If I Am with EFES...

[TDinsgrp]

Amen to that!

Makes you wanna pull your hair outta your head! LMAO You can save them $8-$10 a month and you can TELL they maybe bring in $1K a month so they could use the savings. But yet, they won't listen!? Makes you walk away from the house scratching your head. lol

 

[theinsuranceman]

Please help TD recruit a buncha noobs in SW MO, Mack. Thank you, my friend.

Actually, there is an RD for SL in Mo. right now, with a group of tele-sales agents in an office doing between $60K-$100K per month.

 

[tins]

Actually, there is an RD for SL in Mo. right now, with a group of tele-sales agents in an office doing between $60K-$100K per month.

Hot damn! I'd be happy to just write $1-2K per month...on top of my med supp and MA sales.
Greg, what works better for FE sales: a hard close or more laid back approach?
I think I should be doing more FE. Seems silly that I'm only writing about 1 FE for every 15 med supps (or MAs).

 

[theinsuranceman]

Hot damn! I'd be happy to just write $1-2K per month...on top of my med supp and MA sales.
Greg, what works better for FE sales: a hard close or more laid back approach?
I think I should be doing more FE. Seems silly that I'm only writing about 1 FE for every 15 med supps (or MAs).

No pat answer on that. I start off very laid back, non threatening, trying not to even appear as selling anything, just providing info, answering questions, painting mental pics about death, all in a very casual natural way. I try to get the prospect to "buy" rather me trying to "sell".

If they don't buy, I start to turn the temp. up a little, using some gentle guilt about their child/children/ or family facing a horrible financial burden/embarassment when that time comes.

If need be I'll turn the temp. up more. Since I operate on the premise of a one shot close I eventually go "all-in". Those prospects that say "let me think about it", "call me back in a few months", etc. are all "no's", they just aren't as obvious a "no" as someone who just comes right out and says "I'm not interested at all". "No's" come in all sizes, shapes, and colors.

Some will come on here saying the hard close will result in a charge back in a couple of months. So what, I still earned comm. for the mos. the policy was on the books before the charge back, and that family was at least protected for a few months in case of an unexpected death.

Let's let other FE "pro's" weigh in on this.

If you want a part-time contract with the RD in Mo. contact me for his number and name.

 

[tins]

No pat answer on that. I start off very laid back, non threatening, trying not to even appear as selling anything, just providing info, answering questions, painting mental pics about death, all in a very casual natural way. I try to get the prospect to "buy" rather me trying to "sell".

If they don't buy, I start to turn the temp. up a little, using some gentle guilt about their child/children/ or family facing a horrible financial burden/embarassment when that time comes.

If need be I'll turn the temp. up more. Since I operate on the premise of a one shot close I eventually go "all-in". Those prospects that say "let me think about it", "call me back in a few months", etc. are all "no's", they just aren't as obvious a "no" as someone who just comes right out and says "I'm not interested at all". "No's" come in all sizes, shapes, and colors.

Some will come on here saying the hard close will result in a charge back in a couple of months. So what, I still earned comm. for the mos. the policy was on the books before the charge back, and that family was at least protected for a few months in case of an unexpected death.

Let's let other FE "pro's" weigh in on this.

If you want a part-time contract with the RD in Mo. contact me for his number and name.

That "let me think about it" is my weakness. I know it is a 'no' without saying 'no' about 99.9% of the time, but don't know a great response. I've thought of saying something like, "sorry, I make one visit per year per person, so we have to do this now in order to protect your family". But, if I've already made a med supp sale, I don't want to piss somebody off and have them cancel.

 

[JimmyUt]

I would defer to Frank on this. He likes to save them money on their Med Supp and then casually suggest they reallocate some of their new found money( not all) into a small FE plan. If they trust you and like you, you should be able to talk very candidly about their need for coverage. Just be confident and always ask for it.

 

[b61mack]

Mr client, you have put it off for 65 yrs, do you think you have another 65? Also isn't better for them to have coverage now, then wait for mr, agent, I have 105 different insurance companies and could save them 5 dollars a month. oopps he died the day before you showed up.

 

[Todd King]

Some will come on here saying the hard close will result in a charge back in a couple of months. So what, I still earned comm. for the mos. the policy was on the books before the charge back, and that family was at least protected for a few months in case of an unexpected death.

Really? I mean, REALLY? Come on Greg, is this really the way you operate?

 

[theinsuranceman]

Really? I mean, REALLY? Come on Greg, is this really the way you operate?

Yes that's the way. It's called closing. Tell us what you do. Instead of criticizing people offer some helpful advice. Show us what you know. How much personal production do you do per week on ave.? How much production does your group do each week on ave. I'm always open minded to learning new techniques.

Of course anyone who steers their agents to use YAL can't be all that credible can they?

 

[jdeasy]

Yes that's the way. It's called closing. Tell us what you do. Instead of criticizing people offer some helpful advice. Show us what you know. How much personal production do you do per week on ave.? How much production does your group do each week on ave. I'm always open minded to learning new techniques.

Of course anyone who steers their agents to use YAL can't be all that credible can they?

How much personal production do you do? You have never been willing answer that question in the past. Why do you ask someone else?
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Don't worry. We are advertising there and just hired our first "agent". Not sure what a "noob" is but I'm sure someone will research it and come back with a definition. But I'm picking up what you're throwing down.

See...every carrier can be replaced by someone else. In the IMO world, we would replace most policies with RNA and/or Foresters. We would replace Foresters with Oxford and so on. I get it. I see the cracks. "Come into my neighborhood so I have someone to replace". Doesn't quite make sense when you need to find those folks first. Even then...if we've been in the business for awhile, we ALL have ran into those folks that we actually show them how much our product could save them and they still say "no...not interested". Or "no...I don't want to make any changes". We've all been there and there is enough business for everyone out there.

I sold a lady a few weeks ago who had FIVE policies with FIVE different companies. Make me #6. LOL That's FE. That's the business.

The difference with us is that we do on going training not on just selling but business conservation and maintenance. We teach agents the proper way to conserve and it starts from the time you first meet the agent. My office staff also sends letters out on ALL clients in my agency who have lapsed, NSF'd, NTO etc... The letters have been tried and true to get client's to respond and want to save their policy.

Moral of this story....we ARE going to expand and rapidly all over. The competition WILL replace "some " of our business. But as a previous thread poster on here stated...his friend lost a sale to SL also? It's like the four seasons of nature....it all comes back around.

Happy Selling! See you in the field.

Maybe so, but that hasn't been my experience. I'm not a lifer in this business, this is my 8th year as an agent. I have written almost 2500 life applications in that time.

I only know of two of my policies that have been replaced by another agent and only one of those was over money. Make that three. I just remembered one of my LH policies was replaced by RNA. That's how I first got with RNA. Once I saw what the guy was able to offer my clients I wanted some of that.