- 5,884
The most recent ones just say he sucks.
Hispanic community provides opportunity for life insurance agents
- Thread starter Insurance Forums Staff
- Start date
- 4,265
In light of the thread topic, I thought I’d share that I just got off the phone with a very nice lady in a small town in Oklahoma. She had a fairly thick West Oklahoma country accent, but a Hispanic surname.
After we finished the e-app, she wanted to talk about something for her husband, who was born in Mexico. She spelled out his name for me, and I read it back to her. It was an unusual name, and it surprised her when I said it correctly. I told her I speak enough Spanish to at least pronounce people’s names correctly!
I asked her if she spoke Spanish. She answered yes, and told me she never spoke English at all until she started school. That surprised me, because she seemed to have more trouble pronouncing his name than I did! Her family moved from Texas to Oklahoma when she was 4, and she’s been speaking English as her primary language most of her life. She still speaks Spanish, but with an Okie accent!
(Her husband’s a different story. She said he can understand English pretty well, but speaks mainly Spanish. She promised that when I call again to take his application, she’ll be there to help.)
The key to making that sale was obviously not language. It was trust. She’d had a recent negative experience with her previous company, and had some trust issues as a result. They had never contacted her to convert her term policy, and it just terminated after 20 years. When she called them to get more insurance, they wanted to write her a 2 year ROP GI because of her health history.
She had a little trouble believing that I would be able to get her a standard whole life (FE) policy. It took me a bit to build enough rapport for her to allow me to even quote her, much less take an application. But I could hear it in her voice the second she decided she liked me. Smooth sailing after that, and I have a strong feeling that I just became the family insurance guy!
After we finished the e-app, she wanted to talk about something for her husband, who was born in Mexico. She spelled out his name for me, and I read it back to her. It was an unusual name, and it surprised her when I said it correctly. I told her I speak enough Spanish to at least pronounce people’s names correctly!
I asked her if she spoke Spanish. She answered yes, and told me she never spoke English at all until she started school. That surprised me, because she seemed to have more trouble pronouncing his name than I did! Her family moved from Texas to Oklahoma when she was 4, and she’s been speaking English as her primary language most of her life. She still speaks Spanish, but with an Okie accent!
(Her husband’s a different story. She said he can understand English pretty well, but speaks mainly Spanish. She promised that when I call again to take his application, she’ll be there to help.)
The key to making that sale was obviously not language. It was trust. She’d had a recent negative experience with her previous company, and had some trust issues as a result. They had never contacted her to convert her term policy, and it just terminated after 20 years. When she called them to get more insurance, they wanted to write her a 2 year ROP GI because of her health history.
She had a little trouble believing that I would be able to get her a standard whole life (FE) policy. It took me a bit to build enough rapport for her to allow me to even quote her, much less take an application. But I could hear it in her voice the second she decided she liked me. Smooth sailing after that, and I have a strong feeling that I just became the family insurance guy!
- 5,884
The sooner new agents learn the key concepts needed to build trust the faster their track to more consistent sales results and more fulfilling relationships among clients.
Do you ever look back on your years in this profession and wonder how you got to where you are now along with all the lessons you had to learn and are still learning along the way? Man, did I have a ton of learning to do, and I often feel overwhelmed at the learning I have yet to do.
- 25,900
Haha, I have spoken to many Texas clients that are the same. Kinda like my Spanglish
Making a client over making a customer. Takes almost the same amount of time and pay a renewal/dividend.
Inventory
Old school
- 30,258
How many Hispanics do you live with?
I forgot another 1/2 so make it = 4.5
- 30,258
That's a complicated math problem for me.
- 25,900
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