Mindset and Behaviour for FE

[Funguy]

Hey guys,

This forum is a great learning resource for me.

Some questions I have, I am assuming many other new agents would be able to benefit from these questions.

1) What should a mindset of a FE agent be when first contacting a client. Yes we are helping someone with their insurance plans but many people view us as a salesperson , have their guards up.

How does a FE agent display his value etc when he is the one who is asking for the appointment/ meeting?


2) When you first contact a potential client how many options do you give them when asking for the appointment?

3) How do you communicate with a client who says "I'll call you"/ Call me on Wednesday afternoon to schedule an appointment etc because right now I am busy.....

4) What should an individual's behavior be when they are interacting with a client. Do successful agents use a decent amount of humor prior to the presentation or is it recommended to have a serious behavior.

5) Any tips on how to develop trust with a client from the first point of contact?

Thanks in advance,

Funguy

 

[rousemark]

Hey guys,

This forum is a great learning resource for me.

Some questions I have, I am assuming many other new agents would be able to benefit from these questions.

1) What should a mindset of a FE agent be when first contacting a client. Yes we are helping someone with their insurance plans but many people view us as a salesperson , have their guards up.

I'll let others handle your other questions but as for this one, why should people view us as anything other than as a salesperson? That is what we are.. Let's face it.. unless you are fee based, nothing happens until you sell something.. Yes you can help people solve problems but you can't do that for long if you don't sell..

I don't know why agents go to such extremes to be anything but a salesperson. Last I heard it was an honorable profession that is based upon helping people solve problems and achieve their desires.

 

[Funguy]

I'll let others handle your other questions but as for this one, why should people view us as anything other than as a salesperson? That is what we are.. Let's face it.. unless you are fee based, nothing happens until you sell something.. Yes you can help people solve problems but you can't do that for long if you don't sell..

I don't know why agents go to such extremes to be anything but a salesperson. Last I heard it was an honorable profession that is based upon helping people solve problems and achieve their desires.

Please read the last part of my question again.

 

[Newby]

I'll let others handle your other questions but as for this one, why should people view us as anything other than as a salesperson? That is what we are.. Let's face it.. unless you are fee based, nothing happens until you sell something.. Yes you can help people solve problems but you can't do that for long if you don't sell..

I don't know why agents go to such extremes to be anything but a salesperson. Last I heard it was an honorable profession that is based upon helping people solve problems and achieve their desires.

All agents should think of themselves as a professional salesperson which is one of the highest prestige and highest paying professions you can get into. But I think the poster is wanting to avoid coming across as what the public stereo types a salesman as being which is a whole different thing.

The best way of putting it is on the initial phone call you keep it very short and sweet and come across as the guy who is assigned to deliver the information they requested. I'm assuming they sent a lead in of some sort.

On the appointment you want to be very professional. It's OK to use humor, just don't come across as incompetent.

 

[jjelks83]

does anyone have a script

 

[Newby]

does anyone have a script

The best free help I can give new agents is to go to our website and listen to the free audio interviews from JD Easy and Travis Tubbs. They are under the training tab and you don't need a password to access them. We keep them freely accessible to help agents struggling for answers easily recognize what successful agents do and what your FMO should be teaching you. Find it here http://www.fexcontracting.com

If you think we can help you sell more final expense you simply need to contract your companies through us and we have a vested interest in helping you succeed. Your commissions should be as high or higher than you can get anywhere else so that's not bad either.

If you don't like our approach and really do just want free scripts, look up Josh on the forum. He sells marketing lists and has a website full of good free telemarketing scripts.

 

[Jake07712]

does anyone have a script

There are scripts, (or access to scripts), all over this forum. Newby has interviews on his site with great scripting ideas in them. When I first started out, I used a script. (It was a crutch to help me sound as if I knew what I was talking about.) Now I use more of an outline, (in my head), to keep me on track.

 

[jjelks83]

ok thanks for the info

 

[rousemark]

Please read the last part of my question again.

OK.. I was just addressing the fact that people think of us as salespersons simply because that is what we are.

I don't know what product you are selling but one approach that we used for years (that seemed to work) was

"We are are talking with people ( in your area, profession, who have home mortgages, etc.). We have a service that has been of value to others. Of course, I have no way of knowing if it would be of value to you but you can decide for yourself with the answer to just a couple of questions.. that's fair enough isn't it?"

"I assume, like most people you have some life insurance?"

"As you probably know things are constantly changing in this world. What steps have you taken to assure you are getting the very best coverage available for what you re now paying?"

"We have been able to help many folks get more coverage for the amount they are paying and sometimes we have even been able to get them the same coverage for even less premium.. You don't have any objection to saving money do you?"

(if you are on the "door step" ask to step in)

If you are on the phone, "I have an opening at 1:00 PM tomorrow, I would like to stop by and introduce myself. let me make sure I your address right.... Fine see you then" ..

Limit your questions to more than 3.. (make your own for your product) You goal is to make the appointment .. not to make the sale

This also answers one of your other questions.. Almost everybody gives a choice of two times.. to the point that many prospects recognize it as a sales "gimmick". Ask for the appointment at a specified time.. It makes it appear you are busy with other clients.. If they have an objection to the time, they will let you know and you can then negotiate a time if there is any interest.

 

[SirAlexFerguson]

The best free help I can give new agents is to go to our website and listen to the free audio interviews from JD Easy and Travis Tubbs. They are under the training tab and you don't need a password to access them. We keep them freely accessible to help agents struggling for answers easily recognize what successful agents do and what your FMO should be teaching you. Find it here...

I'm new in FE - waiting for my Life license to come in - but have experience in the wholesale insurance world. I haven't signed up with anyone yet but vouch for the JDEasy interview that Newby mentions. I listened to it a few days ago. Very worthwhile. They cover objections. JD is the bomb and Newby is the bombdiggity!

SAF