Anthonyyard
Expert
- 26
Ok guys I woke up really early making sure I was prepared for my long day.I went over my presentation a couple of times, and I made sure I had every form from applications to replacement forms.There are so many different replacement forms I guess its a ny thing.
I made four folders with everything inside.Brochures,charts,rate sheets,business card,apps,blank white paper,and a copy of my insurance license.can't forget my picture id.
I made a copy of my leads to give to my prospects when they open the door.Just to refresh their memory.
I have three appointments for the day,1:30,3:00,and 4:30.All of my appointments are in my area.I focused my direct mail campaign for my zipcode.Starting out I know my area the best.
Well its time for me to leave my house,its ironic as soon as I walk out my 3:00 calls and says he won't make it home by 3:00 and we should reschedule.He ask me is this about life insurance because I already have a policy.I say great ,however people get a final expense plan to cover their funeral cost.He said he wanted something for that.Than he said my uncle was interested but he is in the hospital.I said to him well let's put something down on the schedule,how about Monday at 3:00.He said ok.I said if anything change on your end or mines we should call.whether he is telling the truth or not,I'm still popping up Mon at his house.
I finally leave headed to my 1:30 appointment.I knock on the door and get a warm welcome.I hand her the lead card and follow her to the dining room.she says now what's this 255 that social security pays.I explain everything and now she fully understands.but her whole demeanor changes.she says she has life insurance.I said is it a term or whole life policy.she said whole life.Well I just explain to her what term is and whole life.
She said she had a broker that she deals with over 30 years.I said great does he specialize in life insurance.at this point she really didnt care what I had to say.I asked her to review her policy to make sure it was whole.she just said no.I asked for some referrals gave her my business card and just left. Maybe she didn't care,maybe I ask the wrong questions,or maybe she was telling the truth.
Well on to the next one.My second appointment was easy, they were open to what I had to say.I followed my sales presentation and when I got to how much funeral cost , and I told him I had a GPL from fosters a local funeral home his eyes widened.He said that's where I buried my sister.He said at first they didn't know how they were going to pay for it.He searched through his sister things and found a 25,000 policy which he used to pay for her 18,000 funeral.
He already knew how important life insurance was.Than the bombshell hit.He said he got a quote from newyork lifeinsurance for age 69 50,000 coverage for 160.At this point I didn't have anything to compete with that.I said is that for term or whole life.he said he didn't want term and they said that was a whole quote.
To my inexperience I said well if that's the better quote than take.I said if I could find something better I would let you know.I tried to call my friend in Delaware to get some quick advice while I was still with the client.he didnt answer.
After I left my friend Dave did call back.I told him the situation.The advice he gave me was I should be always thinking about educating people.What he meant was sometimes seniors are taking advantage of and not always given the right information.He said I should have told them what term is and whole life.And what's the best questions to ask about policy quotes.He said I could have went a step further and called newyork life with the client there as his friend to find out what quote they were given.You know do a little investigating.
He said once the prospect understood what quote he was given by newyork life I would have gain their trust because I didn't look at it from I want a sale but from I'm here to help a client get the best policy there is.
I hope I explained what my friend said right.At the end of the day I got a result,which i can learn from my mistakes. I know I have plenty to learn.
I made four folders with everything inside.Brochures,charts,rate sheets,business card,apps,blank white paper,and a copy of my insurance license.can't forget my picture id.
I made a copy of my leads to give to my prospects when they open the door.Just to refresh their memory.
I have three appointments for the day,1:30,3:00,and 4:30.All of my appointments are in my area.I focused my direct mail campaign for my zipcode.Starting out I know my area the best.
Well its time for me to leave my house,its ironic as soon as I walk out my 3:00 calls and says he won't make it home by 3:00 and we should reschedule.He ask me is this about life insurance because I already have a policy.I say great ,however people get a final expense plan to cover their funeral cost.He said he wanted something for that.Than he said my uncle was interested but he is in the hospital.I said to him well let's put something down on the schedule,how about Monday at 3:00.He said ok.I said if anything change on your end or mines we should call.whether he is telling the truth or not,I'm still popping up Mon at his house.
I finally leave headed to my 1:30 appointment.I knock on the door and get a warm welcome.I hand her the lead card and follow her to the dining room.she says now what's this 255 that social security pays.I explain everything and now she fully understands.but her whole demeanor changes.she says she has life insurance.I said is it a term or whole life policy.she said whole life.Well I just explain to her what term is and whole life.
She said she had a broker that she deals with over 30 years.I said great does he specialize in life insurance.at this point she really didnt care what I had to say.I asked her to review her policy to make sure it was whole.she just said no.I asked for some referrals gave her my business card and just left. Maybe she didn't care,maybe I ask the wrong questions,or maybe she was telling the truth.
Well on to the next one.My second appointment was easy, they were open to what I had to say.I followed my sales presentation and when I got to how much funeral cost , and I told him I had a GPL from fosters a local funeral home his eyes widened.He said that's where I buried my sister.He said at first they didn't know how they were going to pay for it.He searched through his sister things and found a 25,000 policy which he used to pay for her 18,000 funeral.
He already knew how important life insurance was.Than the bombshell hit.He said he got a quote from newyork lifeinsurance for age 69 50,000 coverage for 160.At this point I didn't have anything to compete with that.I said is that for term or whole life.he said he didn't want term and they said that was a whole quote.
To my inexperience I said well if that's the better quote than take.I said if I could find something better I would let you know.I tried to call my friend in Delaware to get some quick advice while I was still with the client.he didnt answer.
After I left my friend Dave did call back.I told him the situation.The advice he gave me was I should be always thinking about educating people.What he meant was sometimes seniors are taking advantage of and not always given the right information.He said I should have told them what term is and whole life.And what's the best questions to ask about policy quotes.He said I could have went a step further and called newyork life with the client there as his friend to find out what quote they were given.You know do a little investigating.
He said once the prospect understood what quote he was given by newyork life I would have gain their trust because I didn't look at it from I want a sale but from I'm here to help a client get the best policy there is.
I hope I explained what my friend said right.At the end of the day I got a result,which i can learn from my mistakes. I know I have plenty to learn.
