Looking to sell LTC

[MedSuppPro]

Plus, there's a little thing called the internet. You may have heard of it. ...mrsed

WELL YAH! " Duh! "" Really? "," ​

 

[ltcadviser]

for someone experienced it's a lot easier to make $150k selling ltci today

Plus, there's a little thing called the internet. You may have heard of it.

mrsed

yes, but today the Internet shopper will have 5 agents sending them quotes of the exact same companies because they will visit 10 different websites and fill out 3 forms. In 1995 we worked with truly The Greatest Generation.

 

[billberry12]

"today the Internet shopper will have 5 agents sending them quotes of the exact same companies"

True in many cases. That makes it all go back to the agent doesn't it? That internet shopper will always end up buying from one agent, if they decide to buy. You must figure out WHY they choose that agent, and then tailor you phone and email conversations to make them want YOU to be that agent instead some other agent.

How to do that is a highly guarded trade secret shared by a few agents. If I told you, then I would have to shoot you.

 

[ltcadviser]

"today the Internet shopper will have 5 agents sending them quotes of the exact same companies"

True in many cases. That makes it all go back to the agent doesn't it? That internet shopper will always end up buying from one agent, if they decide to buy. You must figure out WHY they choose that agent, and then tailor you phone and email conversations to make them want YOU to be that agent instead some other agent.

How to do that is a highly guarded trade secret shared by a few agents. If I told you, then I would have to shoot you.

Well, the reality is everyone we speak with is different. I do well with educated and analytical people. I might not do well with touchy feely, visual learners. So, everyone wins some and loses some. I asked a lady last week why she chose to work with another agent, rather than me and she said the other agent scheduled a webinar over her computer and she liked that. I asked a guy yesterday why he chose me over a highly regarded agent I know in Florida, and he said my advice, benefit structuring, credentials, and enthusiasm were by far the best. And he said he spoke with at least 7 agents all told, and he said it came down to myself and the Florida guy. So, we win some we lose some. America has enough people for everyone to find enough business, I suppose.

 

[CALTCAgent]

Well, the reality is everyone we speak with is different. I do well with educated and analytical people. I might not do well with touchy feely, visual learners. So, everyone wins some and loses some. I asked a lady last week why she chose to work with another agent, rather than me and she said the other agent scheduled a webinar over her computer and she liked that. I asked a guy yesterday why he chose me over a highly regarded agent I know in Florida, and he said my advice, benefit structuring, credentials, and enthusiasm were by far the best. And he said he spoke with at least 7 agents all told, and he said it came down to myself and the Florida guy. So, we win some we lose some. America has enough people for everyone to find enough business, I suppose.

Do most online/phone LTC agents that you are up against do webinars as part of their approach?

 

[ltcadviser]

Do most online/phone LTC agents that you are up against do webinars as part of their approach?

Steve,

I do not know the answer to that. The fact remains that sometimes clients simply wish to work with a local agent. They have told me that.
I guess the trade off is you can speak with many more people through the telephone then you can speak with by meeting face-to-face. Personally, face-to-face is my preference because I entered this business for the relationship aspect of the business not the transactional aspect. Unfortunately I believe baby boomers do not wish to have the same relationships like their parents desired. I liked the old days.

I guess there are a lot of agents, LTCFP, etc. that set up these "meetings" over the computer where I suppose they go through a PowerPoint, 7 step sales process, etc, but by phone/computer.

Personally, that's just not my style....I just prefer having conversations, taking notes and understanding the clients concerns. I don't like canned presentations or sales tracks, nor do I want to spend time trying to "sell" a computer meeting where the client says, "how about Saturday morning" and I have to run from my home down the street to my office every Saturday or Sunday morning, and then have the client say "Thanks, let me think about it....". My family time is too important for that.

I know a lot of agents that still meet with all of their clients, drill down deep into their community, build centers of influence, and their phone rings off the hook. That is probably still the best approach for most people, especially if someone is a new adviser.

 

[billberry12]

Whoa.......I have never met any agent that told me "their phone rings off the hook". I know mine hasn't in 12 years.

I guess I live a sheltered life down here in the south. Those agents should write a book. They could probably make some money with it. I would buy one.

 

[CALTCAgent]

Personally, that's just not my style....I just prefer having conversations, taking notes and understanding the clients concerns. I don't like canned presentations or sales tracks, nor do I want to spend time trying to "sell" a computer meeting where the client says, "how about Saturday morning" and I have to run from my home down the street to my office every Saturday or Sunday morning, and then have the client say "Thanks, let me think about it....". My family time is too important for that.

I agree with you here. I prefer my saturdays off.

I also don't like sales tracks. Although with face to face meetings there are certain "protocols" I follow. I feel they increase my chance of success and save time. I would make more sales if I met everybody that wanted to meet, but the extra time, effort and energy is not worth it to me.

I would assume the same thing applies with phone/online sales.

 

[ltcadviser]

Whoa.......I have never met any agent that told me "their phone rings off the hook". :

Well, my phone rings a lot...if I was a "salesman" instead of a numbers nerd I probably would do very well

 

[MedSuppPro]

Steve,

I do not know the answer to that. The fact remains that sometimes clients simply wish to work with a local agent. They have told me that.
I guess the trade off is you can speak with many more people through the telephone then you can speak with by meeting face-to-face. Personally, face-to-face is my preference because I entered this business for the relationship aspect of the business not the transactional aspect. Unfortunately I believe baby boomers do not wish to have the same relationships like their parents desired. I liked the old days.

I guess there are a lot of agents, LTCFP, etc. that set up these "meetings" over the computer where I suppose they go through a PowerPoint, 7 step sales process, etc, but by phone/computer.

Personally, that's just not my style....I just prefer having conversations, taking notes and understanding the clients concerns. I don't like canned presentations or sales tracks, nor do I want to spend time trying to "sell" a computer meeting where the client says, "how about Saturday morning" and I have to run from my home down the street to my office every Saturday or Sunday morning, and then have the client say "Thanks, let me think about it....". My family time is too important for that.

I know a lot of agents that still meet with all of their clients, drill down deep into their community, build centers of influence, and their phone rings off the hook. That is probably still the best approach for most people, especially if someone is a new adviser.

I agree 100% with you, except, I'll work when ever the work needs to get done. I too miss the "good old days"!!!