Mutual of Omaha Med Sup Appointment?

[Guest]

I guess I should clarify.

It's not always about price, as I'd rather sell an A than a B even if the A cost more money.

Also, I didn't mean to offend anyone, I just think new recruits should not base sales on the commission (as is common) or always focus on price.

And can the senior market be the only target audience in the country that buys strictly on price every time?

Funny, same argument as in the health field, maybe it's the agents focusing on price and making it seem like it's the market.

 

[jdeasy]

I guess I should clarify.

It's not always about price, as I'd rather sell an A than a B even if the A cost more money.

Also, I didn't mean to offend anyone, I just think new recruits should not base sales on the commission (as is common) or always focus on price.

And can the senior market be the only target audience in the country that buys strictly on price every time?

Funny, same argument as in the health field, maybe it's the agents focusing on price and making it seem like it's the market.

Anything other than med sups I would agree with you. That plan B or A is gonna be the exact same plan with any company by law. So, price is the main thing. Of course, history of price increases would be a mitigating factor, but, that's still a price driven argument.

 

[Guest]

Anything other than med sups I would agree with you. That plan B or A is gonna be the exact same plan with any company by law. So, price is the main thing. Of course, history of price increases would be a mitigating factor, but, that's still a price driven argument.

I was referring to A rated or B rated companies, we all understand that the product doesn't change.

 

[dcreamer]

I am new here and new to insurance though not to sales. If the products are equal relationship selling will overcome price differentials. Sell yourself, sell the company and then sell the product.
If you think you are going to be defeated by somebody elses pricing, your right!

 

[jdeasy]

I am new here and new to insurance though not to sales. If the products are equal relationship selling will overcome price differentials. Sell yourself, sell the company and then sell the product.
If you think you are going to be defeated by somebody elses pricing, your right!

You will get every "relationship" med sup replaced that you sell if you don't sell the best price.

 

[mcday]

You will get every "relationship" med sup replaced that you sell if you don't sell the best price.

that's the truth!

just had my best "relationship" sale leave me after 1 1/2 years for a more affordable premium... by less than $10 a month. she's keeping her FE with me though... because it is cheaper.

 

[Frank Stastny]

that's the truth!

just had my best "relationship" sale leave me after 1 1/2 years for a more affordable premium... by less than $10 a month. she's keeping her FE with me though... because it is cheaper.

Prospects will usually only change companies if the premium is less than what they are currently paying. However, just because they get a premium increase doesn't mean that they all are going to go shopping.

If all the agent is to that client is "the guy who sold them the policy" then they will most likely change in a heart beat when premiums go up. If the agent has sold himself/herself, is a real person to the client and not just another agent, then premium increases become less of a factor.

I educate every new client about premium increases and explain to them that it is not always in their best interest to with the newest, cheapest kid on the block. My persistency is great as a result of having done that.

 

[dcreamer]

I sold vehicles for a long, long time. There are few commodities as price sensitive as new and used vehicles. Most men consider the "best deal" a test of manhood and women are typically budget conscious.

Almost every vehicle purchased can be bought for less right where it is, much less down the street or across town.
Clients regularly bought from me at prices hundreds and sometimes thousands of dollars more then they had to pay.

Of course when they needed service I scheduled their appointments and picked up and delivered the vehicle if necessary. I stayed in touch and sent bday and holiday cards and letters. I asked for referrals and compensated them for sales made in a manner consistent with their preferences.

In short I concentrated on building relationships that were value added for us both.

I respectfully submit that there is a huge difference between price-man-ship and salesmanship. Any clerk can write a deal based only on price. It takes a professional salesperson to overcome pricing with genuine relationship selling.
There, nuff said.

 

[jdeasy]

I sold vehicles for a long, long time. There are few commodities as price sensitive as new and used vehicles. Most men consider the "best deal" a test of manhood and women are typically budget conscious.

Almost every vehicle purchased can be bought for less right where it is, much less down the street or across town.
Clients regularly bought from me at prices hundreds and sometimes thousands of dollars more then they had to pay.

Of course when they needed service I scheduled their appointments and picked up and delivered the vehicle if necessary. I stayed in touch and sent bday and holiday cards and letters. I asked for referrals and compensated them for sales made in a manner consistent with their preferences.

In short I concentrated on building relationships that were value added for us both.

I respectfully submit that there is a huge difference between price-man-ship and salesmanship. Any clerk can write a deal based only on price. It takes a professional salesperson to overcome pricing with genuine relationship selling.
There, nuff said.

If those cars had been been mandated by law to be exactly the same and perform exactly the same, then your car analogy would have a point. Since they were not mandated to be the same, it doesn't even come close to comparing on a med sup.

 

[dcreamer]

You can go to any dealer and find a particular vehicle exactly the same as several others down to the exact same price. You can also drive a few miles in any direction and find even more exactly the same.

Any dealer will beat any other dealer's price. At some point you are either a professional salesperson with confidence in your skills and abilities or its time to go to work at McDonald s.