I'm Going on My Own, Soon. ADVICE!

[JSD8675]

After training with a senior agent for about a week, I am about to go on my own selling Medicare and HHC/LTC to seniors.

The first advice I need, is sort of a pep talk. I have such a promising career in front of me, and although I'm sure I have the sales ability to be able to do it, I'm starting to doubt that I have the persistence and fortitude to do this long term.

Something about going into seniors' houses time after time after time has me doubting that I'll like it.

Once I start getting paid, will that motivate me? Will this fear go away? Does it become like brushing your teeth?

My additional questions are:

Nobody at my agency uses computers. They're afraid of them... most of them are in their 50s. Should I get a laptop and keep track of all leads and sales to ensure efficient cross-selling, commissions, retention, etc?

What is the best thing to wear in SE PA to Suburban Philadelphians? Black Pants, Dress Shoes, unbuttoned dress shirt?

What is the best title to throw on a business card? Senior Advisor? Senior Health Advisor? Senior Health Expert?

I want to come across as an advisor, and educator, rather than a car salesman, and more of an expert than a hustler. I would like this to come through in my presentation, the way I dress, and on my business card.

How do you guys ask for referrals?

Thanks Guys

 

[360]

That must have been some week of training.

 

[Newby]

After training with a senior agent for about a week, I am about to go on my own selling Medicare and HHC/LTC to seniors.

The first advice I need, is sort of a pep talk. I have such a promising career in front of me, and although I'm sure I have the sales ability to be able to do it, I'm starting to doubt that I have the persistence and fortitude to do this long term.

Something about going into seniors' houses time after time after time has me doubting that I'll like it.

Once I start getting paid, will that motivate me? Will this fear go away? Does it become like brushing your teeth?

My additional questions are:

Nobody at my agency uses computers. They're afraid of them... most of them are in their 50s. Should I get a laptop and keep track of all leads and sales to ensure efficient cross-selling, commissions, retention, etc?

What is the best thing to wear in SE PA to Suburban Philadelphians? Black Pants, Dress Shoes, unbuttoned dress shirt?

What is the best title to throw on a business card? Senior Advisor? Senior Health Advisor? Senior Health Expert?

I want to come across as an advisor, and educator, rather than a car salesman, and more of an expert than a hustler. I would like this to come through in my presentation, the way I dress, and on my business card.

How do you guys ask for referrals?

Thanks Guys

There is a lot of debate on the forum about dress and other questions you have.

Here are my opinions:
1. If you don't enjoy meeting with seniors in their homes on your first day...you'll hate it after a few years. I've enjoyed it from day one.
2. I wear a white dress shirt and a tie with dress pants every day. I wore suits for years because I work closely with funeral homes. But I find that even when I meet with very causual people in their own homes, a professional dress code makes you look more professional. I like it. Many other agents would hate it.
3. The only title to throw on a business card is "life & health insurance agent" Anything else is a lie and can get you into trouble. In some of my letters I put that I am a life & health agent who focuses on seniors.

I have worked exclusively with seniors for over 13-years but it still would not be correct to call myself a Senior Expert, or a Senior Advisor. Those terms have proven to be misleading.

If you want to come across ad an advisor or an educator it is easy...teach people what they need to know to make good decisions with no pressure and no BS. That will position you correctly and you will make sales.

Good luck! I bet your resistance to meeting with seniors right now is due to your lack of knowlege. You will learn a lot quickly if you study everything but it will take longer than a week.

 

[JSD8675]

Thanks, Newby. I don't have an accurate gauge on whether I like it or not right now, because I have just been sitting there while my trainer has been talking. He's straight, and to the point. I wouldn't mind having fun with the seniors, and making the presentation more colorful, and more of a social visit, than a sales close.

 

[Josh]

Thanks, Newby. I don't have an accurate gauge on whether I like it or not right now, because I have just been sitting there while my trainer has been talking. He's straight, and to the point. I wouldn't mind having fun with the seniors, and making the presentation more colorful, and more of a social visit, than a sales close.

Agents that have more fun with the seniors and make it feel like a social visit tend to enjoy better retention and a higher close rate. People make decisions based on emotion and shored up by logic. We tend to find something we want and then find up reasons why it's a good idea. If a senior feels like the agent visiting them is friendly and cares about them, they let there guard down and are more likely to trust what your presenting is really in their best interest. It also happens to be WAY more fun!

