The FE market is just a completely different dynamic than any other market. These are the 1%'ers that send in reply cards.
Most agents are taught to deal with the 99%. Most of us are in the 99%.
You are probably like me in that I've had the same P&C agent for most of my life. He would be my life agent if I weren't in the business. The folks sending in the cards do not have an agent. Most do not have anyone that they talk to about financial things.
They are world class procrastinators. They didn't get to be this age and not have their funerals taken care of because they were good with money or good planners. They have to be educated on what to do more than sold.
Understanding the FE market is the real key to success in the FE market. Most of the companies that we represent for FE do not understand the market they service either.
I joke with Travis and Scott and Tim W. all the time about "my people". I send them pictures almost everyday out in the field of a run down shack with a Jesus statue in the front yard shielded by a bathtub planted in the ground, {true story}, where I sold 2 policies and label it "my people". I will also send them the picture of a $300,000 home with a private lake with a park sized water feature that for some reason sent in a lead reply card and agreed to have me come by. Those pictures are labelled, "not my people".
It's only half joking though. Ryan at EFES got to calling them "our people" because I did it so much. Chris Westfall told Scott and I last week that we should write a book. I said that the only people that would believe our stories were other FE agents. Everyone else would think we are making this stuff up.
I didn't doubt for a second when Scott told me he sold a policy to guy last week that truly believed he could teletransport himself.
I don't know how you learn the FE market other than just by doing and listening and watching. These are truly my people and I connect with them. I got into insurance later in life and I came from factory work. I was woefully underinsured before I got into this business and I can see now that I probably would have been just like them. Hopefully not but my Mom was one. She was on medicaid and had bought her "burial ins" from a guy that stopped by the house many years ago. She didn't have enough and the state of Ky was always giving us problems about the cash value. By the time I got into ins my Mom was in a nursing home and I didn't have anything to offer her and she could afford anything either. I should have taken out one of the MoO policies and paid it myself but I didn't know enough to do that either.
Maybe that background helps me connect with the market or maybe it has nothing to do with it? I just know that I do understand these folks. I know exactly what they mean when they say they got their "medical card". That's medicaid. They don't know the difference between medicare, medicaid, medicare advantage, med sups or PDP's.
But most are fiercely loyal family people and if you can get them to trust you so that you can educate them on the value of a policy to take a burden off of their family then they will buy and they will keep it as long as you kept it within their budget.
The main thing is to gain that trust. I can't tell you or anyone else how to do that. I don't know any teacher that can either. There are things you can do and learn to help that along but a phony is a phony no matter how well shooled or how well they can pretend.
I just had a lady stop me less than a couple of minutes into my warmup and say, "you don't have to go into all that, I already trust you". How did she know that's what I was trying to do? Why did she trust me so quickly and feel the need to tell me?
That wouldn't have happened 3 or 4 years ago so you do get better. Scoot likes to say that you are the worst at this you will ever be right now. I don't really subscribe to that because we all have days now that are worse than others but I get the point.
The FE market is just a completely different dynamic than any other market. These are the 1%'ers that send in reply cards.
Most agents are taught to deal with the 99%. Most of us are in the 99%.
You are probably like me in that I've had the same P&C agent for most of my life. He would be my life agent if I weren't in the business. The folks sending in the cards do not have an agent. Most do not have anyone that they talk to about financial things.
They are world class procrastinators. They didn't get to be this age and not have their funerals taken care of because they were good with money or good planners. They have to be educated on what to do more than sold.
Understanding the FE market is the real key to success in the FE market. Most of the companies that we represent for FE do not understand the market they service either.
I joke with Travis and Scott and Tim W. all the time about "my people". I send them pictures almost everyday out in the field of a run down shack with a Jesus statue in the front yard shielded by a bathtub planted in the ground, {true story}, where I sold 2 policies and label it "my people". I will also send them the picture of a $300,000 home with a private lake with a park sized water feature that for some reason sent in a lead reply card and agreed to have me come by. Those pictures are labelled, "not my people".
It's only half joking though. Ryan at EFES got to calling them "our people" because I did it so much. Chris Westfall told Scott and I last week that we should write a book. I said that the only people that would believe our stories were other FE agents. Everyone else would think we are making this stuff up.
I didn't doubt for a second when Scott told me he sold a policy to guy last week that truly believed he could teletransport himself.
