Okay, I watched the video. I like your passion and you seem like a good dude who's probably fun to hang out with. Now, with that said, I think you may have a somewhat narrow view of what phone sales can be. You describe a captive position like with UHC. And you also seem to allude to a person stuck in a cubicle making calls all day, even into the evening. Another thing you imply is that a person selling over the phone has no control over their schedule.
Let me introduce you to a different scenario. When I first started selling Medicare products, I was selling some to my current book of business (I had already been in the business for quite some time selling life, health and securities and some of those clients were turning 65 and asking about Medicare). Seeing that this could be a way to provide some steady income, I decided to start buying internet leads for Med Supps. I slowly built my book of business as I still focused on my other lines. Virtually all of the internet leads were sold over the phone. In those days, I'd take the application over the phone, mail it to them for signatures with a postage paid return envelope and then submit the application when I got it back (in 12 plus years of selling Medicare products, I only recall one time that I didn't get the application back in the mail). Selling over the phone was a necessity due to the location of many of these leads. It just wasn't feasible to drive an hour or more each way to take the application (in some cases these people were 2-3 hours away). When I saw how receptive they were to doing business this way, I just started stating to prospects this is how we get an app completed. I can honestly say that I never had a single person object to completing an application over the phone. If they were within a 30 minute drive I would let them know we could handle it one of two ways and give them the option to meet or send it in the mail. The majority of time those folks were fine with the mail.
I stopped buying leads long ago and work on nothing but referrals now. And virtually all of my apps are completed electronically without me driving to see the client. My schedule is my own. I don't have to set aside time each day to drive to see anyone. If a referral calls me and I'm not there, they typically leave a message and I return the call when I get back to my office (which is in my home). Sometimes they email me and let me know one of my clients referred them. Either way, I spend maybe 30-45 minutes on the phone with them educating them and asking questions so we can figure out which option they prefer (Med Supp or MAPD). I then run comparisons for PDP (MAPD if that's what they prefer) and get back with them. Once they are ready to move forward, most every carrier now has an e-app so we complete it electronically. Of the MAPD and PDP's I write, only UHC doesn't have an e-app where I don't have to be F2F, so those apps are generally mailed. As I said earlier, if they are close enough to meet F2F I will give them that option.
This post isn't to say you are wrong and I'm right. It's just to provide you with more information. My time is valuable so I use it as efficiently as possible. And for me, spending 2-4 hours in the car each day isn't very efficient, at least not for me. If it works for you, that's great.
