If I Am with EFES...

[theinsuranceman]

How much personal production do you do? You have never been willing answer that question in the past. Why do you ask someone else?

No one ever asked me and I don't really like tooting my own horn about look at me...look at what I've done. I do however really like sharing advice and learning from other agents.

Nowadays it's only between $1k-$2K per week. Majority of my time is spent helping agents on my team, interviewing potential new agents, looking for my 2nd office location, etc.

If I was a solo producer I'd probably do $3k-$5k, just like you,....would really depend on the effort I put into it that week, just like you. If I wanted to really go at it I could probably do $6k-$10k in one week, just like you, as I wrote just over $8200 the 3rd week of Jan. with 75 leads using tele-sales. It took about 55 hrs. though. That's not something I'm prepared to do week after week unless it was a necessity.

The reason I asked someone else about their production is because it gives me a gauge on their ability, experience, etc., especially when they criticize me but don't offer any better methods or suggestions.

 

[Todd King]

Greg, in case you didn't get it, I was referring to your "hard close" and your attitude towards it of, "...so what, I've earned some commission...".

So it's all about the money to you, huh? That's what I see when I see you post something like that. I actually gave you the chance to recount that statement, yet you didn't. You seem very proud of your statement.

As far as personal production goes, it's rather impossible for me to be in the field anymore since I have around 500 agents or so. I do my best to get it through to them to do the right thing by the client, not their own pocket! That's how policies stay on the books.

There's your better method and suggestion! Not that you'll use it, I'm sure. I just hope other agents will.

 

[theinsuranceman]

I also said "the family will have protection for the few months the policy is on the books". Some hard closes don't last and some hard closes last for yrs. Some easy lay downs don't last and some easy laydowns last for yrs.

Once again, since you disagree with me, please show me a better way as I'm always open minded. And don't just say "do right by the client" as we all know that. Specifics would be appreciated as specifics is what I shared.

Yes, I do FE for the $$$. I do it ethically (although the licensed field underwriter vs agent discussion was interesting). FE is too much work to do for free. I'm not ashamed to say I'm in it for the income. Didn't you recruit 500 agents for the income, or was it just to help agents? If I wanted to "help people" I would be donating time at the food bank.

Yes "helping families" is the by-product of selling FE, just like getting paid is another by-product of selling FE.

Once again, how much production do your 500 agents write each week on ave.? Are all 500 writing biz. every week? I already know that 20% do 80% of the production because that's true everywhere.

Once again, why do you recommend using YAL for leads to your agents? With all the bad publicity about YAL, are you really helping your agents?

Don't get mad, please, as I'm trying to learn something here.

 

[jdeasy]

No one ever asked me and I don't really like tooting my own horn about look at me...look at what I've done. I do however really like sharing advice and learning from other agents.

Nowadays it's only between $1k-$2K per week. Majority of my time is spent helping agents on my team, interviewing potential new agents, looking for my 2nd office location, etc.

If I was a solo producer I'd probably do $3k-$5k, just like you,....would really depend on the effort I put into it that week, just like you. If I wanted to really go at it I could probably do $6k-$10k in one week, just like you, as I wrote just over $8200 the 3rd week of Jan. with 75 leads using tele-sales. It took about 55 hrs. though. That's not something I'm prepared to do week after week unless it was a necessity.

The reason I asked someone else about their production is because it gives me a gauge on their ability, experience, etc., especially when they criticize me but don't offer any better methods or suggestions.

I have asked you many times about your personal production. This is the first time you have answered.

Of course it makes a difference how much one can do if they are depensing advice.

 

[Todd King]

I also said "the family will have protection for the few months the policy is on the books". Some hard closes don't last and some hard closes last for yrs. Some easy lay downs don't last and some easy laydowns last for yrs.

Once again, since you disagree with me, please show me a better way as I'm always open minded. And don't just say "do right by the client" as we all know that. Specifics would be appreciated as specifics is what I shared.

Yes, I do FE for the $$$. I do it ethically (although the licensed field underwriter vs agent discussion was interesting). FE is too much work to do for free. I'm not ashamed to say I'm in it for the income. Didn't you recruit 500 agents for the income, or was it just to help agents? If I wanted to "help people" I would be donating time at the food bank.

Yes "helping families" is the by-product of selling FE, just like getting paid is another by-product of selling FE.

Once again, how much production do your 500 agents write each week on ave.? Are all 500 writing biz. every week? I already know that 20% do 80% of the production because that's true everywhere.

Once again, why do you recommend using YAL for leads to your agents? With all the bad publicity about YAL, are you really helping your agents?

Don't get mad, please, as I'm trying to learn something here.

Yes you did say at least they will have protection for a few months. But is this really a help? Not so much.

Of course all 500 agents don't do business every week. You know that, so why ask? If I have any agents that want to post their production on here for you to see, they are more than welcome to. It's not about that anyway is it? This is more about HOW agents get the business.

