Learn how to Be a Final Expense "Rockstar"

[daisyq]

I decided to leave the payroll deduction market and focus on seniors. I didn't really know where to start, but I KNEW I wanted to be a Rockstar. So 2 weeks ago I called Doug and we got started. He told me what contracts he would recommend for my state so now I'm waiting on company approvals.

While I'm waiting he has kept me very busy. He has given me a word for word script that I'm memorizing and some videos of himself.

Friday I drove from SC to his area in FL. He had 16 appointments scheduled.

This is the breakdown:

1 no-show
1 wouldn't let us in the house
2-3 didn't give full presentations
3 ran out of time to call on
9 full presentations

Sold 8 policies ranging in premium from $36-119 month.

Total AP $6000!!!!!!!!!!

I was in total amazement. I had never seen anything like it in in-home sales.

His system is completely duplicable.
He is reachable.

The bottom line is he is a machine!

To say the least, I'm stoked. As far as the amount of commission that I'm giving up for a short period of time, I feel it's completely worth it. The reason is because he is shaving off about 18-24 months of my learning curve.

I feel this is a true opportunity to make some real money.

 

[John Galt]

I decided to leave the payroll deduction market and focus on seniors. I didn't really know where to start, but I KNEW I wanted to be a Rockstar. So 2 weeks ago I called Doug and we got started. He told me what contracts he would recommend for my state so now I'm waiting on company approvals.

While I'm waiting he has kept me very busy. He has given me a word for word script that I'm memorizing and some videos of himself.

Friday I drove from SC to his area in FL. He had 16 appointments scheduled.

This is the breakdown:

1 no-show
1 wouldn't let us in the house
2-3 didn't give full presentations
3 ran out of time to call on
9 full presentations

Sold 8 policies ranging in premium from $36-119 month.

Total AP $6000!!!!!!!!!!

I was in total amazement. I had never seen anything like it in in-home sales.

His system is completely duplicable.
He is reachable.

The bottom line is he is a machine!

To say the least, I'm stoked. As far as the amount of commission that I'm giving up for a short period of time, I feel it's completely worth it. The reason is because he is shaving off about 18-24 months of my learning curve.

I feel this is a true opportunity to make some real money.

Doug is a master of the fe profession. You are in great hands.

 

[slushpuppyking]

I haven't seen you on the Forums much lately. How was your year selling Final Expense?

Didn't sell at all really, been busy with another job BUT have been putting money away to seriously focus on FE and plan to reach out to ya. Sometime in March.

 

[sellingdog]

I had the good fortune to ride with Doug on Friday. He was way out of his home turf in Georgia, so I knew he would have to make the appointments he had count!

First appointment, the car was in the driveway RUNNING (warming up as it was cold).
Lady says "i'm heading out as I have a couple of errands before I go to work, and my husband is sleeping".
Doug. Ok, this will just take a minute, and I can get you the information that you requested (paraphrase)
We go in and she tries to get her husband up, he does not want to, Doug offers to go back to him. She has some interest so she does get the husband to come out. He has a TINY policy with a mail order company, he knows he needs more, and she is throwing the "I have insurance through work" smokescreen. Doug goes through his presentation, 2 policies sold / applications taken.

Second appointment, she has a 5K policy she got at retirement, and tells us she dropped a policy a few years ago and wished she had it back. Also got a QUOTE from another agent in December. Money is tight, but Doug shows her something she can afford, which took awhile. She knows she needs more as she said she does not want to be a burden, but is having a hard time making a decision. Trust factor continues to build, she gets check and thanks him profusely as we leave with another application. Good thing as I don't see her health as getting any better, if she did not buy today...?

Third appointment does not answer door, may not be home.

Fourth appointment, very broke and old, mental capacity very much in question, roll on to next one.

Go back to third appointment, get in, she is looking for insurance for her brother in nursing home, she does not have power of attorney, Doug focuses on her needs. Gives "I have insurance through work". Doug "well we both know that when you leave work, you leave your insurance behind"
She knows it, trust quickly built, affordable application taken.

4 sits / appointments, a couple of no shows 4 applications taken a good 3/4 of a day. This was a mix of DM and tele leads.

The reason for the detail is he is seeing the same people I am, yet I'm not sure I would have sold all of them. The first appointment would have been easy to say I understand, I'll come back later, but when you are working that far away for home, you know there is no going back. I'm talking to myself when I say you have to treat that appointment as there is no tomorrow or coming back, most times you will never get back in front of them as they know they can blow you off just like the other 5 insurance people before you. The second appointment, she had a QUOTE from another agent, why did she not just call him back? Because they NEVER DO.