I don't know how you learn the FE market other than just by doing and listening and watching. These are truly my people and I connect with them. I got into insurance later in life and I came from factory work. I was woefully underinsured before I got into this business and I can see now that I probably would have been just like them. Hopefully not but my Mom was one. She was on medicaid and had bought her "burial ins" from a guy that stopped by the house many years ago. She didn't have enough and the state of Ky was always giving us problems about the cash value. By the time I got into ins my Mom was in a nursing home and I didn't have anything to offer her and she could afford anything either. I should have taken out one of the MoO policies and paid it myself but I didn't know enough to do that either.
Maybe that background helps me connect with the market or maybe it has nothing to do with it? I just know that I do understand these folks. I know exactly what they mean when they say they got their "medical card". That's medicaid. They don't know the difference between medicare, medicaid, medicare advantage, med sups or PDP's.
But most are fiercely loyal family people and if you can get them to trust you so that you can educate them on the value of a policy to take a burden off of their family then they will buy and they will keep it as long as you kept it within their budget.
The main thing is to gain that trust. I can't tell you or anyone else how to do that. I don't know any teacher that can either. There are things you can do and learn to help that along but a phony is a phony no matter how well shooled or how well they can pretend.
I just had a lady stop me less than a couple of minutes into my warmup and say, "you don't have to go into all that, I already trust you". How did she know that's what I was trying to do? Why did she trust me so quickly and feel the need to tell me?
That wouldn't have happened 3 or 4 years ago so you do get better. Scoot likes to say that you are the worst at this you will ever be right now. I don't really subscribe to that because we all have days now that are worse than others but I get the point.
The FE market is just a completely different dynamic than any other market. These are the 1%'ers that send in reply cards.
Most agents are taught to deal with the 99%. Most of us are in the 99%.
You are probably like me in that I've had the same P&C agent for most of my life. He would be my life agent if I weren't in the business. The folks sending in the cards do not have an agent. Most do not have anyone that they talk to about financial things.
They are world class procrastinators. They didn't get to be this age and not have their funerals taken care of because they were good with money or good planners. They have to be educated on what to do more than sold.
Understanding the FE market is the real key to success in the FE market. Most of the companies that we represent for FE do not understand the market they service either.
I joke with Travis and Scott and Tim W. all the time about "my people". I send them pictures almost everyday out in the field of a run down shack with a Jesus statue in the front yard shielded by a bathtub planted in the ground, {true story}, where I sold 2 policies and label it "my people". I will also send them the picture of a $300,000 home with a private lake with a park sized water feature that for some reason sent in a lead reply card and agreed to have me come by. Those pictures are labelled, "not my people".
It's only half joking though. Ryan at EFES got to calling them "our people" because I did it so much. Chris Westfall told Scott and I last week that we should write a book. I said that the only people that would believe our stories were other FE agents. Everyone else would think we are making this stuff up.
I didn't doubt for a second when Scott told me he sold a policy to guy last week that truly believed he could teletransport himself.
I don't know how you learn the FE market other than just by doing and listening and watching. These are truly my people and I connect with them. I got into insurance later in life and I came from factory work. I was woefully underinsured before I got into this business and I can see now that I probably would have been just like them. Hopefully not but my Mom was one. She was on medicaid and had bought her "burial ins" from a guy that stopped by the house many years ago. She didn't have enough and the state of Ky was always giving us problems about the cash value. By the time I got into ins my Mom was in a nursing home and I didn't have anything to offer her and she could afford anything either. I should have taken out one of the MoO policies and paid it myself but I didn't know enough to do that either.
Maybe that background helps me connect with the market or maybe it has nothing to do with it? I just know that I do understand these folks. I know exactly what they mean when they say they got their "medical card". That's medicaid. They don't know the difference between medicare, medicaid, medicare advantage, med sups or PDP's.
But most are fiercely loyal family people and if you can get them to trust you so that you can educate them on the value of a policy to take a burden off of their family then they will buy and they will keep it as long as you kept it within their budget.
The main thing is to gain that trust. I can't tell you or anyone else how to do that. I don't know any teacher that can either. There are things you can do and learn to help that along but a phony is a phony no matter how well shooled or how well they can pretend.
I just had a lady stop me less than a couple of minutes into my warmup and say, "you don't have to go into all that, I already trust you". How did she know that's what I was trying to do? Why did she trust me so quickly and feel the need to tell me?
That wouldn't have happened 3 or 4 years ago so you do get better. Scoot likes to say that you are the worst at this you will ever be right now. I don't really subscribe to that because we all have days now that are worse than others but I get the point.