Why you want to bring YAL into this thread too is beyond me, but if you must know, I have quite a few agents who have tried them and have no problem with them and are doing re-orders with them. I also have other recruiters who have recommended them for leads who are reordering. So yes, I am helping them! YAL has been good for them thus far. Will it continue? Who knows?!

I'm in no way getting mad about this. I think it's amusing and entertaining to see the way some outfits do business. Some things we agree with, some we don't. That's all.

As for the original question of, "how do I overcome the, 'I'll think about it' objection", I'll say this: Several things could be going on here. Maybe they don't feel as though they can afford it. Maybe they don't feel as though they have the need for it. Maybe they just don't feel like addressing the issue that day. If you've not found the hot button, you'll not overcome this one other than brow-beating them into it. Look for the hot button, look for the need and the want. Look for the holes in the plan they have now, if any. Bring up the other expenses incurred other than just the cost of the funeral, like the light bill that still needs to be paid, etc.

 

[theinsuranceman]

Yes you did say at least they will have protection for a few months. But is this really a help? Not so much.

Of course all 500 agents don't do business every week. You know that, so why ask? If I have any agents that want to post their production on here for you to see, they are more than welcome to. It's not about that anyway is it? This is more about HOW agents get the business.

Why you want to bring YAL into this thread too is beyond me, but if you must know, I have quite a few agents who have tried them and have no problem with them and are doing re-orders with them. I also have other recruiters who have recommended them for leads who are reordering. So yes, I am helping them! YAL has been good for them thus far. Will it continue? Who knows?!

I'm in no way getting mad about this. I think it's amusing and entertaining to see the way some outfits do business. Some things we agree with, some we don't. That's all.

As for the original question of, "how do I overcome the, 'I'll think about it' objection", I'll say this: Several things could be going on here. Maybe they don't feel as though they can afford it. Maybe they don't feel as though they have the need for it. Maybe they just don't feel like addressing the issue that day. If you've not found the hot button, you'll not overcome this one other than brow-beating them into it. Look for the hot button, look for the need and the want. Look for the holes in the plan they have now, if any. Bring up the other expenses incurred other than just the cost of the funeral, like the light bill that still needs to be paid, etc.

Ok, thanks.

I didn't ask for individual prod. for each agent, just asking your total group production.

And I put in bold up above pretty much what I'm doing if I need to close to help make the sale happen. That's what I mean by "turning up the temp.". Even when you find and push their hot button they may lapse just a few mos. later or they may stay on the books for yrs.

When I'm there my goal is to make a sale period. If I make the sale, as long as their budget is considered, I've helped the family with protection. Most of these good folks are terrible procrastinators (that's why they usually need a policy) and usually need some nudging to go ahead and get a plan. Procrastinators need some nudging to "act today". If they enroll in a plan then I've helped much more than just saying "here's my biz card, call me when you are ready".
If they decide to keep their plan for a few mos. or a few yrs. is mostly determined by them not me, although I do have some minor influences on them keeping it.

I enjoy these discussions (not the mud slinging) because I'm always learning something here and something there.

 

[b61mack]

I think that is what greg said, he looks for the hot button. No one wants to sell a policy, that the client can't afford. This is a very good post. When greg gets a chance, he is very informative. Todd, we would be interested in, the average $ week of your agents. And what companies do you offer.

 

[Todd King]

Greg, maybe I just misunderstood you because of the way you say it. My apologies if I did.

As for group production, I not going to post that because I just don't believe in that. It does nothing for the individual agents who are on here. It's about them, not about some group. I look at it this way because my agents are independent agents, not part of a captive group. If they were, then it might matter.

Now, you might read that as I'm putting down captive groups; I'm not. I think some agents need to be captive because they just can't do it on their own and are not self-disciplined enough to make it as an independent. Some agents don't need to be captive though. I think there is a place for everyone. Just like you and others have said, telemarketing is for some but not all.

The companies I offer are right on my website.

 

[GreenSky]

I think that is what greg said, he looks for the hot button. No one wants to sell a policy, that the client can't afford. This is a very good post. When greg gets a chance, he is very informative. Todd, we would be interested in, the average $ week of your agents. And what companies do you offer.

Why is everyone so damn concerned what other people earn? It sure doesn't make a bit of difference in my earnings.

Todd and Greg have completely different business models. Todd is an IMO representing many carriers and products. Greg is a one-trick pony simply doing final expense over the phone.

Todd recruits and offers contracts to independent agents; Greg hires people that are effectively his employees and must produce with his carrier.

Rick

 

[b61mack]

i threw him a soft ball, to help new agents, learn about him. the problem is, we seem to get defensive and start looking for the zigger, and afraid to answer any questions. i am looking for good discussions, that is how we learn.