Help during initial appointment

Jan 8, 2019

  1. Stephen
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    Stephen Guru

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    Welcome to the industry and the forum Brandon.

    Once you are in the door the small talk shouldn't end , but it should lead to the discussion that you want to be having. Here are some good leading questions:

    Tell me about your family
    Where do you/ did you work?
    What insurance benefits do you have through your employer?

    Lifehawk offered some great advice in his post above, the best advice that I can add is to be comfortable and be yourself.
     
    Stephen, Jan 10, 2019
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  2. Brandon Sterneker
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    Brandon Sterneker New Member

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    I do plan on getting into medicare as well. My focus right now is to learn and make a few life sales and then start learning that market as well. Thanks for the recommendation of Insurance pro shop. I'll check them out.

    To be completely honest I haven't really started targeting one or the other yet. I would prefer to target younger working class folks for now to get some term sales and because the problems and solutions I can offer seem to be a little less complex. I'm still trying to do research as to how to target these markets as I am still very fresh. My strategy so far has been talking to orphaned policies that my company has as well as door knocking residential and some businesses.

    Will definitely check out question based selling that @somarco recommended. Thank you.
     
  3. Life Hawk
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    Life Hawk Guru

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    Brandon - just as a follow-up I have 2 good books for you to read... as you work...

    The Secrets of Question Based Selling by Thomas A Freese (helps to formulate your questions and give them substance and meaning.)

    How to Master the Art of Selling by Tom Hopkins (very plain suggestions on selling and phrasing of questions.)

    But paramount to all of this is getting out in the field and "failing forward"!
     
  4. MedicareMillionair
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    MedicareMillionair Guru

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    Brandon, I am currently doing a series of videos that detail every single step of this process. You can catch them on my YouTube channel. There is no cost.

    This details everything from knocking on the door to walking out with the check. I just posted step 2 which addresses what to say as you walk through the door and sit down. They will continue over the next week.
     
  5. Brandon Sterneker
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    Brandon Sterneker New Member

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    I will put them on my list! Yes I'm a firm believer that the most important education is learning from mistakes and just getting out there and doing it. I had my first appointment a few days ago (which made me want to post this question) and it helped me to think about mistakes and have plenty of questions for my mentor.

    Will definitely check these out! Thanks
     
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