Mindset and Behaviour for FE

[rousemark]

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

If you haven't listened to the Travis interview, you should listen to it also.

 

[SirAlexFerguson]

If you haven't listened to the Travis interview, you should listen to it also.

I most definitely will. Thanks for the reminder.
By the way... are JD and TT both with EFES?

SAF

 

[rousemark]

I most definitely will. Thanks for the reminder.
By the way... are JD and TT both with EFES?

SAF

Travis was one of the RD's for EFES. He was JD's upline. I don't know if he is still promoting EFES but he has partnered with Newby at - Your inside track to selling more, making more and working smarter. You might give consideration to using them as your FMO for the companies they offer.

 

[jdeasy]

I most definitely will. Thanks for the reminder.
By the way... are JD and TT both with EFES?

SAF

Travis is still with EFES for the time being. Same for me.

 

[jacobtn]

You're stuck in first gear because you are overthinking the process. Get out there and sell. It's not that complicated.

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

 

[GoForBroker]

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 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.

Good Stuff! Also remember to be yourself and treat them more as you would a friend. Don't be fake and try to be perfect. Just LISTEN TO THEM, ask them a few questions as said above and talk to them as a person. Practice and role playing is key with this in my opinion. I would also understand who the people are in your area. AL and NY will be a totally different approach and one bad word or statement could kill the sale.