I Can't Get Out to Sell So I Need to Sell Over The Phone-Help-Any Companies?

[theinsuranceman]

Johnny, Accendo (CVS)/Aetna has probably the easiest phone app you will find in the FE market. There are others. You could talk with Dave Duford (Rearden on the forum) He contracts agents on a fair basis and will shoot straight with you even if you don't contract through him.

I'm not familiar with his platform. Could you please share what makes his platform so easy? I say Sr Life has the easiest FE telesales platform, they started it in 2004, but I'd like to hear more about his system and others. Please be as detailed as possible.

And please share what experience, if any, you have with his system. Hard to give an honest opinion if you've not used a system. Thanks in advance.

 

[rousemark]

I'm not familiar with his platform. Could you please share what makes his platform so easy? I say Sr Life has the easiest FE telesales platform, they started it in 2004, but I'd like to hear more about his system and others. Please be as detailed as possible.

And please share what experience, if any, you have with his system. Hard to give an honest opinion if you've not used a system. Thanks in advance.

It is not "his" platform any more than the platform you use is "your" platform. It is Accendo /Aetna's and is available to all contracted agents. No phone calls of any kind, no recording of any kind. Have the client give a code word (such as Mother's maiden Name) and hit submit. Same system Manhattan Assurance uses for their ancillary health products. Yes, I have used both companies' eapp.. over the phone.

 

[theinsuranceman]

It is not "his" platform any more than the platform you use is "your" platform. It is Accendo /Aetna's and is available to all contracted agents. No phone calls of any kind, no recording of any kind. Have the client give a code word (such as Mother's maiden Name) and hit submit. Same system Manhattan Assurance uses for their ancillary health products. Yes, I have used both companies' eapp.. over the phone.

How can there be no phone calls when doing telesales? Do you mean no phone calls to an underwriter? Since there is no recording of any kind does that mean I could take take a GI candidate and simply write them immediate coverage at preferred rates and no one would be the wiser, unless death occurs during the 2 year contestability period? I'm sure I'm missing something here, help me out.

Maybe they do MIB's and RX checks to pick up these GI's written as immediate coverage?

 

[rousemark]

How can there be no phone calls when doing telesales? Do you mean no phone calls to an underwriter? Since there is no recording of any kind does that mean I could take take a GI candidate and simply write them immediate coverage at preferred rates and no one would be the wiser, unless death occurs during the 2 year contestability period? I'm sure I'm missing something here, help me out.industry

Maybe they do MIB's and RX checks to pick up these GI's written as immediate coverage?

That has been going on since the beginning of the insurance industry and I am willing to bet it even goes on at SL over the phone.. All a crooked agent has to do is coach the client before recording the call.

 

[theinsuranceman]

That has been going on since the beginning of the insurance industry and I am willing to bet it even goes on at SL over the phone.. All a crooked agent has to do is coach the client before recording the call.

I thought that was the reason most carriers have the proposed insured do a phone interview with an underwrite/3rd party, to help prevent the "coaching" of the client.

On Sr Life's recording we tell the proposed insured/owner that false statements are subject a Class H felony. It would be kinda hard to for a client to continue making false statements on the recording when they hear about the Class H felony, probably next to zero.

 

[somarco]

On Sr Life's recording we tell the proposed insured/owner that false statements are subject a Class H felony. It would be kinda hard to for a client to continue making false statements on the recording when they hear about the Class H felony, probably next to zero.

I have been selling insurance for 45 years. Never heard of a "class H felony". No idea what it is and don't care.

I have never used intimidation tactics to convince people to be truthful on the application. Never saw a need to.

In that time I can count on less than one hand the number of times when an applicant was caught in a lie. My memory says it happened twice but there might have been another time or two.

 

[rousemark]

I thought that was the reason most carriers have the proposed insured do a phone interview with an underwrite/3rd party, to help prevent the "coaching" of the client.

On Sr Life's recording we tell the proposed insured/owner that false statements are subject a Class H felony. It would be kinda hard to for a client to continue making false statements on the recording when they hear about the Class H felony, probably next to zero.

Bot when they have already been coached by the agent to ignore that statement.

 

[suranceman]

I thought that was the reason most carriers have the proposed insured do a phone interview with an underwrite/3rd party, to help prevent the "coaching" of the client.

On Sr Life's recording we tell the proposed insured/owner that false statements are subject a Class H felony. It would be kinda hard to for a client to continue making false statements on the recording when they hear about the Class H felony, probably next to zero.

Sleezy agents find ways to get a client to lie without them even knowing. Here's some examples I've heard agents use:

1. CHF: Mrs. Jones, you only need to say yes to this question if your medications haven't changed in the last 2 years. Your meds haven't changed right? Great, then you can say no. (agents do this for prosperity to get CHF people level coverage.)
2. Oxygen: Mrs. Jones you only need to say yes to this question if you are on oxygen 24/7. You don't use it all the time do you? Ok great since you only use it sometimes, you can say no to this question.

Especially given the FE market, I can see how it's very simple for sleezy agents to pull this off.

 

[theinsuranceman]

Sleezy agents find ways to get a client to lie without them even knowing. Here's some examples I've heard agents use:

1. CHF: Mrs. Jones, you only need to say yes to this question if your medications haven't changed in the last 2 years. Your meds haven't changed right? Great, then you can say no. (agents do this for prosperity to get CHF people level coverage.)
2. Oxygen: Mrs. Jones you only need to say yes to this question if you are on oxygen 24/7. You don't use it all the time do you? Ok great since you only use it sometimes, you can say no to this question.

Especially given the FE market, I can see how it's very simple for sleezy agents to pull this off.

That's true. But wouldn't an RX script check or MIB pick up those situations you describe? I've always conducted my business honestly and with integrity and I'm just not familiar with these tactics that brokers use to hurt the carriers. Biting the hand that feeds you.

No wonder there have been a few FE carriers to exit the arena the last few years. What's that old saying......if you run a loose ship it'll sink? Rouse is that the correct saying?

 

[suranceman]

That's true. But wouldn't an RX script check or MIB pick up those situations you describe? I've always conducted my business honestly and with integrity and I'm just not familiar with these tactics that brokers use to hurt the carriers. Biting the hand that feeds you.

No wonder there have been a few FE carriers to exit the arena the last few years. What's that old saying......if you run a loose ship it'll sink? Rouse is that the correct saying?

Oxygen will never show up on an Rx report. Same with wheelchairs or home health care or helps with ADLs. CHF will show up most of the time on an Rx report. Prosperity for example, doesn't have a combo list that auto rates someone modified due to Rx history alone. Most carriers do. Prosperity will just ask a client "your rx report shows a history of furosemide, was this prescribed for CHF? If the client says no, then they issue it as level. Sleezy clean sheeting prosperity agents do this for CHF people all the time. They rationalize it for the clients by saying "if your meds haven't changed in the last 2 years, then you can say no". There are agents on this forum that say this.

The bottom line is this. No matter what interview process a carrier has, sleezy cheating agents will always find cracks to exploit the system. The clients can be easily coached to be "convinced" they are answering honestly even though they don't know they are lying.

There is no way to 100% guard against bad agents. All you can do is minimize it.