Also Doug's presentation is repeatable, but is is more than what he says, it is his voice inflection, sincerity and control which keeps it moving forward. The rebuttals are casually addressed, not argumentative, as he continues to move them forward. These folks are procrastinators, you can help them get it done.

OUTSTANDING DAY! Thanks Doug. Bruce

 

[John Galt]

I had the good fortune to ride with Doug on Friday. He was way out of his home turf in Georgia, so I knew he would have to make the appointments he had count!

First appointment, the car was in the driveway RUNNING (warming up as it was cold).
Lady says "i'm heading out as I have a couple of errands before I go to work, and my husband is sleeping".
Doug. Ok, this will just take a minute, and I can get you the information that you requested (paraphrase)
We go in and she tries to get her husband up, he does not want to, Doug offers to go back to him. She has some interest so she does get the husband to come out. He has a TINY policy with a mail order company, he knows he needs more, and she is throwing the "I have insurance through work" smokescreen. Doug goes through his presentation, 2 policies sold / applications taken.

Second appointment, she has a 5K policy she got at retirement, and tells us she dropped a policy a few years ago and wished she had it back. Also got a QUOTE from another agent in December. Money is tight, but Doug shows her something she can afford, which took awhile. She knows she needs more as she said she does not want to be a burden, but is having a hard time making a decision. Trust factor continues to build, she gets check and thanks him profusely as we leave with another application. Good thing as I don't see her health as getting any better, if she did not buy today...?

Third appointment does not answer door, may not be home.

Fourth appointment, very broke and old, mental capacity very much in question, roll on to next one.

Go back to third appointment, get in, she is looking for insurance for her brother in nursing home, she does not have power of attorney, Doug focuses on her needs. Gives "I have insurance through work". Doug "well we both know that when you leave work, you leave your insurance behind"
She knows it, trust quickly built, affordable application taken.

4 sits / appointments, a couple of no shows 4 applications taken a good 3/4 of a day. This was a mix of DM and tele leads.

The reason for the detail is he is seeing the same people I am, yet I'm not sure I would have sold all of them. The first appointment would have been easy to say I understand, I'll come back later, but when you are working that far away for home, you know there is no going back. I'm talking to myself when I say you have to treat that appointment as there is no tomorrow or coming back, most times you will never get back in front of them as they know they can blow you off just like the other 5 insurance people before you. The second appointment, she had a QUOTE from another agent, why did she not just call him back? Because they NEVER DO.

Also Doug's presentation is repeatable, but is is more than what he says, it is his voice inflection, sincerity and control which keeps it moving forward. The rebuttals are casually addressed, not argumentative, as he continues to move them forward. These folks are procrastinators, you can help them get it done.

OUTSTANDING DAY! Thanks Doug. Bruce

Doug learned all he knows from riding with me!! Just kidding, Doug is a true FE dynamo.

 

[Gulfman]

Lets see....in an avg town, it would take you 20-30 min to drive from one to the next, so that is about 5 hrs drive time right there. Now you got, bout 5hrs of daylight left, you got lunch to eat, that's another 1/2 hr....so now you are left with less than 5 hrs time to close 9. (unless you doggy bagged it).

So in 4.5 hrs you closed 9. Ok,...that's about 30mins per presentation. So, you must have worked a 12 hr day min.

Forgive me....but is this correct?

Friday I drove from SC to his area in FL. He had 16 appointments scheduled.

This is the breakdown:

1 no-show
1 wouldn't let us in the house
2-3 didn't give full presentations
3 ran out of time to call on
9 full presentations

Sold 8 policies ranging in premium from $36-119 month.

Total AP $6000!!!!!!!!!!

I was in total amazement. I had never seen anything like it in in-home sales.

 

[Gulfman]

Hi Daisy Q,...(with 6 posts).

Thanks for your post....but i'm having a hard time processing the numbers.

You got 10hrs of daylight to work with or 12 hrs if you include diner time. You got 16 leads, of which would take about 5 hrs of drive time to get to. (20-30min per call). And you got lunch, and mis stops (30mins if you eat in the car). So you have 9 leads left to get to in a 5-6hr period. You closed all 9 so your presentation was about 20m, 10min to sign.

Is this correct?

I decided to leave the payroll deduction market and focus on seniors. I didn't really know where to start, but I KNEW I wanted to be a Rockstar. So 2 weeks ago I called Doug and we got started. He told me what contracts he would recommend for my state so now I'm waiting on company approvals.

While I'm waiting he has kept me very busy. He has given me a word for word script that I'm memorizing and some videos of himself.

Friday I drove from SC to his area in FL. He had 16 appointments scheduled.

