Let's Talk About Hand-Delivering Policies

[Focus LTC]

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.

Good luck to you. You should have 2 goals when delivering the policy.

1) Solidify the original sale
2) Sell another policy

If you went to every delivery with a new application pre filled, and simply offered an additional $2,500 in coverage, you are going to get some takers.

Most people are going to say no but that is a good thing because it means you sold them the right amount from the beginning.

Do it for the next 10 policies you deliver and see what kind of response you get.

 

[jacobtn]

If you sold the right policy and handled the sale well originally, you are wasting a lot of time delivering policies.

I'll bet if you compared two identical agents, the one that spent his delivery time on new appts would make more money, even after factoring in the ones that lapsed that would have kept it. You lose a lot of sales when you spend time delivering policies.

I violate my own "rule" when it is a large case. Otherwise I am out selling more clients, and making sure they understand what they are buying and what their policy will say.

I think new agents should deliver ALL their contracts, because newbies make a lot of rookie mistakes and tend to have a lot of policies fall off the books. I had a TON of chargebacks when I started in the biz. Not so much anymore (thankfully).

Good luck to you. You should have 2 goals when delivering the policy.

1) Solidify the original sale
2) Sell another policy

If you went to every delivery with a new application pre filled, and simply offered an additional $2,500 in coverage, you are going to get some takers.

Most people are going to say no but that is a good thing because it means you sold them the right amount from the beginning.

Do it for the next 10 policies you deliver and see what kind of response you get.

 

[Jerard]

In theory if you had a library of specimen policies you could kill 2 birds with 1 stone (go over the policy of the time of the sale). Except for getting referrals, of course.

_______________________________________
Sent from some woman's closet using my EVO.

 

[nfl72]

Most of my past clients had a concern at the time of purchase whether they could afford the policy or not. HItting them up to spend more money within a week or 2 of them making their decision can and will cost you some business. The question is whether the bumps in higher premium sales will cover the cancelations you incurred because you got too greedy.

This ain't the car business, these people can voice there displeasure at anytime by just canceling the policy.

I actually prefer working new telemarketed leads more than referrals. The fact that I was giving a name doesn't mean they have an interest. If someone leaves me their name, address and phone number for me to call them back, that gets my attention big time.

 

[hardworker]

I hand deliver every policy. Is there any other way? Great time to solidify the sale and relationship. Great time to get referrals. My schedule is not so tight that I don't have time for a customer. It's a people business.

 

[Jerard]

I hand deliver every policy. Is there any other way? Great time to solidify the sale and relationship. Great time to get referrals. My schedule is not so tight that I don't have time for a customer. It's a people business.

I could not have said that any better. If you actually like the people it's even better.

 

[nfl72]

I aint't buying most of the stuff people are saying here. I have been in sales all of my life, and I am 57 years old. In every sales position I have ever heald I have a been a top performer and have won free trips all over the world. I always saw the need for customer followup and have been rated and graded in CSI since 1979. I have held numerous positions where they would dock your pay if your CSI was too low.

I beleive in and treat all my customers with kids gloves for the most part and dot my eyes and cross my tees; and while it might help a little bit. I have to admit most FE buyers are the most non-loyal group of buyers I have ever seen. They will trade their policy with you just to save pennies per month, or even less. Sometimes it comes from being sold a bill of goods and others it comes from just being dumb.

To most of people NFL stands for National Football League.

To the ave FE buyer it stands for "Next Fuccker in LIne".

As a whole I believe the average FE buyer is a very disloyal group and while delievering every policy might sound good, I beleive you will make more money by working new leads and doing most of your followup right over the phone.

 

[jdeasy]

I aint't buying most of the stuff people are saying here. I have been in sales all of my life, and I am 57 years old. In every sales position I have ever heald I have a been a top performer and have won free trips all over the world. I always saw the need for customer followup and have been rated and graded in CSI since 1979. I have held numerous positions where they would dock your pay if your CSI was too low.

I beleive in and treat all my customers with kids gloves for the most part and dot my eyes and cross my tees; and while it might help a little bit. I have to admit most FE buyers are the most non-loyal group of buyers I have ever seen. They will trade their policy with you just to save pennies per month, or even less. Sometimes it comes from being sold a bill of goods and others it comes from just being dumb.

To most of people NFL stands for National Football League.

To the ave FE buyer it stands for "Next Fuccker in LIne".

As a whole I believe the average FE buyer is a very disloyal group and while delievering every policy might sound good, I beleive you will make more money by working new leads and doing most of your followup right over the phone.

If that's how it is for you and works for you then by alleans continue as is. My experience is almost exactly the opposite.

 

[Rearden]

Come on down South, NFL -- the people are nicer and more loyal than up your way.

I aint't buying most of the stuff people are saying here. I have been in sales all of my life, and I am 57 years old. In every sales position I have ever heald I have a been a top performer and have won free trips all over the world. I always saw the need for customer followup and have been rated and graded in CSI since 1979. I have held numerous positions where they would dock your pay if your CSI was too low.

I beleive in and treat all my customers with kids gloves for the most part and dot my eyes and cross my tees; and while it might help a little bit. I have to admit most FE buyers are the most non-loyal group of buyers I have ever seen. They will trade their policy with you just to save pennies per month, or even less. Sometimes it comes from being sold a bill of goods and others it comes from just being dumb.

To most of people NFL stands for National Football League.

To the ave FE buyer it stands for "Next Fuccker in LIne".

As a whole I believe the average FE buyer is a very disloyal group and while delievering every policy might sound good, I beleive you will make more money by working new leads and doing most of your followup right over the phone.

 

[WinoBlues]

I aint't buying most of the stuff people are saying here. I have been in sales all of my life, and I am 57 years old. In every sales position I have ever heald I have a been a top performer and have won free trips all over the world. I always saw the need for customer followup and have been rated and graded in CSI since 1979. I have held numerous positions where they would dock your pay if your CSI was too low.

I beleive in and treat all my customers with kids gloves for the most part and dot my eyes and cross my tees; and while it might help a little bit. I have to admit most FE buyers are the most non-loyal group of buyers I have ever seen. They will trade their policy with you just to save pennies per month, or even less. Sometimes it comes from being sold a bill of goods and others it comes from just being dumb.

To most of people NFL stands for National Football League.

To the ave FE buyer it stands for "Next Fuccker in LIne".

As a whole I believe the average FE buyer is a very disloyal group and while delievering every policy might sound good, I beleive you will make more money by working new leads and doing most of your followup right over the phone.

Not sure where you are located, but not my experience at all.