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I'm with you, Vol. This is why we are thought of in the same light as used car salesmen. If you can't negotiate, you don't get the good deal.
KSKJ info needed
- Thread starter mudhound
- Start date
I'm with you, Vol. This is why we are thought of in the same light as used car salesmen. If you can't negotiate, you don't get the good deal.
- 17,076
I can definitely see your point. But what we are talking about here are agents that can not afford to go as earned yet. So they have to sell companies that advance. But should they walk away from an extra sale they could make just because they didn't offer those rates to others? Maybe. But broke agents can't stay in business for long.
Once they build up their business a little and earn the advances they generally do offer the lower rates to most cases they fit with. But not everyone can afford that in the beginning.
- 15,041
So Mrs. Smith look, I'm broke. If you buy this policy I get paid more and faster, but if you buy this one I get paid slower and less. Can you buy this policy instead of this certificate?
I think you guys are just debating the nature of people and what should be done and reality. Agents should be as earned but reality sets in that I have a mortgage, cars, kids, leads, etc so advances were created and are utilized by most agents. Agents should provide quality business to the carrier so the carrier can maintain the pricing for their clients, but most agents will anti-select carriers to provide the best benefit to their clients. Conversely, if an agent provides loyalty to a carrier, it could be perceived as doing a disservice to their client by not placing them with a lower premium carrier.
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You really think newby is like that? I don't even know him but I don't think he would condone that... or at least it doesn't seem like it. I do think they rely heavily on replacements though and there isn't anything necessarily wrong with it except that most of the agents are not explaining nor caring to explain what a fraternal is to the consumer. If you are selling fraternal certificates and not doing that I'm not sure how you sleep knowing you are replacing a policy with a certificate to save someone 5 dollars a month. Do you think if you FULLY explained how fraternals operate you would be selling as much to FE clientele? That goes for all of them, not just kskj.
- 4,874
So I sell the higher priced carrier to get
Advanced. Then I go back and replace that business with kskj to save her $!
When I'm able to be advanced with kskj then I can get advanced from the client, maybe 3 months later roll the same Ms Jones to kskj and get advanced again?
No wonder broker recruiters get wiped out with debt roll up!
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- 17,076
If you are a scumball agent maybe. I've seen more captive agents with that mindset than independents. They bounce from Lincoln Heritage or Senior Life or Old American and then the next thing they ask is: Hey would it be a good idea for me to go back to all my old customers and save them some money now? NOPE! It wouldn't.
- 4,874
I thought you encouraged replacement so you could save Ms. Jones some $$$. So why wouldn't you like your newer agents to replace?
- 17,076
Clean replacement is fine. We replace high priced stuff all the time. There is nothing wrong with that in anyone's book.
But you go out and sell new policies. You don't go flipping you book of business. I've been at this 23 years. And I have great relationships with all my companies. And our agency has outstanding persistency. Way above the average in the FE business. You don't get there by doing dirt baggery.
But you go out and sell new policies. You don't go flipping you book of business. I've been at this 23 years. And I have great relationships with all my companies. And our agency has outstanding persistency. Way above the average in the FE business. You don't get there by doing dirt baggery.
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As a reminder, Senior Life Managers, including yourself, encouraged agents to only sell Standard SL plan, due to it paying normal commissions, where as the preferred and super preferred plans would cut compensation.
Luckily, senior life wised up, and changed all that
