Let's Talk About Hand-Delivering Policies

[tomoverton0123]

There are valid reasons for both. Do what suits your style better. My only caution on delivering policies is to deliver them quickly. If you hold them for days or weeks you are extending the free look period. This exposes yourself as well as the carrier.

 

[Focus LTC]

Thats definitely NOT my style....Id never say that unless it were true!! But to each their own, who am I to judge!

I would not say that he is lying, he's BSing. You could still do it without BSing.

These are the FACTS:

-There is a small window of time with most carriers that allows you to bump up your coverage without additional UW.

-If you get accepted for level, UW considers you a good risk.

-If you get accepted for graded or modified, you barley made the cut so you could argue that you should take out more right now b/c you are one med or health incident away from being uninsurable.

You could take these concepts and word it to the client in a manner that you feel comfortable with.

The point is this:

-Time is money.
-When delivering a policy, you are in front of a buyer.
-All you have to do if offer it.
-Additional life insurance never hurt anyone.

To get an additional $250-$500 in AP for every additional app and you get 3 out of 10 policies you deliver to take one, that makes delivering policies well worth it....

 

[VolAgent]

Thats definitely NOT my style....Id never say that unless it were true!! But to each their own, who am I to judge!

As Focus LTC said, no lying involved. The only possible one is him going to bat if the person is in bad health. Most companies will let you increase the face amount right after issue without further underwriting. He was just making sure they knew about it and pushed for an additional sale at that time in a way that got them motivated to do it.

He is a BS artist, but as long as he isn't putting them in a situation where they can't afford the coverage I would say he is helping them. He's making sure their family has the coverage they need for all their final expenses. There may even be some left over for the family.

 

[Rearden]

When's the best time to upsell?

Right after they buy.

 

[Focus LTC]

When's the best time to upsell?

Right after they buy.

So true. Just think about it from the consumer's standpoint. If I already committed to buying something, I want to get the best bang for my buck. Tell me, show me what else I can get for my money. I've already decided to open up my wallet. I won't always say yes, but if I like it, I'm going to take it....

This happened with my yard guy. I committed to this guy mowing my lawn. After his first mow, he quoted me some additional landscaping services without me asking. He wrote it up for me and put it on paper.

A few weeks later and now I've got rocks, mulch, flower beds, etc. etc.

 

[WinoBlues]

So true. Just think about it from the consumer's standpoint. If I already committed to buying something, I want to get the best bang for my buck. Tell me, show me what else I can get for my money. I've already decided to open up my wallet. I won't always say yes, but if I like it, I'm going to take it....

This happened with my yard guy. I committed to this guy mowing my lawn. After his first mow, he quoted me some additional landscaping services without me asking. He wrote it up for me and put it on paper.

A few weeks later and now I've got rocks, mulch, flower beds, etc. etc.

Would you like to super size your service?

 

[GreenSky]

Would you like to super size your service?

You do realize how much I'm holding back right now?

Rick

 

[WinoBlues]

You do realize how much I'm holding back right now?

Rick

I was think of you when I read it.

 

[Cory]

I've hand delivered 95% of my policies and reviewed in great detail...and do ask for referrals tactfully and received them. Just my opinion... but feel it's the right thing to do to explain it to them. Yes, it can be a pain coordinating scheduling and parts of town...but feel it's well worth it! Karma has been good to me with referrals and will to you as well for the extra attention to the customer.

 

[Rearden]

Wow Focus -- thanks for sharing such a valuable piece of advice on up-selling new clients.

I'll put it to use immediately while delivering my new client's policy.

I would not say that he is lying, he's BSing. You could still do it without BSing.

These are the FACTS:

-There is a small window of time with most carriers that allows you to bump up your coverage without additional UW.

-If you get accepted for level, UW considers you a good risk.

-If you get accepted for graded or modified, you barley made the cut so you could argue that you should take out more right now b/c you are one med or health incident away from being uninsurable.

You could take these concepts and word it to the client in a manner that you feel comfortable with.

The point is this:

-Time is money.
-When delivering a policy, you are in front of a buyer.
-All you have to do if offer it.
-Additional life insurance never hurt anyone.

To get an additional $250-$500 in AP for every additional app and you get 3 out of 10 policies you deliver to take one, that makes delivering policies well worth it....