With respect to the initial questions:

Nobody at my agency uses computers. They're afraid of them... most of them are in their 50s. Should I get a laptop and keep track of all leads and sales to ensure efficient cross-selling, commissions, retention, etc?
I wouldn't spend any money until you start making some. A good old fashioned notebook is a great way to keep track of your clients. Down the road you might want to start using something, but maybe getting a laptop should be something you do after you make your first $30k in commissions.

What is the best thing to wear in SE PA to Suburban Philadelphians? Black Pants, Dress Shoes, unbuttoned dress shirt?
When I'm in the field I usually dress to my environment. When doing sales presentations I always wear a suit but when I go to low income housing in the more urban areas I'd rather not be confused with law enforcement so I dress down. I've written a lot of business in just nice jeans and a sweater, sometimes folks would be intimidated by anything more than that. Whatever you do you should be dressed at least a little better than they are and be sensitive to the population. When you walk into a trailer and you're sticking to the table and the dog jumps up on you and the trash is piled up around and you can't stand the smell, odds are a suit would be too much. Get a feel for your area's and use your best judgement.


What is the best title to throw on a business card? Senior Advisor? Senior Health Advisor? Senior Health Expert?
People will usually trust you more by how you act and carry yourself than whatever your business card says. The feeling a senior has when you leave the house is more likely to get you referrals than them telling a friend you are a "senior health whatever".

I want to come across as an advisor, and educator, rather than a car salesman, and more of an expert than a hustler. I would like this to come through in my presentation, the way I dress, and on my business card.
Props for thinking about all of that, just be comfortable and be yourself. If you're not comfortable, fake it and get there. The more comfortable you are the better your presentations will be and the more trust you'll earn.

How do you guys ask for referrals?
Do an outstanding job and be their friend. If you are really sincere and do a good job you'll have earned the right to be referable. One way to do this is to say something like "Thank you Tom and Debbie, I'm glad I could help you today. If you ever have any problems with (whatever carrier) please make sure you give me a call. The other thing is that if you know anyone that is having a problem with their insurance please feel free to have them give me a call and I'll see if I can help." Fixing seniors problems with their insurance is a great way to find people that are looking for a new plan.

Hope this helps!

 

[JSD8675]

Agents that have more fun with the seniors and make it feel like a social visit tend to enjoy better retention and a higher close rate. People make decisions based on emotion and shored up by logic. We tend to find something we want and then find up reasons why it's a good idea. If a senior feels like the agent visiting them is friendly and cares about them, they let there guard down and are more likely to trust what your presenting is really in their best interest. It also happens to be WAY more fun!

With respect to the initial questions:

Nobody at my agency uses computers. They're afraid of them... most of them are in their 50s. Should I get a laptop and keep track of all leads and sales to ensure efficient cross-selling, commissions, retention, etc?
I wouldn't spend any money until you start making some. A good old fashioned notebook is a great way to keep track of your clients. Down the road you might want to start using something, but maybe getting a laptop should be something you do after you make your first $30k in commissions.

What is the best thing to wear in SE PA to Suburban Philadelphians? Black Pants, Dress Shoes, unbuttoned dress shirt?
When I'm in the field I usually dress to my environment. When doing sales presentations I always wear a suit but when I go to low income housing in the more urban areas I'd rather not be confused with law enforcement so I dress down. I've written a lot of business in just nice jeans and a sweater, sometimes folks would be intimidated by anything more than that. Whatever you do you should be dressed at least a little better than they are and be sensitive to the population. When you walk into a trailer and you're sticking to the table and the dog jumps up on you and the trash is piled up around and you can't stand the smell, odds are a suit would be too much. Get a feel for your area's and use your best judgement.


What is the best title to throw on a business card? Senior Advisor? Senior Health Advisor? Senior Health Expert?
People will usually trust you more by how you act and carry yourself than whatever your business card says. The feeling a senior has when you leave the house is more likely to get you referrals than them telling a friend you are a "senior health whatever".

I want to come across as an advisor, and educator, rather than a car salesman, and more of an expert than a hustler. I would like this to come through in my presentation, the way I dress, and on my business card.
Props for thinking about all of that, just be comfortable and be yourself. If you're not comfortable, fake it and get there. The more comfortable you are the better your presentations will be and the more trust you'll earn.