This is the breakdown:

1 no-show
1 wouldn't let us in the house
2-3 didn't give full presentations
3 ran out of time to call on
9 full presentations

Sold 8 policies ranging in premium from $36-119 month.

Total AP $6000!!!!!!!!!!

I was in total amazement. I had never seen anything like it in in-home sales.

His system is completely duplicable.
He is reachable.

The bottom line is he is a machine!

To say the least, I'm stoked. As far as the amount of commission that I'm giving up for a short period of time, I feel it's completely worth it. The reason is because he is shaving off about 18-24 months of my learning curve.

I feel this is a true opportunity to make some real money.

 

[Gooner]

Hi Daisy Q,...(with 6 posts). Thanks for your post....but i'm having a hard time processing the numbers. You got 10hrs of daylight to work with or 12 hrs if you include diner time. You got 16 leads, of which would take about 5 hrs of drive time to get to. (20-30min per call). And you got lunch, and mis stops (30mins if you eat in the car). So you have 9 leads left to get to in a 5-6hr period. You closed all 9 so your presentation was about 20m, 10min to sign. Is this correct?

While Doug(Agentguy) and I have had many disagreements...he is an absolute monster. The day described sounds very typical of one of his field days. He doesn't drive 30 minutes between appts...that's your first mistake...the other is questioning a solid producer.

While I'm not endorsing this offer, I will say that Doug is a good producer...any attempts to question his production are futile as it is easily provable...hell he did 13k with one carrier a few weeks back.

Gulfman, you made yourself look foolish.

 

[daisyq]

Gulfman,

The city he was working in was Fort Pierce, Fl. All of the leads were in the same area and were within 5-10 min drive time from each other.

The most amazing thing he does to save time is he does not do a warm-up and
doesn't engage in ANY small talk. I mean NONE! Not a mention about the yard, pictures, weather, nothing. His presentation is so precise he doesn't expend any extra words. If you've read his presentation (if not, you can search the forum) he doesn't spend any time on emotional appeal, it's strictly about letting them know he has the best rates they'll ever see and he will help them find what is in there budget.

His scheduler schedules him in 30 minute increments starting at 8:30-6pm. There is no allowance for driving. He doesn't worry about the schedule because he knows there will be no-shows and he weeds out the non-interested very quickly, thereby buying him time throughout the day. He takes a 30 minute lunch break and eats in the car. At the end of the day he didn't see the last 3 appts and wasn't worried, just said he would show up next day at the correct time and apologize.

Also, he has a medical questionaire that he uses, this is where he writes all Rx and medical info. By doing this he saves time by not having to fill the app out completely (worrying about penmanship and rushing) and then neatly filling it out at home. By doing it this way he saves tons of time and move through the app very quickly.

He is also VERY organized. Not once did he have to go to the car for a form or info. His book is 3" thick and has all his carrier forms & info in it. All his leads are on a clipboard in order, and he presets his GPS the night before.

And Lastly, he thoroughly knows his carriers. He doesn't have to spend a lot of time (like I do, as a new agent) deciding which company to go with. SNL is his go-to and their app is super easy. He does sell all the other main ones but uses them on a case by case basis.

If you add all these factors together it adds up to several extra hours a day. I know for me demographically this would be impossible as I work a rural area and some of my leads are 45 minutes apart! However, by focusing on the organization and less wasted talk any agent can improve with his system.

Update:

My leads have come in and I am selling. The benefits of being with Doug:

1. We skype on a weekly basis. He watches my presentation and critiques.

2. I am able to call him while in a house if I need direction.

3. He has a website full of invaluable webinars and pdfs. He even has a webinar on how to fill out a TA app and how to order supplies from them!!

4. He teaches me what he knows about ordering leads.

5. He is available!!

6. I feel he has shaved off about 18 months of my learning curve.

7 An added bonus has been Ben Bomans conference call. This call has been amazing. Every week I learn so much about this business.

8. And let's not forget the ding machine, it is very inspiring to read throughout the day, and people post all kinds of good info.




4.

 

[Gulfman]

YES SIR CAPTAIN SIR!

"Never question Anything I say"...lol.

(Me thinks U got a problem...)

First problem is....ur in the wrong biz. Try the church...I hear they r looking for sheep herders n minion leaders the lead the flock...."right off the cliff....."

Gooner....your name fits your personality.

While Doug(Agentguy) and I have had many disagreements...he is an absolute monster. The day described sounds very typical of one of his field days. He doesn't drive 30 minutes between appts...that's your first mistake...the other is questioning a solid producer.

While I'm not endorsing this offer, I will say that Doug is a good producer...any attempts to question his production are futile as it is easily provable...hell he did 13k with one carrier a few weeks back.

Gulfman, you made yourself look foolish.