but I'll double book that slot as most of the time they do call and cancel.

Yes, you do develop a 6th sense about that stuff. I had that happen today as well. I had one schedule that I didn't feel good about. I double booked that spot, well not really double booked but I only allowed 30 minutes where I usually allow and hour and half. Sure enough she called to cancel. But she didn't call me, she called travis to tell me to not come by.

That's one where I would normally have gone by anyway but I had other business at her scheduled time so I just continued with business. Actually she did tell travis she wanted to reschedule so I may call her again to see what's up?

 

[WinoBlues]

It has nothing to do with hiding. And the reason agents don't prequalify FE on the phone is because that's not a successful business model for selling FE.

Now back to the "hiding" comment, that comes from someone that doesn't work the FE amrket nor understand the FE market.

......................................

You may be correct. I do not work or understand your FE market.

It would probably help if you laid out who qualifies as "The" FE market or prospects.

The 65 year old I just placed today I did by email (ONL WL). The two appointments I made today, a couple in their late 60s ($25k ea w/United Heritage). I have everything including their meds. They have my phone number because I emailed it to them. The other is 89 and I qualified her ($10k W/SNL) with her two 65ish daughters by email and cell.They live in three different towns in So Cal. I plan on writing the daughters also. To me these are all Final Expense applicants. Oh and if I see one Flea, I am out of there.

 

[Newby]

It has nothing to do with hiding. And the reason agents don't prequalify FE on the phone is because that's not a successful business model for selling FE.

Now back to the "hiding" comment, that comes from someone that doesn't work the FE amrket nor understand the FE market.

I recently had an appointment where I showed up 30 minutes early. The lady was startled by my being there and said she was just about to call me and cancel. I asked her why and she said she was afraid of who might be coming to her home with just her and her daughter there. She gave me the once over and then said, "you don't look anything like what I had pictured, come on in". Apparently I don't look like the ax murderer she had in mind. I wrote her and her daughter.

Today at my first stop the guy had told me on the phone yesterday that he had AARP's term and was happy with it because of the premium. He agreed to let me stop in today anyway.

After getting there and explaining what he had vs what he could could get I wrote him up with 5 Star. He was thrilled with it and said, "I thought I had done my homework before I bought that AARP. Obviously I didnt". Then he added, "Thank you so much for coming by, I was just about to call and tell you not to bother stopping by and wasting your and my time".

These folks do not what they are doing and the ones that do something are usually doing the wrong thing or an ill advised thing. They are also procrastinators that will look for any reason to not do something.

It's not "hiding" from them to not give them a number, it's doing them a favor to avoid giving them an out.

You nailed it. The people are convinced that you either can't improve their situation or are coming out to high pressure them until you get there to teach them what they have compared to what they could get.

 

[jdeasy]

Those are FE application but they are not your regular everyday FE prospects are sending in FE reply cards or calling in from a TV ad.

I have been over the FE market dozens of times here. But take what I say. Every other top FE producer describes the FE market exactly as I do.

Now, just 2 weeks ago I met with couple from a referal. They live ina $200,000 home in an area where $150,000 homes are the really nice homes. They both had smart phones. Their house was a wireless hotspot. They had a rental cottage in the back and a cement pond.

They wanted large term policies but they couldn't qualify. They ended up with $25000 5 Star on each. Those are FE application and they now have FE policies but they are not of the FE market. There are always exceptions but they are exactly that, exceptions.

You may be correct. I do not work or understand your FE market.

It would probably help if you laid out who qualifies as "The" FE market or prospects.

The 65 year old I just placed today I did by email (ONL WL). The two appointments I made today, a couple in their late 60s ($25k ea w/United Heritage). I have everything including their meds. They have my phone number because I emailed it to them. The other is 89 and I qualified her ($10k W/SNL) with her two 65ish daughters by email and cell.They live in three different towns in So Cal. I plan on writing the daughters also. To me these are all Final Expense applicants. Oh and if I see one Flea, I am out of there.

 

[moonlightandmargaritas]

They had a rental cottage in the back and a cement pond.

A cee-ment pond? Was it Jethro Bodine?

 

[WinoBlues]

Those are FE application but they are not your regular everyday FE prospects are sending in FE reply cards or calling in from a TV ad.

I have been over the FE market dozens of times here. But take what I say. Every other top FE producer describes the FE market exactly as I do.

Now, just 2 weeks ago I met with couple from a referal. They live ina $200,000 home in an area where $150,000 homes are the really nice homes. They both had smart phones. Their house was a wireless hotspot. They had a rental cottage in the back and a cement pond.

They wanted large term policies but they couldn't qualify. They ended up with $25000 5 Star on each. Those are FE application and they now have FE policies but they are not of the FE market. There are always exceptions but they are exactly that, exceptions.

I am not arguing with you. FE is your niche. I am a Life Insurance agent not an FE agent. But they are _my_ regular FE market. The exception to me are the Flea, cat urine and pit bull homes. So I guess I sell FE products to FE aged people for FE that are not the FE market. So it is more about the "market".

Lee

 

[jdeasy]

I am not arguing with you. FE is your niche. I am a Life Insurance agent not an FE agent. But they are _my_ regular FE market. The exception to me are the Flea, cat urine and pit bull homes. So I guess I sell FE products to FE aged people for FE that are not the FE market. So it is more about the "market".

Lee

I'm not arguing with you either. We are discussing this.

I've said on every trining call I've been on when asked how to sell FE that the key, if there is one?, is to understand the FE market. Most of the FE companies don't even understand the market they are trying to capture.

But there is mistaking that it's a different market than any other insurance field. It's a culture, for lack of a better term.

 

[WinoBlues]

I'm not arguing with you either. We are discussing this.

I've said on every trining call I've been on when asked how to sell FE that the key, if there is one?, is to understand the FE market. Most of the FE companies don't even understand the market they are trying to capture.

But there is mistaking that it's a different market than any other insurance field. It's a culture, for lack of a better term.

That seems like a good term.

It seems like there are different segments of the FE market. Just like there are for traditional Term or Whole life. You got your broke ass, middle income and "wealth". We chose which segment we work.

 

[rousemark]

That seems like a good term.

It seems like there are different segments of the FE market. Just like there are for traditional Term or Whole life. You got your broke ass, middle income and "wealth". We chose which segment we work.

Even your middle income end up in the lower income segment after they retire because they spent it all along the way.. These folks make good FE prospects but they don't live in filth.

 

[WinoBlues]

Even your middle income end up in the lower income segment after they retire because they spent it all along the way.. These folks make good FE prospects but they don't live in filth.

Agreed, mine don't. Give me a clean retired low income teamster any day.