How do you guys ask for referrals?
Do an outstanding job and be their friend. If you are really sincere and do a good job you'll have earned the right to be referable. One way to do this is to say something like "Thank you Tom and Debbie, I'm glad I could help you today. If you ever have any problems with (whatever carrier) please make sure you give me a call. The other thing is that if you know anyone that is having a problem with their insurance please feel free to have them give me a call and I'll see if I can help." Fixing seniors problems with their insurance is a great way to find people that are looking for a new plan.

Hope this helps!

Awesome advice. I really appreciate it. I'm gonna have to close hard in the first year to stay afloat, but hopefully I can learn to close with less pressure and more trust/logic.

 

[Josh]

Awesome advice. I really appreciate it. I'm gonna have to close hard in the first year to stay afloat, but hopefully I can learn to close with less pressure and more trust/logic.

Closing hard will turn off some buyers, it also hurts your placement and retention. If someone gets closed hard they are more likely to wake up at 3am and say "What the did I just get myself into!?!" in a panic and cancel the policy. Take some time and learn about different types of buyers and then make sure you're using the right close for the person your talking to. Again, I think closing hard might end up hurting you more than helping.
After you've spent a few weeks in the field come back and let us know how things went!

 

[Frank Stastny]

The first advice I need, is sort of a pep talk.

Call me.

Should I get a laptop and keep track of all leads and sales to ensure efficient cross-selling, commissions, retention, etc?

I would purchase a computer as soon as it is affordable for you, however, I do not think it is necessary to make it a laptop. Buy a cheaper PC. I never take a computer in the home when I go on an appointment. It is too distracting.

If you are not using a computer to get organized and track your clients and prospects you most likely will not be selling up to your potential.

What is the best thing to wear in SE PA to Suburban Philadelphians? Black Pants, Dress Shoes, unbuttoned dress shirt?

You don't want to look like a bible salesman (black pants, white shirt). Dress in what makes you feel the most comfortable confident. I don't think it matters what the prospect is wearing. If you feel self-conscious it will show, you will be "nervous" and most likely not get a signed app for your effort.

I wear tailored starched Levies almost all the time. If I want to "dress up" I will wear a sport coat if the weather is cool otherwise a starched oxford cloth button down shirt or short sleeve Polo. Hiking boots, cowboy boots or Cole Haans freshly shined depending on where my appointment is and what the weather is like. I wear that whether I am selling in St. Louis or in the country.

What is the best title to throw on a business card? Senior Advisor? Senior Health Advisor? Senior Health Expert?

I work the senior market. My business cards have larger than normal size type and they are like my "title", simple and easy to read. Across the top of my card it says "Your Insurance Agent". Under that is my name and contact information.

I want to come across as an advisor, and educator, rather than a car salesman, and more of an expert than a hustler. I would like this to come through in my presentation, the way I dress, and on my business card.

Then become a "for real" expert on the products you are selling. Know them and the history behind them better than any other agent they have talked to. For example, knowing what has taken place with the changes Medicare has made since 1992 will enable you to use logic in your presentation instead of making it an emotional presentation.

What ever you do, make your presentation friendly and conversational. Making it sound too "business like" is going to come across as phoney and boring.

How do you guys ask for referrals?

Referrals come to those who earn them by staying in touch with their clients on a regular basis and providing excellent service.

I never "ask" for referrals. The bottom of my birthday letter and all other correspondence has a PS. "If you know anyone else who I can help with their insurance needs please give them my phone number."

A good portion of my business is referrals. I'm now getting the children of people I wrote Med Supps for in the mid 90's who are calling me for their Med Supp policies. I guess that makes me a "second generation" insurance agent. God I love this business.

 

[beatuplunchbox]

One thing that motives me in the senior market is that the prospects are usually there at the appointment 99% of the time. I slogged it out selling regular health for several years and got stood up or put off quite a bit of the time. They also seem to have much more common sense...

I have never had to close hard with any of them, if what you show them makes sense to them they are more likely to buy.

 

[moonlightandmargaritas]

I slogged it out selling regular health for several years and got stood up or put off quite a bit of the time.

Sounds like another good reason to do it over the phone...