How Many of You Close the Deal in One Presentation?

I'm going to set off more of your "red flags." I do, in fact, push harder to make a sale so I make money. I'm in this to get paid - not be someone's new best friend! Do I believe in insurance. I sure do. But that's where it stops. I know I'm selling something that is of high quality and I believe in it. Now I want to sell that product and get paid! You may so or "because it's the right thing to do" and good for you if that's your motivation. But unless I'm getting paid very well it makes no sense at all to he in this business at least for me.

You should stop reading into what I write.

I'm here for the money, but I find if I do the right thing, I tend to make more of it.

Despite what everyone seems to think of the typical FE prospect, they aren't stupid. They have had 50, 60 or even 80 years of interacting with people. They can tell when you are there to fleece them and when you are there to help them.

Try going out with this mindset. "It has to be profitable for all involved. It has to benefit the insured, the insurance company and me." Really believe you are there to help them and to get paid to do it. Those that want your help, help them. Go out of your way to help them. But don't put up with any BS from time-wasters, tire-kickers and people who are disrespectful.

I promise you, if you change your mindset, you'll do better. You are the professional, you're there to help. Think of a doctor, he is going to help you. Oh, he definitely is going to make some money for helping you, but he is going to try and improve your health too.
 
You should stop reading into what I write.

I'm here for the money, but I find if I do the right thing, I tend to make more of it.

Despite what everyone seems to think of the typical FE prospect, they aren't stupid. They have had 50, 60 or even 80 years of interacting with people. They can tell when you are there to fleece them and when you are there to help them.

Try going out with this mindset. "It has to be profitable for all involved. It has to benefit the insured, the insurance company and me." Really believe you are there to help them and to get paid to do it. Those that want your help, help them. Go out of your way to help them. But don't put up with any BS from time-wasters, tire-kickers and people who are disrespectful.

I promise you, if you change your mindset, you'll do better. You are the professional, you're there to help. Think of a doctor, he is going to help you. Oh, he definitely is going to make some money for helping you, but he is going to try and improve your health too.

I agree with everything you said except that they are not stupid. In general, your typical FE prospect is an ***. Many live in conditions that are not much better than a trash dump. And that's usually not by circumstance. It is certainly by choice. That's how they got to the point of needing final expense - by blowing everything off until the last second, not laying their bills, etc.. etc.. Sure, ill look past all that because I know they do need what I'm there to provide them and if I don't I won't get paid but once they break out the excuses and sad stories I'm done and I'm out.
 
I agree with everything you said except that they are not stupid. In general, your typical FE prospect is an ***. Many live in conditions that are not much better than a trash dump. And that's usually not by circumstance. It is certainly by choice. That's how they got to the point of needing final expense - by blowing everything off until the last second, not laying their bills, etc.. etc.. Sure, ill look past all that because I know they do need what I'm there to provide them and if I don't I won't get paid but once they break out the excuses and sad stories I'm done and I'm out.

They are smarter than you think in a way you don't realize. All their life people have been selling them stuff. They can spot the salesman a mile away.

But who said to put up with their excuses, I certainly didn't. I agree 100% with what Sportsnut said. My comment was only to change your mentality when you do it. If you are only thinking about the money, they'll pick up on it. They won't know why, but they will be distrustful. If you are closing hard because you really think it is going to help them, they'll pick up on it too and be more included to trust you.

Now don't think for a second that is going to close them all or even many of them, but a deal here and a deal there add up over a year. Most will keep on being sad *****, but a few will take action. Then they'll be in a better place and you'll be in a better financial place as well.
 
Personally I do not prospect dumb people. No I am not an FE agent and do not write as much FE as some of the big dog FE writers. But I average a couple or more a week. Very few are stupid or live in filth. Yeah, I have been a couple homes like that but it is not the norm. I like most of the people I write. My two biggest age demographic are 35-45 and 55-65. The older ones tend to be the smarter, more loyal clients. But I have only been doing this a few years so may be I will learn differently.

There are a few, newer mostly, agents that come on here talking like we are social workers. I am not. I am a for profit business. But there are also some super salesmen, in their minds, that really dislike the dirty people they write, especially if they are other than pink. Those "agents" are bigger Dbags than the people they profit from. IMHO
 
There is a mentality thing that you aren't getting. Don't worry, your prospect will.

Wording is very important to you obviously...

For one to say I am going to study closing techniques or trying different marketing methods or anything else to get more sales you consider that a mentality thing?

It's just common wording Vol, it doesn't mean an agent doesn't believe in insurance or isn't wanting to help people. If you expect everyone all the time to say "I'm working on improving my presentation so I can enroll more people because they need the help and I believe in this!".....well, prepare to be disappointed.

It's very common for agents here to say things like I'm working on this or that and trying to improve my closing ratio. I don't instantly think "Darn agent, all he cares about is his closing ratio and not the client or the needed product he/she is selling".

Do you?

:err:
 
Wording is very important to you obviously...

For one to say I am going to study closing techniques or trying different marketing methods or anything else to get more sales you consider that a mentality thing?

It's just common wording Vol, it doesn't mean an agent doesn't believe in insurance or isn't wanting to help people. If you expect everyone all the time to say "I'm working on improving my presentation so I can enroll more people because they need the help and I believe in this!".....well, prepare to be disappointed.

It's very common for agents here to say things like I'm working on this or that and trying to improve my closing ratio. I don't instantly think "Darn agent, all he cares about is his closing ratio and not the client or the needed product he/she is selling".

Do you?

:err:

Words reveal more than we realize. Mr. I'm Here to Recruit Even Though I Say I Am Not.

And I applaud anyone who wants to improve themselves. Closing more of your appointments is always a good thing. Now, if you are closing 100%, something is wrong. Either you aren't seeing enough people or you are slamming them into inappropriate sales.

We can't be all things to all people. Part of being a good salesman is realizing that people have the right to be an *** and not buy what, at least in my mind, makes perfect sense for them. Fortunately, I also have the right to tell them to go pound sand and move on to my next prospect.

I get very nervous with the person who wants to close 100%. At best they are naive and don't know better. At worse they are completely unethical and could care less about the insured. They are looking to make as much as they can no matter who it hurts.
 
I find prospects that have left over pain killers and help them find people to buy them off of them. So far so good...

Sweet!!! Ya know, I've been trying to use that same method but none of my clients ever have any left over. In fact, they seem to come up with more days in the month than killers in the bottle, so maybe we need to get your clients and my clients together... with your fee included of course. :idea:
 
I get very nervous with the person who wants to close 100%. At best they are naive and don't know better. At worse they are completely unethical and could care less about the insured. They are looking to make as much as they can no matter who it hurts.

Honestly I do try to close 100%. Not because I am naive or want to hurt the client but because I 100% believe everyone I see needs to have insurance in place.

Because I believe in insurance and how it can protect a family.

You need to get on my level of passion :yes:

(Big wink BTW)
 
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